CHAPTER XI
GETTING ADDITIONAL FEES
It is a well-understood fact among physicians that the average man of 50 or over takes more interest and pride in his sexual virility than in any other phase of his physical system. It is equally well known that in almost every instance where a man has reached the age of 50 there is a very perceptible flagging or falling off in sexual power. In many instances it is entirely lost when the half-century mark is reached, or soon afterward. There are few men who care to admit this even to their family physicians, and, in consequence of this shyness, they fall ready victims to quacks of the “Be A Man” stripe.
When a man well past middle age comes into your office never broach the subject of sexual trouble to him at first, no matter how strongly you suspect it. If you do he will take treatment for that first, and that is the end of it. Secure him on some other line of treatment first. Humor his ideas in this respect—he has whatever ailment he may fancy he has. If you are satisfied that he is in position to pay well, but is hard to deal with in a financial way, it will pay you to name a modest fee for the initial treatment, but don’t let him get away. He will afford fat, liberal picking later on.
Where men of ordinary means will haggle over a $250 fee for being successfully treated for some annoying, really dangerous ailment, they will pay $1,000 or more cheerfully on anything that seems like a reasonable assurance of having their sexual power restored to its pristine vigor. There is not a physician in the land with any considerable practice who doesn’t know this.
Having secured your fee from a patient of this kind for the regular treatment of the trouble concerning which he came to consult you, and at the time when the treatment is beginning to show favorable results, spring the trap. As before stated there is generally a time when nearly every patient responds to greater or less extent to a new treatment. This response may be only temporary; it generally is. When the indications of this response are seen then is the time to act. It is the proper psychological moment.
Direct the conversation to the marked improvement in his condition, tell how much you are encouraged by the very noticeable change, and suggest another thorough physical examination so that you may make the proper record of his case. When the patient has disrobed give him the same thorough, searching examination you did when he first came to the office. Pay no attention to the sexual organs at first, but, when nearing the end of the examination say casually:
“How long have you been in that condition, Mr. ——?”
This is a random shot, but it will strike home ninety-nine times out of a hundred. There is very little chance of its going astray. Almost invariably the patient will ask:
“What condition do you refer to, Doctor?”