Does a free information packet really trigger reciprocity with patients? It does, and you should not undervalue it. When you hand a patient a big, generous, genuinely useful packet at no cost, you set up a quiet obligation. They received something substantial from you for free, and people are wired to want to return the favor, even if only by giving you their honest attention and a fair shot at the consultation. That's reciprocity, and it's working in the background before you ever sit down with them. The trap is treating the packet as a cost center, a thing you grudgingly [...]