Should I apply the diagnostic exam fee to the patient's treatment plan? There is nothing wrong with it, and there is a real reason to do it. When you tell a patient the diagnostic fee will be credited toward their treatment, you have just removed risk from their mind. Patients hate loss far more than they like a deal. Spending a few hundred dollars and then wondering if it was wasted is exactly the kind of loss that makes people hesitate. Take that worry away and they decide easier. This also taps reciprocity. You gave them something, so they feel inclined [...]