- give the [to me, intentionally designed] false impression that some body in authority is overseeing franchising (note the federal agency’s logo, illusion of relevant information, see Robert Cialdini, Authority as “Weapon of Influence”) and
- identifies very efficiently and early the sucker’s major source of ignorance and fear (the obstacle the predatory member of the selling mob needs to overcome to close the sale).
Pickpocketing (or “the cannon” in professional thievery lingo) usually consists of two, three or four people working in a mob (a group of experienced specialists). It is an ancient underworld art that has been profitably practices for centuries. It relies on distraction, manual skill and very close cooperation between specialists within the criminal group.
The operation consists of 5 basic steps:
- Fanning: determining which pocket the wallet is in,
- Pratting the sucker: pushing the mark (intended victim) around gently in order to distract his attention and to get him into a good position for the next operations, (usually done by the “stall”, sometimes by faking drunkenness),
- Put the Duke: someone else the “hook, wire, or tool” puts their hand (“Duke”) into the victim’s pocket and removes the poke (wallet),
- Cleaning: the hook then transfers the wallet to another member of the mob who
- Stashing: takes the wallet off-site so if the next mark objects, the whole day’s take isn’t at risk.
A “Beware of Pickpockets” sign is very helpful to pickpocket professional thieves because:
…whenever a sucker sees this sign he feels the pocket in which his money is located to discover whether his pocketbook is still there, thus relieving the mob of the necessity of fanning him [see Step 1, above].
The Professional Thief: An astonishing revelation of criminal life, The University of Chicago Press, 1937
Disclosure documents assist opportunistic sales agents in a similar way. They not only trade on false authority but provide an efficient means of defining the next mark’s fears.
- Defining a sucker’s fears goes a long way toward getting the chump to sign.
Disclosure laws have never been designed to protect potential investors and they are emphatically not a step toward Relationship Laws.
Disclosure and relationship laws are McLaws (intentionally ineffective) in protecting investors’ interests against the major ROI threat: future franchisor opportunism.