The Big Con

1. Confidence Men Thrive on Dishonesty and Skill

A confidence man prospers only because of the fundamental dishonesty of his victim.

The Mark's Complicity. Confidence games hinge on the victim's willingness to engage in dishonest dealings. The con man exploits the mark's greed and desire for easy money, leading them down a path of increasingly unethical behavior until they are fully invested in the scheme. This shared dishonesty makes prosecution difficult, as the victim is often reluctant to admit their own criminal intentions.

Beyond Simple Theft. Confidence men are not mere thieves; they are skilled manipulators and actors. They possess a deep understanding of human psychology, allowing them to inspire trust and exploit vulnerabilities. Their success depends on their ability to create a believable illusion and guide the mark through a carefully constructed narrative.

Aristocrats of Crime. Unlike violent criminals, confidence men rely on wit and charm rather than force. They pride themselves on their ability to separate victims from their money without resorting to physical harm. This distinction elevates them in the criminal underworld, where they are often regarded as the most sophisticated and intelligent practitioners of their craft.

2. The Big Store: A Stage for Deception

So realistically are they manned and furnished that the victim does not suspect that everything about them—including the patronage—is fake.

Illusion of Legitimacy. The "big store" is a meticulously crafted environment designed to deceive the mark. Whether it's a fake gambling club or a brokerage office, every detail is carefully considered to create a sense of authenticity and prosperity. Unsuspecting victims are immersed in a world where everything appears legitimate, making it easier to suspend disbelief.

Evolution of the Store. The concept of the big store evolved from crude gambling dens to elaborate theatrical productions. Early versions, like Ben Marks' "Dollar Store," simply provided a venue for monte games. Over time, these evolved into mitt stores, fight stores, and other specialized establishments, each designed to exploit a specific type of mark.

Theater of Deception. The modern big store is a carefully staged performance, complete with actors, props, and a detailed script. The mark is unwittingly cast in a role, guided through a series of events designed to manipulate their emotions and exploit their greed. The success of the big store lies in its ability to create a believable illusion that blurs the line between reality and fiction.

3. The Wire: Exploiting Information Asymmetry

The wire, the first of the big-con games, was invented just prior to 1900.

Harnessing Technology. The "wire" game emerged with the advent of telegraph communication, exploiting the perceived advantage of receiving race results before bookmakers. Con men convinced victims that they had a corrupt Western Union contact who could delay the information, allowing them to place winning bets after the race had concluded.

Fake Set-Ups. The wire involved two elaborate fake setups: a Western Union office and a horse-poolroom. The Western Union office, complete with fake operators and equipment, created the illusion of insider access. The horse-poolroom, populated with shills and betting paraphernalia, provided the stage for the mark's supposed winnings.

The Illusion of Control. The wire game preyed on the mark's belief that they could control the outcome through privileged information. By manipulating the perceived flow of information, con men created a sense of urgency and excitement, leading the victim to invest larger and larger sums of money.

4. The Pay-Off: A Carefully Orchestrated Illusion of Profit

In this swindle the victim is permitted to share in the illicit profits presumably taken by operators who are fleecing gambling clubs by means of fixed races.

Sharing the Spoils. The "pay-off" game entices victims with the promise of sharing in illicit profits from fixed horse races. The mark is initially allowed to win small amounts using money provided by the con men, creating a sense of trust and excitement. This "convincer" sets the stage for the larger swindle to come.

Building Confidence. The pay-off relies on building a strong rapport between the insideman and the mark. The insideman, posing as a knowledgeable insider, gains the victim's confidence by sharing seemingly valuable information and allowing them to profit from it. This creates a sense of partnership and makes the mark more willing to invest larger sums.

The Send. Once the mark is hooked, they are sent home to retrieve a large sum of money, solidifying their commitment to the scheme. This "send" demonstrates the mark's willingness to take risks and their belief in the potential for significant financial gain. The final act involves a rigged race and the complete loss of the mark's investment.

5. The Rag: Manipulating the Stock Market Facade

For the rag the store depicts a broker’s office complete with tickers, phone service, brokers, clerks and customers.

Exploiting Financial Ambition. The "rag" game applies the principles of the pay-off to the stock market, convincing victims that they can profit from insider information. The con men create a fake brokerage office, complete with tickers, phones, and actors posing as brokers and customers. This elaborate setup provides the backdrop for the swindle.

Insider Knowledge. The insideman claims to be a confidential agent of a powerful Wall Street syndicate, manipulating stock prices to break small exchanges and bucket shops. The mark is led to believe that they can share in these illicit profits by investing alongside the syndicate.

The Illusion of Control. As in the pay-off, the mark is initially allowed to make small profits using money provided by the con men. This creates a sense of confidence and encourages them to invest larger sums. The final act involves a manipulated stock price and the complete loss of the mark's investment.

6. The Mark: A Study in Human Nature

It is not intelligence but integrity which determines whether or not a man is a good mark.

Beyond Stupidity. Victims of confidence games are not necessarily unintelligent; in fact, highly intelligent individuals can be particularly susceptible. The key factor is a lack of integrity, a willingness to engage in dishonest dealings for personal gain. This inherent dishonesty blinds them to the true nature of the scheme.

The Allure of Easy Money. The most effective marks are those who are driven by greed and a desire for quick riches. They are easily seduced by the promise of easy money, overlooking the risks and ethical implications of the scheme. This desire for illicit profits makes them vulnerable to manipulation.

The Illusion of Superiority. Many marks possess a sense of superiority, believing themselves to be shrewd and capable of outsmarting others. This overconfidence makes them less likely to question the scheme or seek outside advice, making them easier to manipulate.

7. The Mob: Specialization and Organization in Crime

Division of labor increased and, in direct proportion, specialization became essential.

Division of Labor. Confidence games require a team of skilled individuals, each with a specific role to play. The roper identifies and cultivates the mark, the insideman manages the store and executes the swindle, and other members provide support and maintain the illusion. This division of labor allows for greater efficiency and effectiveness.

The Roper's Charm. The roper is the face of the operation, responsible for gaining the mark's trust and guiding them into the scheme. They must be charismatic, persuasive, and able to adapt to different personalities. Their success depends on their ability to build rapport and create a sense of connection with the victim.

The Insideman's Authority. The insideman is the mastermind behind the swindle, responsible for managing the store, directing the play, and executing the final touch. They must be intelligent, resourceful, and able to maintain control of the situation under pressure. Their success depends on their ability to create a believable illusion and manipulate the mark's emotions.

8. The Fix: Corruption as a Business Expense

Modern con men must be able to buy officers, judges and juries; they do it so successfully that many a top-notcher has never served a prison sentence.

The Price of Protection. To operate successfully, confidence men must often bribe law enforcement officials and politicians. This "fix" provides protection from arrest and prosecution, allowing them to continue their activities with relative impunity. The cost of the fix is a significant business expense, but it is essential for survival.

Corruption at All Levels. The fix can extend to all levels of the legal system, from police officers to judges and juries. By corrupting these individuals, confidence men can ensure that their cases are dismissed or that they are acquitted at trial. This widespread corruption undermines the integrity of the justice system and allows criminals to operate with impunity.

The Fixer's Role. The fixer acts as an intermediary between the con men and the corrupt officials, negotiating bribes and ensuring that the necessary protections are in place. The fixer is a key figure in the criminal underworld, possessing the connections and resources to navigate the complex web of corruption.

9. The Con Man's Lingo: A Language of Deceit

The language on display certainly must have had something to do with it—available vocabulary can lubricate a subject (or, alternatively, tie weights to its shoes and throw it into the river).

A Secret Code. Confidence men, like other professional criminals, use a specialized language to communicate among themselves. This argot serves several purposes, including concealing their activities from outsiders, reinforcing group identity, and facilitating communication within the criminal underworld.

Colorful Terminology. The con man's lingo is filled with colorful and evocative terms, reflecting the creativity and ingenuity of the criminal mind. Words like "cackle-bladder," "shut-out," and "tear-off rat" paint a vivid picture of the world of deception and manipulation.

More Than Just Slang. The con man's lingo is more than just a collection of slang terms; it is a complex system of communication that reflects the unique culture and values of the criminal underworld. By mastering this language, confidence men can navigate their world with greater ease and effectiveness.

10. The Con Man's Fate: A Life on the Run

Throughout the narrative it is necessary to remind oneself that these various “kids” were distinguished-looking gentlemen in frock coats and homburgs and Vandyke beards.

A Precarious Existence. Despite their apparent success, confidence men lead a precarious existence. They are constantly on the move, dodging law enforcement and other criminals who seek to exploit them. Their lives are filled with uncertainty and risk.

The Inevitable Fall. While some confidence men manage to retire wealthy, many end up losing their fortunes to gambling, bad investments, or the law. The constant pressure and stress of their lifestyle take a toll, leading to addiction, mental illness, or even death.

A Cycle of Deception. The world of the confidence man is a cycle of deception and manipulation. They exploit the greed and dishonesty of others, but they are also vulnerable to being exploited themselves. Their lives are a constant game of cat and mouse, where the stakes are high and the consequences can be devastating.

Last updated: March 10, 2025