“Religion began when the first scoundrel met the first fool.’ Voltaire
The above quote is accurate because it touches on a profound truth. The truth of our absolute and total need for belief from our early moments of consciousness till we die.
In some ways, confidence artists have it easy. We’ve done most of the work for them; we want to believe in what they’re telling us. Their genius lies in figuring out what, precisely, it is we want and how they can present themselves as the perfect vehicle for delivering on that desire.
Confidence men are sometimes referred to as the ‘aristocrats of crime’. Hard crime - theft, burglary, violence is not what the confidence artist is about. The confidence game - the con - is about soft skills. Trust, sympathy, persuasion. The true con artist doesn’t force us to do anything; he makes us complicit in our own undoing. He doesn’t steal. We give. He doesn’t have to threaten us. We supply the story ourselves. We believe because we want to, not because anyone made us. And so we offer up whatever they want - money, reputation, trust, fame, legitimacy, support - and we don’t realise what is happening until it is too late.
Our need to believe, to embrace things that explain our world, is as pervasive as it is strong. Given the right cues, we’re willing to go along with just about anything and put our confidence in just about anyone. Conspiracy theories, supernatural phenomena, psychics; we have a seemingly bottomless capacity for credulity.
Or, as one psychologist put it, ‘Gullibility may be deeply engrained in the human behavioural repertoire.’ For our minds are built for stories. We crave them, and, when there aren’t ready ones available, we create them. Stories about our origins. Our purpose. The reasons the world is the way it is.
Human beings don’t like to exist in a state of uncertainty or ambiguity. When something doesn’t make sense we want to supply the missing link. When we don’t understand what or why or how something happened, we want to find the explanation. A confidence artist is only too happy to comply - and the well-crafted narrative is his absolute forte.
Extracted from The Confidence Game by Maria Konnikova