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Other Applications 351

Table 9.2 Tracking evolving stories

What I have been told When and how I was told it

RATE OF RETURN Date How

The rate of return would be 80% pa 1.1.2003 Prospectus Meeting

The rate would be 40% 1.2.2003 Contract

The rate would be 8% 1.3.2003

HIS BACKGROUND 1.1.2003 Prospectus
PhD from Cambridge 2.4.2003
O level in woodwork Bill Smith

Try to make sure he answers every question and every point in every letter. Don’t let him
escape with concealment lies.

Not answering difficult questions is a characteristic of a conman

MISSING CORRESPONDENCE

A typical trick of conmen is to say that they A less obtrusive way of achieving proof of
never received a particular letter or email delivery is to ensure that every important
and thus their failure to respond did not communication also contains something the
imply that they agreed. Obviously, you can conman would like to know or have, such as
avoid this problem by sending important an invitation to the theatre or a golf match.
communications by registered letter or If he reacts to the bit that pleases him, he
through a secure courier but this may alert the cannot later deny receipt of the part he
conman that you have suspicions and cause would prefer not to acknowledge.
him to flee before you are ready to pounce.

In some cases you may let the conman discover that you are building up a dossier that
could ‘paper’ him if he does not deliver what he has promised. This is akin to ‘raising the pave-
ment’. If you are right and he really is a crook, he may divert his attention to another victim
and this is to your advantage providing you have not already parted with your money. If he
is genuinely honest, he will understand the reasons for your caution. Always try to have the
detail at your fingertips.

Analyse the paperwork

Pay special attention to accounts, proposals, projections, spreadsheets, surveys, brochures,
contracts, letters and other documents provided by the conman and on which you are ex-
pected to rely. Stand back, and again ask yourself: ‘Is the basis of this transaction sound? Is
the story believable and consistent?’