GENCO MEMO: June 17, 2024 Spotting Charlatans
Some tips in differentiating True Experts from Posers
Sometimes I have clients who are being taken advantage of by others.
When I see this, I often repeat the line from the movie Rounders with Matt Damon:
Here’s the clip from the movie.
(I remember trying a case in Chicago in the early 2000s and this was the comfort movie I had playing in the background at night while preparing for the next day in court.)
With that in mind, let me tell you the story.
The Snake Oil Salesman
In the cities and quiet towns of 19th-century America, the arrival of a traveling salesman was an event.
Families would gather, curious to see what new wonders might be on offer.
Among these was Texan Clark Stanley, a man with a charm that could captivate any audience. Known far and wide as the "Rattlesnake King," Stanley was a master of showmanship, always ready with a good story and full of promises.
Stanley's rise to fame began with a remedy brought over by Chinese immigrants who had come to work on the railroads.
These immigrants carried with them a traditional medicine made from the oil of Chinese water snakes, renowned for its powerful anti-inflammatory properties. This genuine snake oil was a boon to many, easing the pain of arthritis and other ailments.
Intrigued by the potential profits, Stanley saw an opportunity to make his mark.
Stanley crafted a persona that blended exotic mystique with down-home folksiness, captivating audiences with stories of daring snake hunts and miraculous cures.
His potion, "Stanley's Snake Oil Liniment," was touted as a cure-all, promising relief from aches, pains, and more. Stanley's fame grew with each show, and his bottles of snake oil flew off the shelves.
But whispers of doubt started to spread.
Some customers noticed that the miracle cure did little more than create a burning sensation, and their ailments didn’t get better.
Rumors of fraud reached the ears of federal investigators, who decided to put Stanley's claims to the test.
And so in 1917, the moment of truth arrived.
The investigators analyzed a sample of Stanley's Snake Oil Liniment, uncovering the deceit. The product had no trace of genuine snake oil—only cheap, everyday ingredients. Stanley's snake oil was a concoction of mineral oil, red pepper, and turpentine—ingredients that had none of the healing properties of the authentic Chinese remedy.
The man who claimed to be a healer was nothing more than a charlatan, preying on the hopes and pains of his customers.
Stanley's reputation, built on nothing but lies, crumbled overnight.
He was fined $20, nothing compared to the fortunes he had amassed, but the actual cost was to his name and legacy.
Today, the phrase "snake oil salesman" is used when talking about frauds promoting bad products or making false claims. In other words, to call someone a "snake oil salesman" is to accuse them of fraud, deceit, or being a smooth-talking conman.
But another word I use, which has a much older history, is charlatan.
The Origin of the Charlatan
The term "charlatan" has its roots in medieval Italy.
Originally, people from a village called Cerreto would roam the countryside, selling fake remedies and making grandiose claims about their healing powers. They were known as "cerretanos", and used a smooth, practiced speech to attract customers. It was similar to the type of speech associated with a circus promoter or “barker.”
The Italian verb "ciarlare" means "to chatter," and the chatter of these "cerretanos" led to the evolution of the term "ciarlatano". By the 17th century, English speakers had converted it to "charlatan," adopting it to describe anyone making false claims of expertise.
The Classic Movie Snake Oil Salesman
An image of a snake oil salesman or charlatan you might remember comes from the movie "The Wizard of Oz."
As Dorothy Gale runs away from home to escape the impending storm, she encounters a man named Professor Marvel on the outskirts of Kansas.
With his flamboyant attire and big claims, Professor Marvel immediately captivates Dorothy.
His wagon describes him as a "crowned head of Europe, past, present, and future." And he presents himself as a learned and worldly man, a fortune-teller capable of seeing into the heart's deepest secrets.
In the movie, Professor Marvel invites Dorothy to sit with him by the campfire.
The professor gazes into his crystal ball, seemingly peering into her very soul. But, it becomes quickly obvious that he is a master of observation and psychological manipulation.
Professor Marvel deduces that Dorothy is running away by noting her travel bag and the sadness in her eyes. He pretends to see her Aunt Em in distress and convinces Dorothy to return home.
Professor Marvel's true nature as a charlatan is revealed through his actions. Though he appears wise and mystical, he relies on trickery and deception to influence Dorothy.
How to Spot a Poser
The Main Point: I went into all this history to ultimately tell you that charlatans and snake oil salesmen are still out there.
They hawk products, services, and opportunities that are no better than the useless oil mixtures and other common ingredients sold by Clark Stanley.
What's worse is that the modern charlatans’ reach now extends into every home and phone through social media.
As an attorney, I must also distinguish between real experts and "posers" who make claims or offer opinions that fail to live up to objective scrutiny.
I encounter individuals who claim to be specialists but lack the required depth of knowledge and experience. Ultimately, It's my job to expose the actual experts, not impostors.
So, here are some red flags I use to differentiate real experts from those merely posing as one.
Depth of Knowledge: True experts can answer questions at a deeper level, providing specific insights and explanations. Posers, however, often have superficial knowledge and struggle with detailed questions.
Practical Experience: Experts have hands-on experience and can cite real-world applications of their knowledge. They can tell you what they have done in their own experience. Posers usually rely solely on second-hand information and theoretical knowledge.
Adaptability in Communication: Experts can adjust their vocabulary and explanations to ensure clarity and understanding. Posers tend to stick to jargon and usually become frustrated or condescending when asked to simplify complex ideas.
Comfort with Failure: Experts acknowledge their past mistakes and view them as learning experiences. Posers are often unwilling to admit failures, fearing it will damage their credibility.
Awareness of Limitations: Experts understand the boundaries of their knowledge and will openly state when they are outside their realm of expertise. Posers often overestimate their knowledge and are hesitant to admit their limitations. They make grand claims with no basis in past experience.
Genuine Enthusiasm: True experts are passionate about their field and enjoy sharing their knowledge. They welcome questions and are patient when explaining concepts. Posers, focused on maintaining an image, may become defensive or irritated when their understanding is challenged.
Here’s the word of caution.
When seeking expert advice, remember that a person’s real expertise comes from a blend of deep, practical knowledge and the ability to communicate effectively.
Beware of those who are big on talking the talk but have never walked the walk.
The majority of people giving advice fall in this category.
Remember, you don’t want to be the person sitting at the table not realizing “you are the sucker.”
That is all.
Have a great week.