His more sophisticated clients probably thought he was engaging in a form of insider trading and they thought of it as sort of a …nudge nudge wink wink “crime” like buying Cuban cigars in Cancun.
He owned a large legitimate trading firm that placed large orders for institutional clients which gave him “insider” knowledge since he knew about large trades before they were placed. So if client X places an buy order for a gazillion shares of company X, Madoff could then place an order for his own personal clients before he places the large order. The order for a gazillion shares of company X will make shares of company X more expensive, so he could then sell the shares he bought for his clients at a profit. In a down market he could use sell orders in the same way, getting his clients out before a downturn.
That’s not what he was doing, of course. He was just stealing the money and keeping it except for what he gave to clients to keep the scam going. The fact that this seemed plausible was a vital part of the scam as it made the returns believable and made the more “sophisticated” investors inclined not to ask questions.
And why did they think this guy would cheat for them? Because he was their friend, he worked with them, contributed to their charities, joined their clubs and worshipped in their synagogues.
To quote a source whose name I don’t remember …“we all knew Bernie was cheating, we just didn’t think he was cheating us”.
He was a masterful con man, pure and simple…and he almost pulled off the ultimate long con. Last night I was reading a Tim Dorsey novel and came across this dialogue about what makes the long con so tricky.
“That’s the thing about the long game. You’re working against…the kind of people who can read other people. Businessmen who’ve built fortunes exploiting others in the gray edges of the law. The long game turns their greed against them and clouds their judgement”.
Everything I’ve read about the rules of the successful con smacks of Madoff
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Establish crediblity. Dress like a nun, priest or serviceman. Become the founder and chairman of a major stock exchange like the NASDAQ.
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Never ask for money. Set it up so it’s the victim’s idea to give you their money. If you can make them feel that they are really special because you will take their money, that’s the best. That’s why the people that funneled money to Madoff through feeder funds weren’t allowed to mention him, he didn’t want anyone to know how many “special” friends he had.
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Make sure the people that are selling it for you aren’t in on it. You can sell it better if your salespeople really believe in you.
That said, some of his victims should’ve known better but others were truly innocent …their legitimate accountants and financial advisors recommended the fund or a feeder fund. And he was smart enough NOT to make the payoff too good, the returns were not outrageously great, just consistently great.
I really do feel for the victims (many of my clients are in the social group that Madoff targeted)…I know of three victims so far among clients and former clients and I’m sure there are many more I DON’T know about yet.