Mob Rules and Honest Truth

Podcast Summary

• The Complexity of Dishonesty: People lie more than they realize or admit, even to themselves. Dishonesty is complex and influenced by internal and external pressures, and it's important to be aware of these influences.

  Key takeaway from this episode of Motley Fool Money is that according to Dan Ariely, a professor of psychology and behavioral economics at Duke University, people lie more than they realize or admit, even to themselves. The concept of internal truth versus the truth we tell others is not unique to Japanese culture, and we all make decisions based on conflicting human values. Honesty is just one value, and it's not always the priority in every situation. This was exemplified during the Enron scandal, where it was not just the top executives involved in the accounting scheme, but a systemic issue of dishonesty. The origins of Ariely's interest in dishonesty can be traced back to this event over a decade ago. The key takeaway is that dishonesty is more complex than it seems, and it's important to be aware of the internal and external pressures that can lead us to make less than honest choices.

• The Pervasiveness of Small Acts of Cheating: Despite a few 'bad apples', most dishonesty stems from numerous individuals cheating a little, leading to significant financial losses.

  Dishonesty in society is not just the result of a few "bad apples," but rather a pervasive issue caused by a multitude of small instances of cheating. In experiments, it was found that while there are some individuals who cheat extensively, the majority of dishonesty comes from many people cheating a little bit. This phenomenon, known as "everyday deviance," can lead to significant financial losses. For instance, in the case of a study where participants were asked to solve math problems and report their answers, the average person reported solving more problems than they actually did, resulting in a collective loss of thousands of dollars. Similarly, in the financial services industry, full disclosure, while intended to be a solution to conflicts of interest, can actually make things worse. Financial advisers, who may not even be aware of their own conflicts of interest, are less likely to deceive clients if they don't have to disclose their actions. Therefore, it's essential to address the root causes of dishonesty, such as social pressure and the normalization of small acts of cheating, to create a more honest society.

• Disclosure Can Lead to More Exaggerated Financial Advice: Being aware of advisers' conflicts of interest, establishing clear rules, seeking advisers with fewer conflicts, and demanding transparency can help ensure unbiased financial advice.

  Disclosure can make things worse when it comes to financial advice due to the potential for increased exaggeration by financial advisers. The study found that when advisers disclose their conflicts of interest, they may actually exaggerate their opinions even more, leading clients to make poor financial decisions. To keep financial advisers more honest, it's essential to be aware of conflicts of interest, establish clear rules of behavior, seek out advisers with fewer conflicts, and demand transparency in fees and compensation structures. By taking these steps, individuals can help ensure they receive unbiased and trustworthy financial advice.

• The psychological and physical distance from money may lead to increased dishonesty in a cashless society: As we move towards a more cashless society, people may be more prone to dishonesty due to the decreased tangible connection to money and consequences of actions, but signing a pledge or affirming honesty can help maintain honesty.

  Learning from Dan Ariely's discussion on his book "The Honest Truth About Dishonesty" is that as we move towards a more cashless and digitized society, people may be more prone to dishonesty due to the increased psychological and physical distance from the actual money or consequences of their actions. This was particularly evident in an experiment where people cheated more when using tokens instead of cash. Ariely expressed concern that as we continue to remove ourselves from the tangible representation of money, we may need to take extra precautions to maintain honesty. Another interesting finding was that signing a pledge or affirming honesty can put individuals in a more honest frame of mind. Ariely suggested that the IRS could potentially implement this principle by having taxpayers sign their names at the top of tax forms instead of the bottom.

• Encouraging honesty through personal responsibility: Signing a form first can reduce dishonest behavior, and simple, low-cost interventions can encourage better ethical behavior in complex systems.

  Reminding people of their own morality and getting them to take responsibility for their actions can significantly reduce dishonest behavior, even in complex systems like tax reporting. The speaker proposed this idea to the IRS, suggesting adding a signature at the beginning of tax forms to encourage a mindset of honesty, but was met with resistance. However, experiments with an insurance company showed that people who signed the form first cheated less, suggesting that this approach could be effective. This finding has implications for various areas, including tax policy and ethical behavior in general. It also highlights the potential for simple, low-cost interventions to encourage better behavior. Despite the potential benefits, the speaker cautions against overreliance on policies like a nationwide ban on texting while driving and advocates for more effective technological solutions instead. In the context of marriage, the speaker advises against a policy of total honesty, suggesting that a more nuanced approach is necessary for a fulfilling relationship.

• The importance of peace and profits: In business and life, prioritizing peace and profits can lead to success, even if it involves bending the truth.

  The exploration of the value of peace at home over honesty in the context of an ancient Jewish story and the business lessons that can be learned from the mafia. In the Jewish story, Sarah's concern for peace at home led her to ask how she could have a son despite her husband's old age, even though God had already promised a son to Abraham. The religious scholars have debated whether this constitutes a lie from God. In the business world, Louis Ferrante, a former insider with the Gambino family, shared that the mafia operates like a corporation, with roles such as employees, middle managers, and CEOs. Ferrante himself had multiple roles within the family, including hijacking trucks for profits. The mafia's primary focus is on making money, and their operations are built just like a legitimate business. The story of Sarah and the mafia's business model illustrate the importance of maintaining peace and prioritizing profits, even if it means bending the truth.

• Realizing the limitations and seeking change in unexpected places: Even in the harshest environments, an individual's determination to learn and grow can lead to unexpected opportunities and personal transformation.

  Even in the most unexpected places, like a prison cell, an individual has the power to change their life's direction. Lou, a former elite performer for a mob family, realized the moral implications of his actions and the limited opportunities for advancement within the criminal world. He made the decision to turn his life around and discovered a new passion in writing. With only a pen, paper, and books, he asked a friend to send him literature, leading him to read works by historical figures like Adolf Hitler, Julius Caesar, and Napoleon. This experience sparked his interest in storytelling and eventually led him to become an author of multiple books.

• Personal experiences and industries' changes impact our growth: Our past experiences and industries' shifts can shape our future paths, leading to personal growth and new opportunities.

  Personal experiences and circumstances, even those as unusual as going to jail, can shape our lives in profound ways. For the interviewee, his love for reading and eventual writing career began with being labeled as a "3 dictators" by a bookstore owner based on his personality. The mafia, once a powerful force in various industries, has seen its power diminish and may now find opportunities in less ethical areas. These anecdotes illustrate how our past experiences and the changing landscape of industries can influence our personal growth and the opportunities available to us.

• Respecting Authority and Personal Dignity: In the corporate world, respect those in authority while maintaining personal dignity by finding a balance and not being taken advantage of with trivial tasks.

  Key takeaway from the discussion with Louis Ferrante on Motley Fool Money is the importance of respecting authority while maintaining personal dignity. Ferrante shared an anecdote from his time in the mob about the concept of "getting your own coffee," which refers to not being a "sucker" and doing menial tasks for those in power. He explained that in the corporate world, this could translate to not being taken advantage of by a boss who consistently asks you to do trivial tasks. Ferrante suggested that if this happens, one could respond in a lighthearted way to get the message across without causing offense. The underlying message is to find a balance between respecting those in authority and maintaining self-respect.

• Confidence and transparency in home buying with Rocket Mortgage, Supplying the concrete in business with Mob Rules: Rocket Mortgage offers clarity in home buying process, while Mob Rules teach ethical business strategies through focusing on ancillary needs and networking

  Rocket Mortgage provides confidence and transparency in the home buying or refinancing process, allowing individuals to make informed decisions. Meanwhile, the Mob Rules, as discussed in Louis Ferrante's book, teach us that even when major opportunities are out of reach, focusing on ancillary needs and networking can lead to significant profits. This strategy, known as "supplying the concrete," involves identifying various aspects of a large project and providing essential goods or services to secure contracts. Furthermore, Ferrante emphasizes the importance of leaving behind the violence and hubris often associated with criminal enterprises and instead focusing on ethical business practices.

• The dangers of hubris in business: Success can come from ethical business practices, but excessive pride can lead to downfall. Learn from historical figures and stay grounded to avoid hubris.

  Success can come from doing business ethically, but hubris can lead to downfall. The speaker shares his experiences of working with honest mobsters and warns against the dangers of excessive pride. He uses examples of historical figures like Adolf Hitler, John Gotti, and Ken Lay to illustrate this point. In the business world, the speaker advises holding onto Atlantic City casinos and the TV show "Mob Wives," while selling the film "Mob Rules" based on his life story. He emphasizes the importance of staying grounded and not letting success go to one's head.

• Learning from unexpected sources: Gain wisdom and insights from diverse experiences and perspectives, even from unconventional sources like a former mobster's book, to apply that knowledge to your own life and business.

  Learning from this episode of Motley Fool Money is the value of learning from unconventional sources, even in business. The guest, Louis Ferrante, shared insights from his experience as a former mobster in his new book "Mob Rules: What the Mafia Can Teach the Legitimate Businessman." Although some may find this an unusual source of business wisdom, Ferrante emphasized the importance of loyalty, trust, and the power of relationships in business. These principles, he argued, are just as relevant in legitimate businesses as they are in criminal organizations. The book, which was released this week and is available everywhere, offers a unique perspective on business success. Additionally, listeners were encouraged to check out The Motley Fool's flagship website, fool.com, for more content and their daily business news podcast, Market Foolery, which is rated number 1 on Itunes among all business news podcasts. Tune in each day for insightful commentary on the stock market. In summary, this episode of Motley Fool Money offered a valuable reminder that wisdom and insights can be found in unexpected places. By learning from diverse experiences and perspectives, we can gain a more nuanced understanding of the world and apply that knowledge to our own lives and businesses.