Ever wonder why intelligent businesspeople are so easily duped by con artists and Ponzi schemes? It’s because scammers use scarcity, urgency, and exclusivity to make them feel like they need to act now or risk missing out on making a fortune. How scammers use exclusivity to reel you in That Santa Barbara real estate mogul was one of my first business mentors. Instead, he would create an atmosphere of scarcity and urgency while making things appear exclusive to the client. Technically, you need to have more than $10,000,000 in net worth to invest.” By creating scarcity, urgency, and exclusivity, he got people excited about investments.