Sześć miesięcy po ślubie mojego syna fotograf nagle zadzwonił do mnie w środku nocy: „Proszę pani, na zdjęciach ślubnych jest coś bardzo dziwnego. Proszę przyjść do mojego studia jak najszybciej i na razie proszę nic nie mówić synowi. Powinna pani być pierwszą osobą, która to zobaczy”.

„Marcus zajmuje się bardziej wyrafinowanymi strategiami inwestycyjnymi. Pracuje głównie za kulisami.”

„Chciałbym go poznać. Jest tu dzisiaj?”

„Niestety, nie. Zamyka ważną transakcję z innym klientem. Ale proszę się nie martwić. Mam pełne uprawnienia do obsługi pańskiego konta”.

Jessica otworzyła teczkę i wyjęła kilka dokumentów wyglądających na oficjalne.

„Teraz będę potrzebował podstawowych informacji o twoich obecnych aktywach.”

Przez następne dwadzieścia minut karmiłem Jessicę starannie przygotowanymi kłamstwami na temat mojej sytuacji finansowej, zawyżając wartość swoich aktywów na tyle, by stać się atrakcyjnym celem, ale nie na tyle, by wzbudzić jej podejrzenia.

Robiła szczegółowe notatki, zadając dociekliwe pytania na temat moich kont, beneficjentów i planowania majątkowego.

„Okazja, którą chcę dziś z tobą omówić” – powiedziała Jessica, a jej głos nabrał konspiracyjnego tonu – „to coś, co oferujemy tylko bardzo wyjątkowym klientom. Obligacje komunalne zabezpieczone przez zagraniczne raje podatkowe, które gwarantują dwudziestopięcioprocentowy zwrot w ciągu sześciu miesięcy”.

„Brzmi to zbyt pięknie, żeby było prawdą” – powiedziałam, doskonale odgrywając rolę ostrożnej babci.

„Właśnie tak mówią na początku wszyscy nasi klienci” – zaśmiała się Jessica. „Ale Margaret, nigdy nie mieliśmy klienta, który straciłby pieniądze na tym programie. Nigdy. Pani Patterson z twojej okolicy właśnie podwoiła swoje inwestycje w ubezpieczenia społeczne dzięki nam w zeszłym miesiącu”.

„Pani Patterson?” Serce mi zamarło.

Eleanor Patterson miała osiemdziesiąt siedem lat i od miesięcy wykazywała oznaki problemów z pamięcią.

„Naprawdę? Eleanor zainwestowała w ciebie?”

„O tak. To jedna z naszych najbardziej utytułowanych klientek. Właściwie” – Jessica zniżyła głos – „zarobiła już wystarczająco dużo, żeby kupić ten nowy samochód, o którym tak marzyła”.

To było niemożliwe. Eleanor już nie jeździła i od miesięcy mówiła o sprzedaży samochodu. Jessica albo kłamała na temat sukcesu Eleanor, albo w ogóle na temat jej zaangażowania.

„Ile musiałbym zainwestować, żeby zobaczyć takie zyski?” – zapytałem.

Oczy Jessiki rozbłysły drapieżnym podnieceniem.

„W ramach pełnego programu zalecamy przeniesienie wszystkich aktywów płynnych w celu maksymalizacji potencjału wzrostu złożonego”.

Wpadła prosto w pułapkę detektywa Martineza.

„Same płynne aktywa?” – powtórzyłem, pozwalając, by w moim głosie zabrzmiała odpowiednia dawka starczej konsternacji zmieszanej z chciwością. „Wydaje się, że to całkiem sporo jak na jednorazową inwestycję”.

„Margaret, rozumiem twoje wahanie, ale pomyśl tylko. Pracowałaś całe życie, poświęciłaś tak wiele, żeby zgromadzić oszczędności. Czy nie zasługujesz na to, żeby rosły one w zawrotnym tempie w twoich złotych latach?” Jessica pochyliła się do przodu, a jej wyraz twarzy zmienił się w coś, co rozpoznałam jako wyćwiczoną szczerość.

Mając za sobą dwadzieścia pięć lat doświadczenia z manipulującymi nastolatkami, potrafiłem rozpoznać fałszywą empatię nawet po drugiej stronie boiska futbolowego.

„Rzecz w tym”, kontynuowała, „że ta okazja ma bardzo ograniczone możliwości. Moi zagraniczni partnerzy mogą przyjąć tylko określoną liczbę nowych inwestorów w każdym kwartale, a zostały nam tylko dwa ostatnie miejsca”.

Klasyczna taktyka sprzedaży polegająca na wywieraniu presji: tworzenie sztucznego niedoboru w celu wymuszenia szybkich decyzji.

„Ile mam czasu na podjęcie decyzji?” – zapytałem.

“Ideally, we’d want to submit your paperwork today. I know it seems fast, but Margaret, I’ve seen too many people miss out on life-changing opportunities because they waited too long.”

Jessica pulled out a transfer authorization form that looked official enough to fool most people. But I’d spent years grading papers, and I could spot a document that had been hastily created in Microsoft Word.

“This form would give you authorization to move my funds just temporarily while we set up your new investment accounts?” I asked.

“It’s a standard procedure,” Jessica said. Her smile never wavered, but I caught her glancing at her watch. “The offshore markets close at 4:00 p.m. Eastern time, so we do need to move quickly.”

“Before I sign anything, could you tell me more about some of your other successful clients besides Eleanor Patterson?” I asked.

Jessica hesitated for just a moment.

“Well, there’s Herbert Williams. He’s made over two hundred thousand dollars in profits this year.”

Herbert Williams. Rick had identified him as one of the elderly guests from David’s wedding who’d lost his entire Social Security savings to Cole and Miller Financial.

“That’s wonderful,” I said. “Could I speak with Herbert? Get his recommendation directly?”

“Oh, Herbert is traveling in Europe right now, enjoying his profits,” Jessica said quickly. “But I can show you his account statements.”

She pulled out a document that purported to show Herbert’s investment gains. The numbers looked impressive until you realized they were printed on regular paper with no official letterhead or verification. I’d seen more convincing fake report cards from students trying to avoid parent conferences.

“Jessica, can I ask you something personal?”

“Of course, Margaret. I want you to feel completely comfortable with this process.”

“How did you become so knowledgeable about investments? David mentioned you work in marketing.”

Another flicker crossed her face.

“I do work in marketing, but I’ve been studying financial management as a side interest. Marcus has been mentoring me, teaching me about international markets and specialized investment vehicles.”

“How did you meet Marcus?”

“Marcus is my cousin. We grew up in the same area. He helped me get started in this business.”

Jessica’s answers were becoming shorter, more clipped. She was clearly uncomfortable with questions that strayed from her sales script.

“And the two of you decided to help elderly people specifically?” I asked.

“We focus on mature investors because they often have assets that aren’t working as hard as they could be,” Jessica said smoothly. “People like you, Margaret, who’ve been conservative with their money but deserve to see real growth.”

“That’s very thoughtful of you,” I said. I paused, pretending to study the transfer form. “Jessica, I have to ask. David doesn’t know about your business partnership with Marcus, does he?”

“What do you mean?” she asked sharply.

“I mean, you haven’t told him about your investment business, about being business partners with your cousin, about any of this.”

Jessica’s mask slipped completely for just a moment, and I saw something cold and calculating underneath.

“David doesn’t need to worry about financial matters,” she said. “He’s focused on his career, and I handle our investment strategies.”

“Our investment strategies? So David’s money is involved, too?”

“Just small amounts so far. Nothing significant.” Jessica glanced at her watch again. “Margaret, I really do need a decision today. This opportunity—”

“I’ll do it,” I said suddenly.

Jessica’s face lit up with genuine surprise and delight.

“Really? Oh, Margaret, you’re making such a smart choice. You won’t regret this.”

“I just need to make one quick phone call to my bank to confirm some account numbers,” I said, pulling out my phone. “Is that okay?”

“Of course. Take your time.”

I stepped into the hallway and pretended to dial my bank while actually texting Detective Martinez.

She’s admitting to investing David’s money without his knowledge. Keep recording.

When I returned to the office, Jessica had multiple forms spread across her desk.

“Okay,” she said. “I’ve prepared everything. If you could just sign here, here, and initial here.”

“Before I sign, could you walk me through exactly how this process works?” I asked. “I want to understand where my money will be going.”

And that’s when Jessica made her fatal mistake.

Thinking she had me hooked, she began explaining in detail how the money would be transferred to Marcus’s accounts, how the offshore investments were actually just holding accounts, and how the fake returns were generated using new investor money.

She was describing a textbook Ponzi scheme, and Detective Martinez was recording every word.

“So the returns I see in my account statements,” I said, making sure I understood correctly, “those come from new investors, not from actual investment profits?”

“Well, initially, yes,” Jessica said, apparently not realizing she’d just confessed to securities fraud. “But as the program grows and we acquire more sophisticated investment vehicles, the returns become self-sustaining.”

“And Marcus handles the technical aspects of moving money between accounts?” I asked.

“Marcus is brilliant with financial structures,” she said proudly. “He set up a network of accounts that allow us to maximize returns while minimizing tax implications.”

Jessica was gaining confidence now, clearly thinking she was impressing me with their sophistication.

“How many clients do you currently manage?” I asked.

“We’re approaching fifty active accounts, with total assets under management of about twelve million dollars.”

Twelve million dollars.

The number hit me like a freight train. This wasn’t just a small-time scam targeting a few elderly people. This was a massive operation that had been systematically destroying lives for months, possibly years.

“That’s quite impressive for such a young business,” I said.

“Marcus has been building relationships in this space for almost five years. I joined him two years ago when I realized how much potential there was to help underserved populations like retirees and widows.”

Help.

She actually used the word “help” while describing how they stole life savings from vulnerable elderly people.

“Jessica, can I ask how you and David met? Was it through your investment work?”

“Oh no,” she said. “We met at a charity fundraiser for senior services. David was volunteering and I was there representing our financial planning services.” Jessica smiled at the memory. “He was so passionate about helping elderly people, and I knew we’d be perfect together.”

The irony was breathtaking.

David had met his wife at a charity event for seniors, never knowing that she was there to scout for potential fraud victims.

“That’s so romantic,” I said softly. “And he’s been supportive of your business?”

“David’s wonderful, but he doesn’t really understand finance,” she said. “He prefers to focus on his engineering work and let me handle our investment planning.” Jessica’s tone shifted slightly. “Sometimes I think it’s better when spouses don’t get too involved in each other’s professional details. It can complicate the relationship.”

“Has David invested with you directly?” I asked.

“Small amounts,” she said. “His 401(k) rollover, some savings bonds, nothing major yet. But as the business grows—” She trailed off, realizing she might be saying too much.

“You’re planning to invest more of David’s money,” I said.

“Only as opportunities arise that would benefit our family’s long-term financial goals,” she replied.

I had to bite my tongue to keep from asking if those goals included federal prison sentences.