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Influence by Robert B. Cialdini

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Chapter 7

SCARCITY

The Rule of the Few

The way to love anything is to realize that it might be lost.

—G. K. CHESTERTON

THE CITY OF MESA, ARIZONA, IS A SUBURB IN THE PHOENIX AREA where I live. Perhaps the most notable features of Mesa are its sizable Mormon population—next to that of Salt Lake City, the largest in the world—and a huge Mormon temple located on exquisitely kept grounds in the center of the city. Although I had appreciated the landscaping and architecture from a distance, I had never been interested enough in the temple to go inside until the day I read a newspaper article that told of a special inner sector of Mormon temples to which no one has access but faithful members of the Church. Even potential converts must not see ...

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