These Are The Psychology Tricks Behind OF’s $5B Business

Some of it is straight-up manipulation…

Some of it is ethically questionable…

And some of it… whether people like it or not… every business already does a version of it.

The goal here isn’t to turn you into a grifter.

The goal is to help you see these patterns clearly, understand why they work, and use the parts that actually make sense in a real business, without burning trust or destroying your reputation.

Once you see this stuff, you can’t unsee it.

The CASH Framework: How People Are Pushed Into Spending

We grouped these tactics into a simple framework:

C.A.S.H.

• Crisis creation

• Anniversaries

• Scarcity

• Hierarchy

OnlyFans creators systemized these.

Businesses use them constantly, often without realizing it.

Let’s break them down.

1. Crisis Creation: Fake Emergencies Drive Real Urgency

The classic OnlyFans example:

• “I’m $500 short on rent”

• Next month: car trouble

• Next month: medical bills

These messages are sent only to top spenders, tracked in a CRM, and rotated because different people respond to different emergencies.

The key psychological trigger:

• A problem that needs solving now

• The spender feels like the hero

• Urgency without the creator being “the bad guy”

How this shows up in real businesses

You see this everywhere:

• “We’re at capacity unless you upgrade”

• “Insurance forced us to raise prices”

• “New management changed the rules”

• “Tariffs are killing us, final sale”

• “Doors close tonight” (then magically reopen)

Most of the time, the crisis is exaggerated or fake.

Your takeaway

• Urgency works best when the business isn’t blamed

• But fake emergencies train customers to wait or stop trusting you

• Real constraint > invented panic

Use sparingly, or it stops working.

2. Anniversaries: The Most Underused Sales Trigger

This is one of the smartest parts of the episode.

OnlyFans tracks:

• Birthdays

• Join dates

• First purchase

• Monthly milestones

• Holidays

Every date becomes a reason to sell.

How this applies to real businesses

Any meaningful date works:

• First purchase

• One year as a customer

• Service start date

• Milestones or achievements

• Seasonal usage patterns

Examples:

• “It’s been a year since you bought your pellet grill”

• “Six months since we fixed your driveway”

• “One year since you started training with me”

Your takeaway

Anniversaries give you a reason to talk to customers without being annoying.

Generic coupons don’t convert. Personal timing does.

3. Scarcity Theater: Why Fake Timers Eventually Kill Trust

Countdowns.

“Deletes in 24 hours.”
“Final chance.”
“Price goes up tomorrow.”

Most of it is fake.

Everyone knows it’s fake.

And yet… it still works.

Until it doesn’t.

The real danger

• Customers learn your patterns

• They wait you out

• Urgency loses power

• Trust erodes permanently

Your takeaway

Scarcity is a weapon, not a lifestyle.

Use it rarely, or it stops working.

If you need fake urgency to sell, your offer probably isn’t strong enough.

4. Hierarchy & Status: Why Leaderboards Actually Work

Status is one of the strongest motivators on earth.

OnlyFans uses:

• Top spender leaderboards

• Tier systems (Bronze → Diamond)

• Public recognition

• Demotion threats

This creates:

• Competition

• Identity

• Fear of losing status

Where this works in real business

This only works with community:

• Coaching programs

• Memberships

• Clubs

• Challenges

• Groups where people see each other

Examples:

• Student win boards

• Progress leaderboards

• Tiered access

• Recognition for performance

Your takeaway

Status motivates behavior faster than discounts ever will. But it only works where people actually belong.