***Guest Appearance
Credits to:
https://www.youtube.com/@hbgcapital662
“Professional Capital Raiser Shares How To Raise Money Immediately with Jay Conner”
https://www.youtube.com/watch?v=99BpAmJOs_w
If you’re an aspiring or seasoned real estate investor, there’s one hurdle that inevitably determines your growth: access to capital. How do you finance deals when traditional banks close their doors, market conditions shift, or you simply want more flexibility and profit? Jay Conner, a recognized authority in private money for real estate, has plenty of answers—and in a recent conversation with Brandon Cobb, he broke down the essential strategies and mindset shifts that have allowed him to thrive through market cycles.
From Bank Loans to Private Money: Jay’s Breakthrough
Jay Conner started investing in real estate in 2003, primarily focusing on single-family homes in the relatively small market of Eastern North Carolina. For years, he played by the traditional rules—going to local banks, submitting to their criteria, and letting lenders set the terms. That was until the financial crisis of 2009. Suddenly, despite a spotless record and strong deals under contract, Jay’s line of credit was closed with no warning.
Faced with the potential collapse of his deals and business, Jay asked himself a critical question: “Who do you know that can help fix your problem?” This led him to an old friend, who introduced him to the world of private money—individuals willing to lend their personal funds or retirement accounts for real estate investments, often at competitive rates and flexible terms.
The Teacher’s Mindset: Educating, Not Begging
Jay’s approach flipped the typical script. Instead of chasing after money, he put on his “teacher hat.” He proactively educated his network—friends, fellow churchgoers, Rotary Club members, and other contacts—about what private lending was, how it worked, and the safe, lucrative returns they could earn.
A crucial point: Jay never asked anyone for money directly. He simply explained his private lending program, laid out the potential and security, and let interest organically develop. The goal was building trust, demystifying the opportunity, and leading with a servant’s heart. As a result, he raised $2,150,000 in less than 90 days—without ever “pitching” a deal or acting out of desperation.
Strategic Steps: Separating Education from the Ask
Jay highlighted a key mistake many new investors make: mixing education about private lending with direct requests for funding on a specific deal. This can feel pushy and overwhelming, and it’s the fastest way to turn off a potential private lender. Instead, he recommends two separate steps:
- Educate First: Explain your lending program, rates, security, and process. Answer questions, build confidence, and see who is interested in principle.
- The Good News Call: When the right deal is available, you make a simple call: “I’ve got great news—I can now put your money to work on this deal.” This assumes the groundwork is already laid and the lender trusts you.
Expanding Beyond Your Inner Circle
What happens when you’ve tapped your immediate network? Jay suggests organizations like Business Networking International (BNI) or local Rotary Clubs, which allow you to grow contacts exponentially. These groups thrive on referrals, and, as the only real estate investor in the group, you’re uniquely positioned to connect with new potential lenders eager for better returns on their idle capital.
Compliance & The Power of One-Offs
A question that often arises: How do you make sure you’re staying within SEC and legal boundaries? Jay makes it clear he only does “one-off” deals—each lender funds a specific property, protected by a promissory note and deed of trust, rather than pooled funds or syndications. This keeps you out of complex securities territory.
Ready to Get Started?
Jay now offers a free “7-Day Private Money Challenge” that walks investors step-by-step through the process of raising private money, identifying prospects, staying compliant, and building financial freedom.
In the end, Jay’s story proves that with the right mindset—educator, not beggar—there’s more money available for real estate deals than there are worthy projects. The key is knowing how to connect, inform, and serve.
10 Discussion Questions from this Episode:
- Jay Conner shares that he has never missed out on a real estate deal since he began using private money in 2009. What aspects of private money do you think make it so reliable for investors?
- Jay describes a pivotal moment when his line of credit was unexpectedly revoked by his bank. How did this challenge shape his approach to funding real estate deals, and what lessons can we learn about adapting to unexpected financial hurdles?
- The concept of “teaching, not pitching” is key to Jay’s method of raising private money. In your experience, why might this approach work better than directly asking for funding?
- Jay emphasizes the importance of separating the conversation about the lending program from the conversation about a specific deal. How does this strategy help avoid overwhelming potential private lenders?
- Jay talks about leading with a “servant’s heart” when educating potential lenders. How can this mindset build trust and credibility with investors?
- What are the main differences Jay outlines between borrowing money from banks, hard money lenders, and private individuals? Which method seems to provide the most flexibility for the borrower?
- After exhausting personal contacts for raising capital, Jay recommends joining organizations like Business Networking International (BNI). What benefits might real estate investors gain from being active in these networks?
- In discussing SEC compliance, Jay warns listeners about legal considerations of raising private money. What structural aspects of his method keep investors compliant with regulations?
- Jay recounts his method of making the “good news phone call” instead of pitching deals. Why is timing and framing so important in maintaining healthy investor relationships?
- The new seven-day Private Money Challenge is mentioned as a resource for learning how to attract private lenders. What are some core outcomes or skills people might expect after completing this challenge, according to the episode?
Fun facts that were revealed in the episode:
- Jay Conner never asks for money
Since 2009, Jay hasn’t asked a single person for money to fund his real estate deals. Instead, he “puts on his teacher hat” and educates people about private money lending, attracting over $8.5 million without ever making a direct request. - Big profits, small town
Jay operates in a small market of only 40,000 people in Eastern North Carolina, yet his business averages $82,000 profit per deal on single-family homes. He’s proof that “you don’t have to be in a big market to make a lot of money.” - Lunch and learn raised nearly a million dollars
One of Jay’s biggest private money wins came from hosting a lunch event at a local club, where he educated 20 people about private lending. After his presentation, he walked away with $969,000 in pledged investments—all from just one event!
Timestamps:
00:01 Profiting in Small Markets
03:26 Investing Journey with Local Banks
08:29 Private Money Lending Program Introduction
11:12 Raising Private Money Successfully
14:26 Deal Funding Instructions for Brandon
19:30 Profitable Real Estate Investment Opportunity
21:56 Generating Referrals Beyond Your Network
26:41 Real Estate Investor Lead Generation
30:36 Ways to Raise Private Money
32:37 Freedom Number Financial Strategy
34:55 Business Fundraising Game Changer
Private Money Academy Conference:
Free Report:
https://www.jayconner.com/MoneyReport
Join the Private Money Academy:
https://www.JayConner.com/trial/
Have you read Jay’s new book, Where to Get The Money Now?
It is available FREE (all you pay is the shipping and handling) at
https://www.JayConner.com/Book
What is Private Money? Real Estate Investing with Jay Conner
https://www.JayConner.com/MoneyPodcast
Jay Conner is a proven real estate investment leader. He maximizes creative methods to buy and sell properties with profits averaging $67,000 per deal without using his money or credit.
What is Real Estate Investing? Live Private Money Academy Conference
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