Few journeys in real estate are as inspiring as Glenn Yaney’s. On a recent episode of “Raising Private Money” with Jay Conner, Glenn shared the inside scoop on how he went from waiting tables at Red Lobster to becoming the co-founder and COO of Vertical Equity Partners, raising over $14 million in private capital. Glenn’s story is proof that where you start doesn’t determine where you end up—and that the right mindset, strategies, and relationships can change your life.
Finding the Turning Point
Glenn didn’t come from money, connections, or a prestigious background. In the words of Jay Conner, Glenn’s leap “from serving tables at Red Lobster to raising millions in private money” is, frankly, wild. So how did Glenn make the switch from restaurant shifts to real estate investments?
It all started with immersion. Glenn began working for a REIT (Real Estate Investment Trust), spending his days off shadowing real estate operators. “I watched what they do,” Glenn shared, “and I learned that those guys who were most successful were the ones who figured out how to buy real estate without the banks.” This key insight set Glenn on the path to financial independence.
The First Steps: Liquidity and Income-Producing Assets
Initially, Glenn made the same mistake many do: pouring money into retirement accounts like his 401 (k) and IRAs, making himself illiquid. The real shift came when he realized, “I needed to become more liquid and buy income-producing assets.” Within a year of refocusing his investments, Glenn achieved financial independence—thanks to just a couple of smart deals.
His first deal came from a local real estate investor with a three-unit mobile home park. Glenn looked up to this investor, and when he made an offer on the property, the only way the deal worked was if the seller became the lender. The terms were set by the seller, and Glenn agreed; just like that, he had his first private loan. Similarly, he bought a nine-unit mobile home park from the same investor, solidifying his footing in the industry.
Mindset Shifts and Overcoming Fear
Glenn admits those initial deals were nerve-wracking. “You start to realize that you’re actually going to make a little bit of money other than your W2,” he recalls. For years, Glenn studied real estate and investing before he ever made money. The breakthrough came not from saving more, but from finding down payment money outside his own funds—by leveraging other people’s money.
Scaling Up and Building Trust
It wasn’t long before Glenn started scaling his business. “Raising $14 million hasn’t happened by accident,” Jay noted. Glenn’s process is systematic and built on relationships. After each deal, Glenn would talk about it with others, demonstrating experience and building credibility. His secret? Consistent communication.
“I generally call [my investors] once a quarter at least to check in, see how they’re doing personally. They either have a referral, more money to invest, or questions about their investment. And by the end of the conversation, you know what you need to do better in the future.” Glenn also relies on solid software and a strong brand to make things easy for investors.
Honesty, Transparency, and Consistency
So what turns a one-time lender into a repeat investor? “Consistency and being very honest,” says Glenn. Investors know that in real estate, things can go wrong. But if you keep them informed—especially during rough patches—they’re more likely to trust you with more capital in the future.
Glenn shared the story of a mobile home park that went eight feet underwater during Hurricane Helene. “We had to communicate with the lender. It’s not like you could tell them the park was fine.” Through honest updates and transparency, Glenn maintained the relationship even through zero-revenue periods.
Structure and Win-Win Deals
When structuring deals, Glenn stresses transparency. “For limited partners, you have to kind of spell out what the fees are and not be afraid of them.” Whether it’s construction management fees or promissory notes, clarity is key—and different investors require different levels of communication.
Biggest Lessons Learned
Looking back, Glenn identifies miscommunication as his biggest mistake. One experience involved refinancing and buying partners out—a plan he hadn’t communicated upfront. “If that’s the plan, you should tell them at the front end.”
Action Steps for New Investors
For those hoping to raise their first $500k, Glenn advises: talk to people looking to invest, keep your structures straightforward, and never complicate things. “If they’re confused, they’re not doing it.”
Final Takeaway
Glenn Yaney’s journey highlights that raising private money isn’t about luck—it’s about building trust, communicating clearly, and offering opportunities that make sense for everyone. If you’re thinking about getting into real estate, take Glenn’s story to heart: Start building relationships, focus on communication, and pursue deals with courage and transparency.
10 Discussion Questions from this Episode:
- Glenn started his career as a server at Red Lobster. How did his humble beginnings influence his approach to raising private money and building relationships with investors?
- What were some key mindset shifts Glenn experienced when moving from traditional retirement savings to investing in income-producing real estate assets?
- Glenn emphasizes the importance of communication and transparency with private lenders. How can consistent, honest updates impact your relationship with investors, especially when things go wrong?
- In the episode, Glenn mentions aligning himself with more experienced investors when starting. What are some practical ways new investors can build credibility by leveraging the experience of others?
- Glenn and Jay discussed the value of “attracting” money versus “chasing” it. What strategies did Glenn use to position himself so that investors were interested in his deals, and how can others replicate that approach?
- Why is being straightforward and keeping deal structures simple important when pitching to potential private money lenders, according to Glenn’s experience?
- Glenn shared that some of his mistakes stemmed from miscommunication about refinancing and deal structure. What processes can investors put in place to ensure clarity from the outset with partners and lenders?
- How does Glenn’s process for scaling—consistent communication, transparent reporting, and using technology for investor updates—build trust and encourage repeat investment?
- Dealing with challenges, such as the mobile home park flooding, tested Glenn’s ability to communicate with lenders during a crisis. What can we learn from how he handled those difficult periods, and why is transparency crucial during setbacks?
- For someone wanting to raise their first $500,000 in 90 days, Glenn recommends avoiding complicated pitches and focusing on investor needs. How does understanding your investors’ goals influence the success of raising private capital?
Fun facts that were revealed in the episode:
- From Server to Syndicator: Glenn Yaney started as a server at Red Lobster before diving into real estate. Today, he’s the co-founder and COO of Vertical Equity Partners, having raised over $14 million in private money and built a portfolio of 650 units.
- First Deal Magic: Glenn’s very first private loan came from a real estate investor with a three-unit mobile home park. That investor became Glenn’s first lender, setting him off on his journey to financial independence—after just a couple of deals!
- Hurricane Challenge: Glenn once owned a mobile home park that went eight feet underwater for three weeks during Hurricane Helene. Even as the park had zero revenue for several months, Glenn kept his lenders updated and demonstrated how crucial consistent communication is, especially in tough times.
Timestamps:
00:01 Mastering Private Money Magnetism
03:25 Pay Yourself, Gain Liquidity
06:32 Mindset Shift: Using Others’ Money
12:23 Networking to Raise Investment Capital
14:45 Consistency and Honest Communication
18:56 Standing Strong in Tough Times
21:36 Managing Construction & Investments Explained
24:41 Unexpected Buyout Conflict
26:10 Simple, Clear Investment Pitch Tips
27:47 Connect with Glenn Yaney:
https://www.linkedin.com/in/glenn-yaney-83462461/
29:44 Free Private Money Guide
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