***Guest Appearance
Credits to:
https://www.youtube.com/@dwellynn-realestate
“DS67 | Finding deals before anybody else does | Jay Conner”
https://www.youtube.com/watch?v=QU3F3w5veYM
In today’s competitive real estate landscape, innovative funding solutions can be the difference between scaling your business and hitting a financial plateau. On a recent episode of the Dwellynn Show, Ola Dantis sat down with Jay Conner to unpack the practical strategies that have propelled Jay to success as a “private money authority.” Drawing from decades of experience, Jay shared not only the nuts and bolts of his funding system but also actionable tips on lead generation and building lasting relationships in real estate.
Jay’s business journey is rooted in small-town North Carolina. Despite focusing on a market of just 40,000 people, he’s managed to build a seven-figure business, primarily refinancing single-family homes and overseeing commercial projects alongside his wife, Carol Joy. What’s remarkable about Jay’s story isn’t the volume of deals—he averages just two to three properties a month—but the consistent, sizable profits that each transaction yields. Over the last year, his average profit per deal reached an impressive $64,000. This higher per-deal profit means he doesn’t have to play the numbers game; instead, he targets quality, high-yield projects.
A significant pivot in Jay’s career came when he transitioned from relying on traditional banks to leveraging private money. This shift not only gave him control over his business’s financial destiny but also allowed him to design a system where money isn’t a constant constraint. His approach is grounded in attracting, rather than chasing, private investors—an attitude he encourages others to adopt. Rather than pleading for funds, Jay underscores the importance of presenting a compelling program that speaks for itself and naturally draws interest from potential lenders.
One of the most effective marketing tactics Jay employs is the yellow letter campaign. Unlike generic postcards, his method uses personalized, hand-addressed letters—designed to look like notes from friends or family—which dramatically increase open rates. These letters are especially effective with absentee property owners, targeting those tired of managing tenants and looking for an exit strategy. Jay is meticulous about controlling the mailing process, ensuring letters are sent from his local zip code and handled by a trusted provider, emphasizing accountability and personal touch every step of the way.
For those new to the concept, Jay clarifies that private lenders are regular individuals—often from his existing network, new warm contacts, or those referred by current lenders—who invest their capital or retirement funds in real estate deals. More than half of his lenders use self-directed IRAs, which means investors can have control over their retirement funds and potentially earn higher returns than conventional investment vehicles.
From the perspective of the private lender, there are three key reasons for choosing Jay’s investment opportunities: higher returns than traditional banks, security through documented and conservative loans, and protection from market volatility. Unlike stocks, where the principal can fluctuate dramatically, the principal amount in Jay’s deals remains stable until repayment. The deals are structured to be both safe and transparent, with clear documentation such as promissory notes, mortgages, or deeds of trust, and proper insurance and title coverage.
Jay highlights the value of authenticity, collaboration, and education in building a sustainable real estate business. He encourages regular engagement with mastermind groups and participation in live events to share knowledge, gain new ideas, and keep up with the rapidly changing landscape of real estate investing.
For those looking to break into real estate or scale their businesses, Jay’s approach serves as a roadmap: focus on building real relationships, create value for your investors, and never stop optimizing your systems. By centering the business on transparency, education, and a genuine desire to help both sellers and investors, Jay has demonstrated that even in a small market, it’s possible to achieve big outcomes.
10 Discussion Questions from this Episode:
- Jay Conner emphasizes not chasing money but attracting private lenders. What do you think are the key mindset shifts an investor needs to make to successfully attract funding instead of pursuing it?
- In his example of the “farmhouse deal,” Jay Conner shares valuable lessons about making bold offers to sellers. How do you approach negotiation in your own investments, and what strategies do you use to determine your offers?
- Jay Conner describes sending highly personalized “yellow letters” for deal outreach. What do you think about the effectiveness of traditional direct mail marketing in today’s digital era? Do you prefer digital methods, or do you see value in direct mail?
- Private lender security is a major selling point for Jay Conner. In your experience or opinion, what are the top concerns potential private lenders have, and how can investors address these concerns?
- Jay Conner states that over half of his lender’s fund deals are through self-directed IRAs. How familiar are you with self-directed IRAs? What potential do you see for leveraging retirement funds in real estate investing?
- What are the advantages and disadvantages of focusing on fewer but more profitable deals, as Jay Conner does, versus working on a high volume of smaller deals?
- Ola Dantis asks about ways to make investors aware of funding opportunities without explicitly “asking for money.” How would you design a program and presentation to appeal to private lenders based on Jay Conner’s approach?
- Jay Conner discusses the types of documents needed to close with a private lender, mentioning how simple the process can be. What are your experiences with the paperwork and closing process, and do you see room for further simplification?
- Throughout the episode, Jay Conner shares strategies for building and maintaining relationships with private lenders. Which relationship-building techniques do you think are most effective in sustaining long-term partnerships?
- Both Jay Conner and Ola Dantis stress the importance of giving back and surrounding oneself with successful people. How do you foster community and mentorship in your investment journey, and what impact does it have on your growth?
Fun facts that were revealed in the episode:
- Jay Conner developed and uses a highly personalized yellow letter mailing campaign to find real estate deals, complete with hand-written details and unique stamps, which results in an impressive 20–30% response rate from potential sellers.
- Jay Conner and his wife, Carol Joy, run their real estate business together in North Carolina, and also host about 25 to 30 live events annually to share strategies with other investors across the nation.
- In addition to his success in real estate, Jay Conner enjoys writing and recording piano music, and once had his orchestral compositions featured in a Universal Studios movie starring Ryan O’Neal, Jackie Chan, and Whoopi Goldberg.
Timestamps:
00:01 Private Money & Real Estate Mastery
05:56 Creative Real Estate Strategies
09:55 Tired Landlords and Property Deals
12:05 Flipping Success: $20K to $172K
16:54 Handwritten Letters Service Explained
19:50 Building Private Lender Relationships
23:05 Profit from Real Estate Deals
26:22 Private Lending Program Explained
28:24 Introducing Private Money Lending
33:14 Private Lending Essentials Checklist
35:31 Real Estate Investing with Jay
37:48 Real Estate, Music, and Fun
40:42 Free Private Money Guide
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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