***Guest Appearance
Credits to:
https://www.youtube.com/@yourAREATV-FongChua
“JAY CONNER – The Private Money Authority w/ Fong – PPSS#191 – YOU REAP WHAT YOU SOW.”
https://www.youtube.com/watch?v=g4GxheJdrgI
Stepping into the world of real estate investing can seem daunting, but learning from industry leaders like Jay Conner makes the path clearer and more approachable. On a recent episode of the Raising Private Money Podcast, Jay Conner, together with Fong Chua, shared his wealth of experience, offering actionable insights for both new and seasoned investors. The conversation was packed with wisdom on sourcing deals, leveraging private money, building strong relationships, and scaling a real estate business through automation.
A Humble Beginning and an Unlikely Pivot
Jay Conner’s route into real estate wasn’t exactly pre-planned. He was raised in a family business focused on affordable housing through the mobile and manufactured homes industry. When the financing landscape for manufactured homes changed in 2003, Jay saw an opportunity to transition into single-family homes and house flipping, inspired by a friend’s profitable venture in that space. With over 500 flips since then, Jay’s early lesson was simple: leverage your background, be open to change, and let necessity guide innovation.
The Power of Private Money
A major turning point in Jay’s business arrived in 2009. After years of relying on the local banks for funding, his line of credit was abruptly closed during the global financial crisis. Rather than seeing the loss as a roadblock, Jay viewed it as a challenge to overcome. Within two weeks, he had learned about private money and began to educate those in his network on the advantages of lending privately—including higher returns, security, and passive income.
Instead of pitching investment opportunities directly or asking for money, Jay took the role of an educator. He created a private lending program, taught people what private money was, and explained how they could safely and securely earn high returns. Those interested would stay on his radar until a relevant deal arose, at which point Jay would make a “good news phone call” to let them know their money could be put to work. This approach, based on teaching rather than pitching, helped Jay build a list of 47 private lenders and raise over $2 million in funding in less than three months, ensuring he never missed a deal due to a lack of capital.
Building Relationships and Keeping Lenders Engaged
A key theme throughout Jay’s approach is relationship-building. He never tries to persuade or pressure people, instead focusing on transparency, education, and letting potential lenders make the decision themselves. The structure of his lending program minimizes risk and maximizes value for everyone involved, with all funds secured by real estate, and private lenders receiving a solid return on their investments—rates which have remained consistent and attractive even during fluctuating markets.
To keep things running smoothly, Jay meticulously tracks available lender capital, prioritizing new and smaller investors, and ensuring everyone stays engaged and satisfied.
Consistently Sourcing Deals in a Small Market
Remarkably, Jay operates in a target market of just 40,000 people, doing two to three deals a month with average profits of $78,000 per property. His lead-generation strategy is multifaceted. He leverages a meticulous foreclosure tracking system, sending direct mail to those in distress and genuinely seeking to help homeowners overcome hardship—even if it means no financial return for himself. In addition, Jay uses online marketing, including Google Ads, Facebook campaigns, and outbound calling, targeting absentee owners and tired landlords to maintain a steady stream of qualified leads. For him, consistent lead flow is what differentiates a business from a hobby.
Automating for Scale and Freedom
Scaling to three deals a month in just six hours a week required Jay to automate. He employs customer relationship management software to track every lead and manage communication, supported by a team with clearly defined roles. This combination of people and technology allows him to delegate most tasks while still making key decisions, freeing up his time and reducing stress. Importantly, he selects team members who are focused on their specialized roles, which minimizes the risk of competition from within.
Guiding Principles for Real Estate and Life
Above all, Jay is committed to authenticity, servant leadership, and sowing value without focusing on immediate profit. His mission is built on helping others, sharing knowledge, and building trust—tenets that have fueled his longevity and success.
For anyone seeking to break into or excel in real estate investing, Jay Conner’s story demonstrates that with the right mindset, ethical approach, systems, and relationships, long-term success is not just possible—it’s sustainable and deeply rewarding.
10 Discussion Questions from this Episode:
- Jay Conner shares that if you don’t have consistent seller leads coming in, you have a hobby, not a business. How do you interpret this distinction, and why is consistency in leads so crucial for real estate investing?
- What sparked Jay Conner’s transition from the mobile home industry to flipping single-family homes, and what lessons can be drawn from his career pivot?
- When Jay Conner lost his line of credit during the 2009 financial crisis, he started raising private money. How did this setback ultimately benefit his business? What can investors learn from turning challenges into opportunities?
- Jay Conner emphasizes the importance of relationships in raising private money, noting that he’s “never asked anybody for money”—only taught his program. How does this approach differ from traditional fundraising, and why is it effective?
- The episode details Jay Conner’s “good news phone call” strategy for working with private lenders. How could this approach help build trust and long-term relationships with investors?
- Jay Conner outlines several techniques for consistent deal flow, such as direct mail to foreclosure prospects, pay-per-click ads, and outbound calling. Which outreach method do you think would be most effective in your local market, and why?
- The idea of automating real estate investing processes comes up multiple times. What are some advantages and possible pitfalls of automating lead generation and acquisition, according to Jay Conner’s experience?
- Jay Conner encourages new investors to focus on smaller markets and become “a big fish in a small bowl.” What are the pros and cons of this strategy compared to jumping into large, competitive markets?
- The episode touches on team building and the fear that team members might branch out as competitors. How does Jay Conner address this, and what is your view on fostering loyalty and collaboration within small business teams?
- Jay Conner talks about the importance of masterminding and “scheduling your successes.” How can peer support groups and effective scheduling impact your success in real estate or business in general?
Fun facts that were revealed in the episode:
- Jay Conner and his wife Carol Joy have flipped over 500 houses since they started their real estate investing business in 2003, and their average profit per deal is $78,000.
- Not only is Jay Conner an expert in real estate, but he also writes and records piano music, including hymns and spiritual songs for his church.
- Jay Conner runs his real estate business in a relatively small market targeting only 40,000 people, proving you don’t have to be in a big city to achieve major success in real estate investing.
Timestamps:
00:01 People Success Show: Real Estate Insights
05:41 Financial Crisis and Lost Deals
09:48 Passive Real Estate Investing
12:59 Investment Opportunities and Accessibility
13:44 Private Lending Prioritization Strategy
17:35 Helping Homeowners Through Foreclosures
22:33 Murphy’s Law in Rehab Deals
25:34 “Private Lending Beats Bank Rates
30:10 Real Estate Automation Journey
33:03 Streamlined Real Estate Automation
36:05 Power of Real Estate Masterminds
41:43 Where to Get Money Now
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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.
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