For real estate investors, one of the most significant hurdles is learning how to raise and leverage private money effectively. In the recent episode of “Raising Private Money,” Jay Conner sits down with Dan Cantillana, who has implemented Jay’s system to the tune of $13 million raised in private capital. This conversation isn’t just theoretical – it’s practical, proven, and full of actionable steps for anyone hungry to build generational wealth.
From Hard Money to Private Capital: Dan’s Transformation
Dan Cantillana’s real estate journey began much like many others: undertaking a few flips a year, funded primarily through hard money lenders. Despite finding some success, the fees, higher rates, and broker points of traditional hard money lending quickly ate into his profits. Dan knew there had to be a better way. The turning point came after he stumbled across Jay Conner’s podcast—and, subsequently, Jay’s book “Where To Get The Money Now.” With the book in hand, Dan committed himself not just to reading, but to implementation.
Mindset and Decisiveness: The Real Secret Sauce
If you’re searching for a hidden script or shortcut, Dan’s story might surprise you. He attributes his leap from hesitant investor to powerhouse fund-raiser to a simple but critical first step: deciding with conviction that he was going to succeed. For Dan, it was about fixing his mindset, committing to overcoming any number of rejections, and refusing to let a lack of prior knowledge or confidence stop him. He realized that persistent action—not innate talent—is what separates those who raise millions from those who never start.
The Power of Storytelling and Relationship Building
Dan emphasizes that most of his 22 investors came from his existing network—people he already knew or those he connected with through sharing his experiences. Rather than trying to sell or convince, Dan focused on telling authentic stories about the deals he was working on and the value those deals could offer to others. Whether it was a family member, a fellow small business owner, or an acquaintance at the country club, Dan told them what he was doing, what opportunities he saw, and how they could be involved. Regular communication, often via text and social media, kept his investors engaged and eager for more information.
He also believes in serving his investors first, being open about his own challenges and history, and framing every conversation as an opportunity to help. Rather than pitching investments, Dan seeks to find out if someone has what he calls “lazy money” – funds sitting idly that could be put to productive use through real estate deals.
Actionable Steps for Aspiring Private Money Raisers
Dan’s approach is refreshingly straightforward and repeatable:
- Start with a decision to commit.
- Tell your story authentically—don’t be afraid to share successes and failures.
- Focus on building relationships. Your first investors will likely be people you already know.
- Tailor your message to each individual and always include details about the deal’s safety, such as the purchase price compared to market value.
- Follow up consistently, even if your first attempts don’t garner immediate investment.
- Pay attention to professionalism; have a second set of eyes review your documents, communications, and numbers before sharing them with potential investors.
He also offers tangible tips like holding investor luncheons or sending personalized gifts (a practice he calls “giftology”) to build rapport and stay top-of-mind.
Encouragement for New Investors
Dan’s story is one of perseverance, faith, and the transformative power of believing you can create a different future for yourself and those around you. Growing up with humble beginnings, he defied the odds to create not only a successful business but also a platform to help others. His journey illustrates that anyone, regardless of background, can learn to raise private money and build generational wealth if they start with the right mindset, take daily action, and focus on authentic relationship-building.
Real estate isn’t just about buying and selling houses; it’s about solving problems and helping others achieve financial freedom. Take inspiration from Dan Cantillana—read, learn, and then execute. Your journey towards raising millions in private capital can start today.
10 Discussion Questions from this Episode
- Dan Can emphasizes the importance of “just deciding” to take action when raising private money. What strategies can help turn a decision into consistent action in your own business?
- Mindset plays a major role in Dan Can’s journey. How has your mindset either propelled or limited your progress in real estate investing?
- Dan Can shares that openly talking about what he’s doing led to new investment partners. How can you become more effective at sharing your own stories to attract interest?
- How did Dan Can’s background and upbringing shape his approach to entrepreneurship and investing? What can you learn from his experience?
- What are the most common fears you face when raising private money, and how can you overcome them as Dan Can did?
- Dan Can discusses the value of building and communicating a personal brand. What steps can you take to make your brand more memorable?
- The idea of “giftology” and building relationships through thoughtful gestures is a recurring theme. How do personal touches like gifts or handwritten notes influence business relationships?
- Dan Can advises starting with your sphere of influence. Who in your network might be a potential private money partner, and how would you approach them?
- Mistakes in documentation and professionalism were highlighted as early hurdles. What systems can you set up to avoid these pitfalls?
- Dan Can believes that “you already know enough people to help you succeed.” Discuss ways to better leverage your existing relationships for collaborative success in real estate.
Fun facts that were revealed in the episode:
- Beauty Bark Led to Millions: Dan Can first discovered Jay Conner’s system for raising private money while doing yard work—specifically, spreading beauty bark. Listening to hours of the podcast during this chore inspired him to read the book and ultimately raise $13 million in private money.
- Sports Gifts as Relationship Builders: Dan Can leverages creative gifting as part of his private money-raising strategy. He gives personalized sports memorabilia, like coasters depicting famous plays from investors’ favorite teams, to foster goodwill and stay top-of-mind with investors.
- Family Connections Spark Deals: A serendipitous conversation between Dan Can’s 17-year-old son and a golf partner at their country club led directly to a lucrative off-market property deal, showcasing that talking about your business in everyday life (and involving your family!) can open unexpected doors.
Timestamps:
00:00 Register for private money conference
05:37 Paying broker fees and hard money
06:29 Discovering Jay Conner’s podcast
10:40 Investing in discounted properties
14:10 Helping a church sell property
17:33 Finding and diagnosing ‘lazy money.’
20:25 Organizing a business luncheon
24:11 Raising private money strategies
27:28 Building trust with wholesalers
31:09 Sending memorable gifts to investors
33:38 Importance of proofreading documents
38:37 Finding purpose through faith
40:19 Building a personal brand
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