Credits to:
https://www.youtube.com/watch?v=QmqJVUKLl3A
“300: Private Money vs. Hard Money: The Secret to 8% Funding for Real Estate Deals – Jay Conner”
https://www.youtube.com/@TempoInvestments
In a recent episode of the Raising Private Money Podcast, Jay Conner, the Private Money Authority, sits down with Mike Zlotnik and talks about the most important aspect of elevating your real estate business: Private Money.
Their discussion offered a wealth of actionable strategies for both novice and seasoned real estate investors seeking to unlock the power of private capital — without ever feeling like they’re selling or begging for funds.
The Abundance of Private Money
Jay Conner highlighted a remarkable trend: there is more Private Money available today for real estate deals than ever before. According to Jay, “People don’t know what to do with their money.” Many individuals are searching for new opportunities to put their capital to work, whether it’s investment capital or funds rolled over into a self-directed IRA.
While some sectors, particularly commercial real estate and multifamily, have experienced difficulty accessing capital due to recent market resets, Jay noted that his area — single-family homes in Eastern North Carolina — has been flush with private lending opportunities. He attributes this difference primarily to asset class and market dynamics.
The Power of Education
Jay attributes much of his success to his role as an educator. None of his 47 private lenders had ever heard of Private Money lending before he introduced them to the concept. Jay emphasized, “We take on the philosophy of being an educator… None of them ever heard about this world until we started educating them on what it is, how they can get high rates of return safely and securely.”
Instead of pitching or selling investments, his approach centers on teaching prospects about the benefits of Private Money, comparing returns to typical bank accounts or CDs, and explaining the security provided by real estate-backed loans.
Where to Find Private Lenders
Jay outlined three main “buckets” for sourcing private lenders:
- Your Warm Market: Friends, acquaintances, coworkers, CPAs, real estate attorneys, and even your dry cleaner could all be potential lenders. Professionals often serve as “gatekeepers” and can become great referral sources.
- Expanded Warm Market: Jay recommends joining local networking groups like Business Networking International (BNI), where members actively seek to refer business opportunities to one another. He credits millions of dollars raised to these connections.
- Existing Private Lenders: These are individuals who are already comfortable with lending against real estate, often seeking higher yields than typical retail investors.
The Non-Selling Approach: Diagnose Before You Prescribe
A critical takeaway from Jay’s method is never to “sell” Private Money. Instead, he advises that you diagnose whether someone could benefit from what you offer — before you mention your program. For example, his favorite conversation opener is: “With what’s going on in the investment markets these days, what are you investing in, if anything, that’s giving you a high rate of return?” Depending on their response, Jay determines if it makes sense to share more about Private Money lending.
Building Trust and Keeping It Simple
Both Jay and Mike agreed: building trust is essential before you can ever raise a dollar. Authority, expertise, and credibility need to be established upfront, and all communications should be straightforward. “A confused mind always says no,” Jay pointedly remarked.
Exclusive Tools and Education
Jay Conner also provides additional resources for those interested in learning his system:
- Private Money Conference: A three-day, hands-on event covering everything from raising capital to selling homes and automating your business.
- Script Collection: Free downloadable scripts for initiating conversations with potential lenders.
- His Book, “Where to Get the Money Now”: A national bestseller walking readers through Jay’s step-by-step process.
Fast-Track Selling: The Three-Day House Sale
For investors worried about getting stuck with unsold properties, Jay describes his rapid-turnover “one-hour sale” for single-family homes using lease-purchase exits. This approach brings in dozens of prospective buyers, creates a sense of urgency, and often sells the property within three days.
Final Thoughts
Raising Private Money isn’t about aggressive pitches. It’s about relationships, education, and offering a solution to someone’s problem — namely, the need for secure, high-yield investments. Whether you’re brand new to real estate or ready to scale, Jay Conner’s principles offer a trusted roadmap for unlocking private capital and turning deals into profit.
For more resources or to reach Jay directly, visit https://www.JayConner.com.
10 Discussion Questions from this Episode
- Jay Conner highlights that now there is more Private Money available for real estate than ever before. What factors do you think are driving this abundance of private capital?
- The conversation distinguishes institutional money, private lenders, and hard money. What are the primary differences and pros/cons for borrowers in each category?
- Jay emphasizes the importance of educating potential private lenders. How does becoming a “Private Money teacher” help in raising funds without directly asking for money?
- Mike Zlotnik mentions that while Private Money is plentiful in single-family investments, it’s harder to raise for commercial and multifamily deals. Why do you think investor sentiment differs between these asset classes?
- Jay Conner’s strategy involves diagnosing a potential lender’s needs instead of pitching immediately. How can this diagnostic approach improve your capital-raising conversations?
- What are the three main categories where Jay finds potential private lenders, and how might you leverage each in your own network?
- The episode touches on building trust and relationships before ever asking for money. Why is this foundational when working with private lenders, and how can new investors establish this trust?
- Jay describes using private lender luncheons as a strategy for efficiently presenting to multiple prospects. What are the key elements that make this approach effective?
- The concept of “confused mind always says no” is discussed when presenting investment deals. What steps can you take to ensure your offerings remain simple and clear to potential lenders?
- Jay explains his method for selling houses quickly using lease-purchase options and short, high-energy events. Do you think this approach could be replicated in different markets, and what potential challenges might arise?
Fun facts that were revealed in the episode:
- Jay Conner Has Worked with 47 Private Lenders
Jay Conner and his wife Carol Joy have partnered with as many as 47 individual private lenders—none of whom had ever heard of Private Money investing before Jay educated them about it. - BNI Membership Helped Raise Millions
Participating in Business Networking International (BNI), a business networking group, has helped Jay Conner secure millions of dollars in funding through referrals from fellow members looking for higher returns than what banks offer. - Jay Raised Nearly $1 Million at a Single Lunch Event.
Jay once raised $969,000 at just one private lender luncheon, where he presented to a group of about 20 potential lenders over a meal, showcasing how Private Money lending works.
Timestamps:
00:00 Educating investors on Private Money
03:49 Investor money stuck in bad deals
08:18 Expanding your business network
12:19 Discussing investment opportunities
15:57 Current state of capital raising
17:22 Investing in real estate yields
22:03 Real estate workshop overview
24:54 Helping with credit for homeownership
27:26 Changing habits for future success
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
YouTube Channel
https://www.youtube.com/c/RealEstateInvestingWithJayConner
Apple Podcasts:
Facebook:
https://www.facebook.com/jay.conner.marketing
Listen to Our Podcast:
Comments