***Guest Appearance

Credits to:

https://www.youtube.com/@RafaelCortezCEO                          

“EP 71 | JAY CONNER - This is the right way to find private money for your deals! | Investor strategies.”

https://www.youtube.com/watch?v=TuS1QNcmiCw   

In the dynamic world of real estate investing, access to capital often determines how quickly you can seize opportunities and scale your business. Many investors focus on traditional bank loans or hard money lenders, but there’s a powerful funding alternative that can transform a real estate business: private money. This topic was expertly explored when Jay Conner joined Rafael Cortez on the CEO Pulse Podcast, sharing his journey, strategies, and mindset that have made him a standout in the industry.

Jay Conner’s path into real estate began in the early 2000s, after years in the manufactured and mobile homes sector. In a small town in Eastern North Carolina, with a population of just 8,000 and a target market of 40,000, he found success not by volume, but through creating consistent high-value deals. His average profit per deal stands at an impressive $71,000, a testament to the effectiveness of his approach in a niche market.

One pivotal moment in Jay’s business occurred during the financial crisis of 2009. Prior to this, his deals were funded through local banks, relying heavily on lines of credit. Suddenly, with two lucrative properties under contract and over $100,000 in potential profit at stake, Jay discovered that his bank had closed his lines of credit. The market downturn had dried up traditional funding without warning. Rather than quit, he sought new answers—and that search led him to private money.

Private money, as Jay describes, is sourced from individuals—ordinary people with investment capital or retirement funds who are looking for secure, high returns. Unlike hard money lenders, who act as intermediaries and often charge higher rates and fees, private money comes directly from the source. For investors, this means lower interest rates, fewer fees, and greater flexibility. Jay’s system allows him to fund deals with up to 150% of the after-repair value, often resulting in a large check at closing with no out-of-pocket contributions.

Building a network of private money lenders hinges on education and relationship-building. Jay’s strategy doesn’t involve begging or desperately pitching deals. Instead, he focuses on teaching potential lenders about the value and security of real estate investing, particularly through self-directed IRAs. The education-first approach helps people understand how their funds can work harder, often yielding much higher returns than traditional financial products. Once the concept and program are explained, lenders are enthusiastic to participate—often finding Jay before he finds them.

Jay emphasizes the importance of having a clear, attractive private money program in place. This includes specifying interest rates, protective measures (like securing the loans with a mortgage or deed of trust), insurance, and a clear process for accessing funds or calling the note. Establishing relationships with self-directed IRA companies is also a key step, enabling lenders to invest with tax advantages.

For those new to raising private money, Jay outlines a five-step process: start by making a list of potential lenders within your warm market, initiate casual conversations (either one-on-one or in group settings like luncheons or Zoom calls), provide educational materials, teach the lending program in detail, and finally, secure a verbal pledge. Only after a lender is informed and committed do you match them with a deal, which projects confidence and proper preparation.

Jay’s approa