***Guest Appearance

Credits to:

https://www.youtube.com/@hbgcapital662    

"Professional Capital Raiser Shares How To Raise Money Immediately with Jay Conner"

https://www.youtube.com/watch?v=99BpAmJOs_w 

If you’re an aspiring or seasoned real estate investor, there’s one hurdle that inevitably determines your growth: access to capital. How do you finance deals when traditional banks close their doors, market conditions shift, or you simply want more flexibility and profit? Jay Conner, a recognized authority in private money for real estate, has plenty of answers—and in a recent conversation with Brandon Cobb, he broke down the essential strategies and mindset shifts that have allowed him to thrive through market cycles.

From Bank Loans to Private Money: Jay’s Breakthrough

Jay Conner started investing in real estate in 2003, primarily focusing on single-family homes in the relatively small market of Eastern North Carolina. For years, he played by the traditional rules—going to local banks, submitting to their criteria, and letting lenders set the terms. That was until the financial crisis of 2009. Suddenly, despite a spotless record and strong deals under contract, Jay’s line of credit was closed with no warning.

Faced with the potential collapse of his deals and business, Jay asked himself a critical question: “Who do you know that can help fix your problem?” This led him to an old friend, who introduced him to the world of private money—individuals willing to lend their personal funds or retirement accounts for real estate investments, often at competitive rates and flexible terms.

The Teacher’s Mindset: Educating, Not Begging

Jay’s approach flipped the typical script. Instead of chasing after money, he put on his “teacher hat.” He proactively educated his network—friends, fellow churchgoers, Rotary Club members, and other contacts—about what private lending was, how it worked, and the safe, lucrative returns they could earn.

A crucial point: Jay never asked anyone for money directly. He simply explained his private lending program, laid out the potential and security, and let interest organically develop. The goal was building trust, demystifying the opportunity, and leading with a servant’s heart. As a result, he raised $2,150,000 in less than 90 days—without ever “pitching” a deal or acting out of desperation.

Strategic Steps: Separating Education from the Ask

Jay highlighted a key mistake many new investors make: mixing education about private lending with direct requests for funding on a specific deal. This can feel pushy and overwhelming, and it’s the fastest way to turn off a potential private lender. Instead, he recommends two separate steps:

1. Educate First: Explain your lending program, rates, security, and process. Answer questions, build confidence, and see who is interested in principle.
2. The Good News Call: When the right deal is available, you make a simple call: “I’ve got great news—I can now put your money to work on this deal.” This assumes the groundwork is already laid and the lender trusts you.

Expanding Beyond Your Inner Circle

What happens when you’ve tapped your immediate network? Jay suggests organizations like Business Networking International (BNI) or local Rotary Clubs, which allow you to grow contacts exponentially. These groups thrive on referrals, and, as the only real estate investor in the group, you’re uniquely positioned to connect with new potential lenders eager for better returns on their idle capital.

Compliance & The Power of One-Offs

A question that often arises: How do you make sure you’re staying within SEC and legal boundaries? Jay makes it clear he only does “one-off” deals—each lender fund