***Guest Appearance

Credits to:

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

"Raising Private Money with Jay Conner - CRE PN #481"

https://www.youtube.com/watch?v=MrWWFWU5eGs

Are you a real estate investor struggling to secure funding for your deals? Maybe the banks have gotten a little too picky with their lending criteria, or perhaps you’re just tired of jumping through endless hoops for a loan. Jay Conner, affectionately known as “The Private Money Authority,” has walked this road and came out on the other side with a strategy anyone in real estate can leverage: raising private money.

Jay Conner once again joined Darrin Gross on the CREPN Radio podcast, Jay shared his story, a compelling blend of humble beginnings, tough pivots, and the ability to turn problems into powerful opportunities.

From Bank Roadblocks to Opportunity

Jay’s journey in real estate began like many others: he visited the local bank, applied for funding, and went through the usual song and dance of credit checks, financial statements, and asset reviews. For several years, this status quo worked fine. But in 2009, everything changed. Without warning, his line of credit was closed, leaving him with two properties under contract and nowhere to turn. As Jay recalls, “Desperation has a smell to it. I had a problem, not an opportunity.”

Faced with a true financial crisis (not just another “opportunity in disguise” quote people love to share), Jay leaned into his relationships and asked, “Who do I know that can help me solve this problem?” That question led him to a colleague who introduced him to the concept of private money and self-directed IRAs, sparking a complete transformation in his approach to deal funding.

The Private Money Blueprint

Jay’s method is refreshingly straightforward and, perhaps most importantly, approachable for both seasoned and new investors. Rather than chasing after people and desperately pitching deals, Jay puts on his “teacher hat.” He focuses on educating potential private lenders—often people in his existing network or local community—about what private money is, how it works, and why it’s a win-win opportunity.

He explains, “Not one of my 47 private lenders had ever heard of private money or self-directed IRAs. I simply taught them.” By presenting a clear, safe, and attractive program to would-be lenders, Jay flips the script, positioning himself not as a beggar but as a provider of opportunity.

The three things lenders care about most?

1. Attractive Return: Private lenders are often frustrated with the low interest rates on traditional vehicles like CDs. Jay offers up to 8% or 10%—well above what banks are paying.
2. Security and Safety: Every loan is collateralized with a mortgage or deed of trust, up to 75% of after-repair value, giving substantial equity protection.
3. No Volatility: Unlike the unpredictable stock market, lenders know exactly what their return will be for the life of the loan.

The No-Sell Approach

One point Jay hammered home was the importance of separating “raising money” from pitching specific deals. The worst time to ask for money is when you need it for a deal. By building the relationship and educating potential lenders ahead of time, when the right opportunity comes along, it’s not a hard sell—it’s just a “good news phone call:” “I have a deal ready for you, here’s the terms, here’s the timeline.” No pressure, no awkward conversations. Just a smooth transaction.

Mindset Matters

For those interested in starting their journey with private money, Jay stresses the importance of mindset. See yourself not as a borrower, but as someone leading with a servant’s heart, helping people get better returns safely