In the latest episode of the Raising Private Money podcast, Jay Conner, the Private Money Authority, embarked on an illuminating discussion with Jason Wright. Wright, a seasoned expert in digital marketing automation, shared his journey and deep insights into automating the capital-raising process—a vital skill for real estate investors looking to scale their business. Drawing from his experience working with 185 different capital raisers, Jason dissected the intricacies of building relationships and expanding one’s network for automatic capital generation.
The Genesis of a Digital Marketing Expert
Jason Wright’s foray into digital marketing automation began serendipitously. Initially unaware of what capital raising entailed, his work with an early capital raiser led him to a burgeoning niche that lacked robust automated solutions. As opportunities mingled with curiosity, Jason’s proficiency grew, enabling him to craft solutions to meet the capital-raising community’s unique needs.
Diverse Asset Classes: One Size Does Not Fit All
Wright elaborated on the broad spectrum of asset classes his clients worked within. While multifamily units, self-storage, and RV parks are commonly associated with capital raising, the field is expansive. Single-family homes, hotels, car washes, and even almond farms have found their way into syndications. Jay Conner’s experience further highlighted the versatility within the field, reflecting on his history of single-family home investments.
Building Relationships: The Heart of Capital Raising
Automating the capital-raising process begins with understanding where potential investors can be found. Wright emphasized that LinkedIn remains the preeminent platform for accessing networks of accredited and non-accredited investors. Organic relationships, often built through personal networks, play a crucial role, though online avenues like YouTube, Facebook, and Instagram are also significant.
However, according to Wright, nothing trumps the efficacy of face-to-face interactions. In-person meetings, though less scalable, foster deeper connections. Once these connections are made, nurturing them through email marketing becomes paramount.
Crafting an Automated Marketing Funnel
Leveraging email lists is the cornerstone of Wright’s automation strategy. On joining an email list, prospective investors enter a well-orchestrated sequence of communications. The process, often initiated by capturing a new lead through various forms on a capital raiser’s website, focuses on value-based engagement.
Stage 1: The Welcome Series
This initial series, known as the “Welcome Series Automation,” introduces new contacts to the capital raiser’s story, wins, and value proposition without pitching any investments. This phase is akin to the dating phase in a relationship—laying the foundation of trust.
Stage 2: Education and Engagement
Subsequent automated sequences provide deeper educational content about the investor’s operations and motivations. Communication shifts from pure storytelling to nurturing curiosity and interest in the investment opportunities ahead.
Stage 3: Call to Action
After roughly a week, the automation includes a call-to-action, often encouraging the prospect to book a call and delve deeper into potential investment opportunities. It’s a meticulous journey designed to transition a cold lead into a warm prospect.
The Power of Multi-Modal Communication
While written emails form the core of the communication strategy, Wright utilizes varied formats, including videos, text messages, and even ringless voicemail drops. Engaging on multiple fronts increases the chances of maintaining top-of-mind awareness, which is critical in a market inundated with continuous marketing content.
Achieving High Open Rates
One of the standout metrics in Wright’s approach is the significant email open rate, boasting figures in the high seventies. This achievement is anchored in effective subject lines that tap into curiosity and relatability by addressing real and sometimes painful experiences—elements that resonate strongly with the audience.
Common Pitfalls in Capital Raising
A critical insight Wright shared was the inherent mistake of approaching capital raising as a direct sales process. Unlike typical sales, raising significant capital requires building and nurturing genuine relationships. Attempting to sell investment opportunities to strangers without building rapport is a strategy doomed to fail.
Going Beyond Capital Raising
In addition to capital raising, Jason and his team at Intentionally Inspirational provide comprehensive full-stack marketing services. From lead generation to constructing landing pages and managing CRM systems, his agency’s breadth of expertise caters to diverse business needs.
Conclusion
Summing up the episode, Jay Conner echoed the importance of patience and genuine engagement in capital raising, likening it to courtship rather than a transactional endeavor. As investors traverse the nuanced path of raising private money, leveraging automation tools and building deep relationships remain the keystones of success.
10 Lessons Learned in this Episode:
- Welcome & Introduction
Jay Conner introduces himself and the podcast, emphasizing the focus on raising private money for real estate deals without directly asking for funds and teasing the importance of automation.
- Guest Overview
The introduction of guest Jason Wright highlights his roles as a speaker, author, entrepreneur, and digital marketing expert with extensive experience in automating capital raising for 185 different capital raisers.
- Podcast Purpose
Explanation of the podcast’s mission to mentor real estate investors on raising and leveraging private money to maximize profits on every deal through strategic insights and guest experiences.
- Guest Welcome
Jay Conner welcomes Jason Wright warmly, setting the stage for an in-depth discussion on automating the capital raising process.
- Journey to Automation
Jason Wright shares his unconventional entry into digital marketing automation, detailing his progression from accidental involvement to becoming a specialist in the niche, influenced by notable individuals like Hunter Thompson from Raise Masters.
- Building Relationships
Emphasizing that successful capital raising hinges on building, nurturing, and maintaining strong relationships, much like any other business, highlighting it as a foundational element.
- Capital Raising Focus
Insightful dialogue on the diversity of asset classes capital raisers focus on, including commercial projects, single-family homes, self-storage, multifamily units, and unique investments like RV parks and almond farms.
- Automation Process Explained
Jason Wright outlines the detailed steps of automating capital raising, from attracting potential investors to nurturing relationships and converting interest into investment through structured email campaigns and strategic communications.
- Email Marketing Strategies
Description of leveraging email marketing automation, crafting engaging subject lines, and using multi-channel communication (including video and ringless voicemail) to maintain investor interest and build trust.
- Importance of Authenticity
Highlighting the role of authenticity in investment relations, encouraging real stories and transparent communication to foster genuine connections, build trust, and attract long-term investors.
Fun facts that were revealed in the episode:
- Jason Wright’s automation process helps capital raisers nurture new relationships, leading to a call-to-action for booking calls within about a week of entering the email list.
- To increase email open rates, Jason Wright utilizes curiosity and negativity in his email subject lines, achieving impressive open rates as high as 70%.
- Jay Conner has successfully built relationships with 47 private lenders, none of whom had prior knowledge of private lending before meeting him, showcasing his ability to educate and build trust.
Timestamps:
00:01 – Raising Private Money Without Asking For It
03:48 – Raising capital for single-family houses since 2009.
07:31 – LinkedIn is crucial for networking and growth.
11:35 – Diverse marketing strategies help engage the audience effectively.
14:37 – Customizable foundation for communication with subscribers.
16:44 – Tools can score subject line open rates.
18:27 – Connect with Jason Wright: https://intentionallyinspirational.com/
https://www.capitalraisingautomations.com/
22:08 – Raising capital is not about selling deals.
24:20 – Building relationships takes time before taking action.
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From Digital Marketing to Private Money: Automate Your Real Estate Investing
Jay Conner [00:00:01]:
Welcome to another amazing episode of Raising Private Money. I’m Jay Conner, your host, also known as the Private Money Authority. And I’m so excited about the guest that we have joining us here on the show today. So of course, this is the podcast where we talk about raising private money for your real estate deals without ever having to ask for money. Well, let me ask you a question. How would you like to raise private money for your real estate deals and do it automatically? Well, my guest today has already worked with 185 different capital raisers and works with them on how to automate the capital raising. Boy, is this gonna be an exciting interview. Well, my guest, is a speaker, author, and entrepreneur.
Jay Conner [00:00:50]:
He’s a limited partner, real estate investor as well, podcast host. I was on his show not too long ago. And so we’re gonna be digging deep as to how to automate your capital raising in just a moment. You’re gonna meet my friend and guest, Jason Wright, right after this.
Narrator [00:01:10]:
If you’re a real estate investor and are wondering how to raise and leverage private money to make more profit on every deal, then you’re in the right place. On raising private money, we’ll speak with new and seasoned investors to dissect their deals and extract the best tips and strategies to help you get the money because the money comes first. Now here’s your host, Jay Conner.
Jay Conner [00:01:38]:
Well, Jason, welcome to the show. It’s great to see you again.
Jason Wright [00:01:43]:
Good to see you as well. Thanks for having me, man.
Jay Conner [00:01:46]:
Absolutely. I can’t wait to dive in and my audience can’t either. They can’t wait to hear how in the world you go about automating the capital-raising process. So before you pull back the curtain and reveal the answer to that, how did you get into this area? I mean, you know, you’re a digital marketing automation expert. Yeah. You know, how did you get into this space?
Jason Wright [00:02:14]:
Yeah. Kind of by accident, to be honest with you. So like you said, marketing automation is my focus and has been my focus for almost 9 years. And once upon a time, I did some work, for a capital raiser. Didn’t even really understand what that was at the time. And, a while later, I met Hunter Thompson from Raise Masters as he was getting that going and had the opportunity to meet more people in this niche. At the time, there wasn’t much of an automated system out there to help with this. So I learned the needs of these people and kept meeting more of these people and kind of got into this community and, just helped create a solution where where there wasn’t one there.
Jason Wright [00:02:55]:
So it’s all about building and nurturing and maintaining relationships like any other kind of business, though, to be honest with you.
Jay Conner [00:03:02]:
Right. So would you say of these 185 capital raisers?
Jay Conner [00:03:09]:
If you work, would you say they’re raising capital more for commercial projects, or are they raising capital for single-family homes, self-storage, or all of the above? What kind of asset classes?
Jason Wright [00:03:23]:
Yeah. All the above. I’m gonna say the most common, that you hear about are multifamily, self-storage, and RV parks. You do have I’m hearing more about single family here recently, which is interesting. I’ve heard of almond farms. I’ve heard, you know, car washes. You can syndicate about anything, including hotel conversions. So there’s all kinds of good stuff.
Jason Wright [00:03:45]:
So those are just a few popular examples for sure.
Jay Conner [00:03:48]:
Right. All the capital raising that I have done has been in the space, and I started raising capital back in February of 2009. And all the capital raising that I have done personally has been for single-family houses and the type of deals that I do, it’s called one-offs. And what a one-off is for those of you who are listening or watching the show, a one-off is you have a private lender or maybe 2 or 3 private lenders that are funding and loaning money on a single-family property. They each have their own promissory note, their own deed of trust or mortgage, but that is in contrast or opposed to a fund. So it sounds like, Jason, most of your capital raisers that you work with, and it doesn’t matter. It’s all the same money.
Jay Conner [00:04:42]:
Most of them have been raising money for their syndication and for their funds. Right?
Jason Wright [00:04:47]:
Yeah. It was all you heard about 2 or 3 years ago. At least people I worked with were syndications, but it’s been a lot more common for people to use, you know, whether it’s SPV funds or fund-to-fund models. So you hear both, but like you say, it’s really the same in that. It’s again building, maintaining, and, you know, kind of improving those relationships with, your contacts, your investors.
Jay Conner [00:05:10]:
Yeah. Well, with all those capital raisers you’ve worked with, what’s on the low end as far as the amount of money or funding they were looking to raise, and they used your automation process Yeah. To the top end. Like, you know, what’s the high end that they’ve done?
Jason Wright [00:05:30]:
I mean, I think the low end for people is, you know, probably somewhere in the range of half $1,000,000. As far as a year, what their goals are? And, you know, a lot of these people may be, you know, surgeons or lawyers or entrepreneurs for a main hustle. They might do this kind of on the side. And then, you know, other people that have bigger audiences, bigger lists, access to more deals, you know, may do tens of 1,000,000 dollars a year. So it varies quite a bit. Mhmm. There’s a lot of, you know, one man and one woman shops out there trying to raise money.
Jason Wright [00:05:59]:
A lot of them got into the space passively at first, you know, took an interest in trying to become a, you know, a partner or a GP. And, they’re trying to raise money for deals because everybody gets tired of or runs out of their own money for stuff like this eventually. So
Jay Conner [00:06:16]:
Oh, sure. Sure. And when they’re raising money and capital, they run out of their own, what I call, warm market, their own connections. They go through their own network. And so I teach, as well to my community how to grow that network very, very quickly. But let’s get into, you know, what you’re doing with all these capital raisers. So let’s walk through the process. My first question is, where are these people? In other words, where not where are the capital raisers?
Jay Conner [00:06:53]:
Where are the, where are the people? Where’s the audience that is attracted to your marketing funnel to become in to become, private lenders or investors?
Jason Wright [00:07:08]:
So are you asking where the market is for the limited partners or the people who are my clients?
Jay Conner [00:07:13]:
So the limited partners. There we would call them the single-family house. They’re private lenders. They’re people who have money and want to be passive investors. They don’t want to, you know, run the show. They just wanna sit back and get nice rates of return, you know, safely and securely.
Jason Wright [00:07:31]:
Yeah. So, you know, if you look at social media as an example, I think anybody that any of us wanna work with in that regard is on LinkedIn. So I think LinkedIn’s key. People do, people do a good job growing those audiences off of kind of all the major social platforms, YouTube, Facebook, Instagram, and maybe even x as well. But LinkedIn is definitely key. Some people have surprisingly large networks of people, that are accredited investors. And even if you don’t need to be accredited, they’ve got good networks, you know, if somebody is a, you know, a plastic surgeon as an example, their network, they’ve got an advantage over somebody like me that, you know, doesn’t have a network, personal network. You know, a lot of people with money, a lot of my clients, but, not before I got into that per se.
Jason Wright [00:08:17]:
So I think a lot of it’s, you know, organic relationships. Then beyond that, if you look at social, LinkedIn is definitely king for sure.
Jay Conner [00:08:25]:
So does your automation process for helping a capital raiser raise money, does your process, rely, predominantly on social networks and people who are on social?
Jason Wright [00:08:41]:
Yeah. Great question. So we’re really focused on what I would call the back end of the funnel. So what happens after people join your email list? We’ll help you with strategy and things like that as far as traffic or getting in front of, you know, cold audiences, could be online, could be an in-person event, etcetera. But once people join your list, that’s really what we focus on where that takes place. To be honest with you, there’s no better traffic source, and you probably know this, than in person. Right? If you’re in an event and you’re having a host set event, it doesn’t get any better than that. So that’s good, but it’s not scalable.
Jason Wright [00:09:16]:
It’s not scalable like online is. So we really help take advantage, of that new relationship once they get into your email list. So we call it the
Jay Conner [00:09:25]:
Well, let’s let’s start there. Let’s let’s assume that, we already know how to get somebody on our list. Right? How to grow our list. So now they’re on the when we say list, you’re talking about the email list. Right?
Jason Wright [00:09:39]:
Yes.
Jay Conner [00:09:40]:
Okay. So would you say most of the marketing funnel that you that you provide or show is email copy that’s written or well, let me let you let me let you just walk through it. So let’s assume I’ve got my list. Okay? I’ve got my email list. Now I want you to work with me on on talking to my list. What does that what does that look like?
Jason Wright [00:10:06]:
Yep. So I’ll back up a little bit, but I’ll answer that question. So what we help people do is get more people on your list. So if a normal capital raising website is gonna have, you know, an invest now form for people that are ready to go, might have a couple of lead magnets like ebooks, due diligence checklists, etcetera, value-based stuff, may have a contact form, newsletter form, stuff like that. We’re gonna help flow all those different paths into a pipeline focused on new investors and, you know, with any new relationship that we care about in life. We wanna start talking to them right away and leading with value. So we’re gonna run them into an automation, kind of introduce people to you. You share your background, your wins, and kind of why you do what you do, but we’re not talking about investing yet.
Jason Wright [00:10:56]:
Right? It’s the dating phase if you will. From there, we’re gonna flow them into another automation automatically, give them more education on what you’re doing, why you’re doing it, that type of thing. And then there is a call to action in that automation finally to book a call. So we’re gonna basically take the customer journey from a brand new person into your list and, try to nurture each piece of that process, and those are just a few examples.
Jay Conner [00:11:20]:
Is all the communication with the people on your, you know, prospective lenders? Yeah. Prospective lenders. Is everybody on the list? Is all the communication written copy, or is some of the communication, video?
Jason Wright [00:11:35]:
Yeah. I’ll that’s a great question. So the foundation, the most basic approach is written copy, but I utilize video, text, and ringless voicemail. I utilize a variety of things for our business personally. It’s kinda depending on where people are at. If you’ve got an audience, like you do or you’ve got your own, you know, podcast and your own show, you know as well as I do, if you get people on your list, you want to encourage them to engage with you everywhere you are. And the beauty there is the email list, that kind of goes into your CRM so you can kinda see where everybody’s at It’s just the beginning, and you really want all of your marketing efforts to be, helpful, educational, and part of that nurturing process. So, you can just do copy if you want to, but there’s there’s a lot of other great options, like I’ve discussed, video, get them into your podcast audience, etcetera.
Jay Conner [00:12:27]:
That makes sense. So they come on the list. Now we’re gonna start marketing to them. Do you and your team, when you’re working with the Capital Raiser, do you write the emails? Do you write the copy?
Jason Wright [00:12:42]:
So what we do is, it used to just be it used to be me, and we would tell people to, you know, modify the copy. And then this year, we actually added another layer to that. We have you fill out a form to get your style, who you’re targeting, and these different questions answered. We take my style. We take your input. We run it through AI. So everybody gets their own email copy and subject lines. And then you still may tweak a bit, but everybody’s copy is unique that way.
Jay Conner [00:13:08]:
Okay. Well, that’s good. So if I’ve got a friend or a competitor that’s also raising money and we happen to have some of the same folks on our list Yep. They’re not gonna be getting the same emails.
Jason Wright [00:13:22]:
No. And it’s really interesting because, people have so many people have such different styles as far as how they want their stuff to sound, and they can change it quite a bit. Like me, it doesn’t matter if we have lunch today, we’re talking now. I’m always the same everywhere. I would describe my style as unapologetically authentic, and that resonates with people. Right? They know who they’re dealing with. It’s very polarizing. It either attracts them or repels them, and that’s the point.
Jason Wright [00:13:47]:
So, we encourage people to answer that form honestly, and it does create a very different experience from the consumer standpoint. Yep.
Jay Conner [00:13:56]:
Yeah. That makes, that makes sense, and that’s and it’s very, very smart. How much time goes by? How many emails? How much time, generally speaking, from the time they get the very first email until the email asks the reader to schedule a phone call?
Jason Wright [00:14:18]:
Just going off the top of my head, probably around a week, something like that. Okay. And here’s here’s the beauty of it. Since I built it all from scratch, so we built it in either an active campaign or another program called Go High Level. The market kind of demands a high level, so we do it in either one.
Jay Conner [00:14:34]:
Yeah. I actually do go high level in my business.
Jason Wright [00:14:37]:
Okay. There you go. So we give people a great foundation, and what I remind them of is, hey, since I built this, any little pieces can be modified. You might wanna do this piece longer. Just tell me, and we’ll we’ll make it longer. So it’s a nice clean moldable ball of clay is how I describe it. But, you know, once people start getting nurtured to book a call, let’s say they don’t do that, which is fine. They’re gonna end up on your main list anyway, and that’s why it’s so important to be sending out at least 2 newsletters a month.
Jason Wright [00:15:06]:
They’re gonna forget what you said, but they’re gonna remember they heard from you. That brand awareness piece is more important than ever because every one of us gets inundated with marketing stuff in every facet of our lives every day. So
Jay Conner [00:15:19]:
Yes.
Jason Wright [00:15:20]:
I preach touch points over content because people are gonna forget what you said. After all, it’s impossible to retain everything. But they’ll they heard from you.
Jay Conner [00:15:29]:
So Right. So are they getting an e when they when they were first come on the list, are they getting an email, like, every day?
Jason Wright [00:15:38]:
The first couple of days. And, again, we’re not selling anything. We’re not telling to book a call. We’re just sharing our story. We call it a welcome series automation, so I just checked this last week for my business. The one I have now has been running for about 3 years. My open rates for emails 1, 2, and 3 are in the high seventies.
Jay Conner [00:15:57]:
Wow. That’s very high.
Jason Wright [00:15:59]:
It’s very high. Nobody knows they’re gonna get it. Right? Nobody opts into my welcome series, but I play into my favorite part about humanity and that’s curiosity. So I leave open loops at the end of my emails. They’re They’re like, what the heck is this guy talking about? And they wanna keep going. So it is effective, but, there’s no trickery or anything like that. I’m just leading with value telling my story and getting people interested.
Jay Conner [00:16:24]:
Right. Of course, in my opinion, the most important part of an email is to get it opened.
Jay Conner [00:16:32]:
And then of course, to get it open, the only thing we’ve really got to work with predominantly is the subject line. What advice, what would advice would you give on crafting subject lines that get the email opened?
Jason Wright [00:16:44]:
That’s a great question. And there are actually tools out there that you can pop in your subject line, and they’ll give you a score of how likely it is to be open. I play into negativity. So it might be like, you’re not gonna believe this epic failure I had in my business recently. Stuff like that where it’s real, but it’s about me. People sadly love to see that stuff, but again, curiosity is my favorite thing to play into. So
Jay Conner [00:17:09]:
In other words, they’re up for a little break in their day to read about somebody else’s pain.
Jason Wright [00:17:15]:
Yeah. Because, you know, as an entrepreneur, the bad thing about social media is for many people, it’s just a highlight reel. Right? And for many people, it’s highlights that aren’t even real. It’s a fake highlight reel. So when there is somebody that comes along and is willing to go, hey. Have you guys ever experienced this? I’m getting my butt kicked this year. They love it because they’re like, I’m not alone. It makes you very real.
Jason Wright [00:17:38]:
It’s attractive to people. And that’s, you know, if you go to the other extreme why reality TV has such a big audience. People love to see other people’s drama, which is which is bad. So I’m obviously not saying do that, but I’m saying if you’d be if you’re real with your failures and your struggles, it’s extremely powerful and the open rates show that.
Jay Conner [00:17:58]:
That’s an amazing statistic, Jason, that you’re getting almost, on average, a 70% open rate on the emails. That’s just unheard of. So congratulations on that. And, of course, your clients are winning because of that. Speaking of your clients
Jay Conner [00:18:18]:
I wanna make sure that no one misses out, that’s listening and tuning into this episode on how to get in contact with you. So what is the best way, for someone to contact you to learn more about your, capital-raising funnels and and working with you and all that kind of good stuff?
Jason Wright [00:18:37]:
Yeah. So the main website is www.IntentionallyInspirational.com. We do have a free 10-minute training for capital raisers to kinda go just a bit deeper into what we’ve talked about today. You can check that out at www.CapitaRaisingAutomations.com.. Check that out. Worst case scenario, you’ll walk away from it with some fresh perspectives that you can take action on and, recognize in your own business immediately.
Jay Conner [00:19:01]:
I love that URL www.CapitaRaisingAutomations.com.. And you say that’s a, that’s a, a video training. Right?
Jason Wright [00:19:12]:
Yeah. There’s a, yep. There’s a 10-minute video tech training. They can opt-in and check out there and get a little bit more info about what we’re talking about today.
Jay Conner [00:19:19]:
Okay. Excellent. So that’s www.CapitaRaisingAutomations.com. Your other URL is www.intentionallyinspirational.com. Now what’s that URL about www.IntentionallyInspirational.com?
Jason Wright [00:19:34]:
So that’s the name of our business. That’s our home base where you can see, not only the other one but everything else we’re into.
Jay Conner [00:19:40]:
Okay. Well, tell us a little bit about in addition to working with capital raisers, what other types of marketing funnels do you create?
Jason Wright [00:19:48]:
Yep. So we do, we do lead gen. We call it a kind of full-stack marketing for companies as well that need that. So Facebook ads, we can build the the landing pages for funnels and, of course, the whole back end as well. What I’ve been telling people recently is if you have a business and you have leads that need to be nurtured, we should probably have a conversation. So our skill set is universal, well beyond the capital rate at raising niche for sure. But those are some of the things we’re we’re doing.
Jay Conner [00:20:17]:
Wonderful. What are some of the mistakes that you’ve seen, people make? I mean, you’ve worked with a long list of clients.
Jay Conner [00:20:28]:
And then in the space of raising capital, what kind of mistakes have you seen operators make?
Jason Wright [00:20:34]:
Yeah. So one is not setting up some kind of CRM in marketing automation. Doesn’t matter if it’s with me or anything. One is, that people are trying to build their business with legal pads and post-it notes, still on rotary phones, which doesn’t seem real scalable. The other thing is, people when they’re new with capital raising, they go into it trying to sell. Right? Trying to sell 15, a $100,000 investment opportunity for strangers. And it’s like, I’m a passive investor. Like, I wanna sit down and have a meal with you and a cigar and a bourbon and figure out who I’m really dealing with face to face.
Jason Wright [00:21:13]:
But if I don’t know you, I’m not gonna invest $50 in your great deal under any circumstance. So their approach is wrong. They’re looking to sell instead of looking to build relationships. You know, a lot of people don’t invest in their own deals, and I understand that they can’t. But it’s a difficult pitch if somebody’s like, well, have you have you put money into this as well? And you’re like, no. I haven’t. Oh, god. So I think they go into it with the wrong, mindset.
Jason Wright [00:21:41]:
And then, the final mistake that I see is a lot of people get into this thinking it’s a get-rich-quick opportunity for them. And if you talk to anybody who’s been doing it a long time, when they get started, they generally have an existing full-time business or an existing corporate job that pays well. Asset or acquisition fees are not gonna make you rich unless you’re raising a huge amount of money. So obviously the big money’s on the exits and the riffs and that kind of stuff. So
Jay Conner [00:22:08]:
Yeah. Well, I’m so glad that you brought up the point that this space of raising capital is not about selling. In fact, I say it all the time. In fact, I don’t even ask my private lenders for money. I don’t even pitch deals. And of course, I have a method of going about that, where I don’t even pitch the deal. The secret sauce to that is I separate conversations about my private lending program what the program looks like and how they can earn high rates of return safely and securely without having any kind of a deal for them to invest in. I mean, there’s no need to talk about a deal unless they like and trust me and like the program regardless of the deal.
Jay Conner [00:22:55]:
Yep. And and, you know, when I was on your show, I probably put on my teacher hat, which says, private money teacher. Yeah. And I tell people all the time, this is all about leading with a servant’s heart. It’s about educating. It’s about giving value. And there’s no selling, begging, you know, trying to persuade, trying to talk to anybody in anything. In fact, when I am talking with someone, I have this picture in my mind of I’ve really got one foot, out the door ready to walk backward and walk out.
Jay Conner [00:23:30]:
And anytime that I feel like I’m actually selling or actually pushing, I pull back. Because that’s not that’s not what this is about.
Jay Conner [00:23:40]:
Another important point you made is that this is not about raising money overnight. You know, I’ve, we’ve got 4 I’ve got 47 private lenders right now that are investing in our deals, funding our deals, and others 47 private lenders. Not one of them had ever heard of private money or private lending. None of them had ever heard of it. They’re regular people. They are retired school teachers. They’re from every walk of life, civil service, etcetera.
Jay Conner [00:24:16]:
Not one of them even knows the reason for me to talk to them about it. They don’t even know what an accredited investor is.
Jay Conner [00:24:20]:
These are just regular people. You know? And so, again, it’s about the relationships. And so when I say it’s not an overnight thing is, first of all, if it’s a new relationship, you got to nurture the relationship and have the relationship established before you even bring up, you know, those specific topics. And, you know, one part of my automation process is I’ve got a 16-minute audio that I share with people that just even introduces what is private money and what is being a private lender. You just introduce it. Well, when I first started sharing that 16-minute audio all the way back in 2009, it still works today, when I first started sharing that audio with potential private lenders, it might be 6 months, it might be a year, it might be 3 years before they are actually in a position or ready to do something, but then it might be in less than a month. So it’s just like it’s just all over the place as far as how quickly, you know, people take action and, you know, come on come on board with you.
Jay Conner [00:25:32]:
So, anyway, I’m so glad that, first of all, you had me on your show. By the way, tell our audience about your show.
Jason Wright [00:25:39]:
Yeah. So I have a podcast as well called Real Estate Investor Marketing Stories, and it’s talking to great guests like Jay and kind of learning a bit about their path into real estate investing and, you know, we get into a little bit of the entrepreneurial piece, a little bit into the marketing piece, kinda what’s worked, what their biggest mistakes have been, things like that as well. So just something a little bit different, to check out for sure.
Jay Conner [00:26:01]:
Yes. Well, it was, it was great being on your show. You’re a fantastic podcast host and interviewer. And so I’m gonna give out the websites one more time, and then I’ll let you have the final word, Jason. So, Jason’s URLs are www.IntentionallyInspirational.com, and then specifically for raising capital for your real estate deals, it’s www.CapitalRaisingAutomations.com. A final word or any other advice you’d like to share, Jason, before we wrap it up?
Jason Wright [00:26:36]:
Yeah. I’ll just send, everybody watching and listening with a piece of advice. Just remember, you know, I’m married. I’ve been married 19 years today. I didn’t Congratulations. Thank you. I appreciate it. I didn’t propose to my wife on the first date and the reason I’m telling you that is because good relationships in life take time.
Jason Wright [00:26:57]:
And that’s not just good advice for your neighbors and your friends, but also for your investors and the people you do business with as well. So, give more than you take from a relationship and be patient, and good things can come out of that.
Jay Conner [00:27:11]:
Wonderful advice. Jason, thank you so much for taking the time to join me on the show.
Jason Wright [00:27:15]:
No problem. Thanks for having me.
Jay Conner [00:27:17]:
You got it. There you have it. Another amazing episode of Raising Private Money. I’m so glad you decided to join us and I’ll be looking forward to seeing you right here on the next episode of Raising Private Money.
Narrator [00:27:32]:
Are you feeling inspired by the knowledge you gained in this episode? Then head over to www.JayConner.com/MoneyGuide. That’s www.JayConner.com/MoneyGuide, and download your free guide that shares seven reasons why private money will skyrocket your real estate investing business right now. Again, that’s www.JayConner.com/MoneyGuide to get your free guide. We’ll see you next time on raising private money with Jay Conner.