***Guest Appearance
Credits to:
https://www.youtube.com/@WealthOnMainStreetPodcast
“Raising Private Money with Jay Conner, Richard Canfield & Jayson Lowe”
https://www.youtube.com/watch?v=HBCKj5Uz6L4&t=4s
When it comes to real estate investing, one of the greatest hurdles for both new and seasoned investors is finding the capital to fund deals. In a recent episode of Raising Private Money, industry expert Jay Conner sat down with Richard Canfield and Jayson Lowe to reveal how private money can be a game-changer for building a thriving real estate business—without reliance on banks or traditional lenders.
What is Private Money?
Jay Conner breaks down private money to its simplest form: “Private money is money that is borrowed from a human being, from human beings. We’re talking about doing business with individuals just like you and me.” Unlike institutional sources, like banks or hard money lenders, private money is a direct relationship between the real estate investor and an individual lender—often someone with investment capital or retirement funds seeking better returns.
Private lenders aren’t just entities—often, they’re people in your network or community, looking for “really high caliber opportunities” to grow their wealth safely and securely. As Jay Conner shares, there are trillions of dollars sitting in retirement accounts in the U.S. alone, waiting to be put to work.
Making the Shift: From Banks to Private Money
Jay Conner’s story is a familiar one. For years, he depended on banks and mortgage companies to fund his deals until, seemingly overnight, his lines of credit were frozen. Staring at the possibility of missing six-figure profits on deals he had under contract, he realized he needed to find a new way. The answer: private money.
Within 90 days of making the switch, Jay Conner raised over $2 million. By eliminating the bank from the equation, he found new freedom and flexibility, setting his own terms and interest rates, with no application or approval process.
How to Attract Private Money—Without Begging or Selling
A key takeaway from Jay Conner is that raising private money isn’t about desperate begging or high-pressure selling. Instead, it’s about education—“I put on my teacher hat.” Instead of pitching, he teaches people about the opportunity of private lending. He explains his simple, straightforward program: offering 8% interest, no origination fees, notes backed by real estate, and transparent, safe terms.
This approach reframes the conversation. Jay Conner isn’t asking for a favor—he’s offering an opportunity. As he says, “In this world, there’s no rejection. You cannot be rejected if you’re not asking for the money. I’m teaching how they can get high rates of return safely and securely. They said, Wow, I want to do this.”
Common Mistakes—and Red Flags—When Getting Started
Both for new private lenders and investors, Jay Conner highlights some essential best practices:
- Never loan out unsecured money: Always back loans with real estate, not just a promissory note.
- Know who you’re doing business with: Trust and confidence in the operator (the real estate investor) matter as much as, if not more than, the property itself.
- Beware of scams: Steer clear of “private lenders” offering unrealistically low rates (like 3%) and demanding upfront application fees.
Confidence and Clarity: The Real Key to Raising Capital
If you’re a new investor worried about your lack of track record, Jay Conner’s advice is clear: confidence is critical. “Nobody’s going to loan you money for your real estate deal unless you believe in yourself and your deal and your private lending program to start with.” Know your program inside and out, and be able to talk about it with passion and clarity. Build relationships and teach—don’t chase.
A Business Built on Service and Integrity
At the heart of Jay Conner’s model is service. He emphasizes that private money—and real estate in general—is a people business. Success comes not from focusing solely on money, but on how you can serve others: “When your focus is on the other person, everything else falls into place.”
To learn more about Jay Conner’s private money system, download his complimentary guide at www.JayConner.com/MoneyGuide.
10 Discussion Questions from this Episode:
- The guest emphasized the strategy of “teaching” rather than “asking” when trying to secure private funds. How does this mindset shift impact the relationship between investor and lender?
- What advantages and challenges come with raising money directly from individuals as opposed to traditional institutions like banks or hard money lenders?
- The episode highlighted that trillions of dollars are sitting in retirement accounts, looking for secure investment opportunities. Why might real estate appeal to those seeking to grow or protect their retirement funds?
- Several warnings were given about scams and red flags in private lending. What safeguards and due diligence steps should new investors and lenders take when getting involved?
- The practice of borrowing only up to 75% of a property’s after-repaired value was described as essential. Why is maintaining this margin beneficial for both borrowers and lenders?
- The hosts suggested that confidence is key when approaching potential lenders. What are some ways a new investor can develop the necessary confidence to succeed in raising private money?
- The conversation stressed that making a positive impact and serving others is more important than simply making money. How do you think this philosophy influences the approach to real estate investing?
- It was recommended to separate the discussion about a lending program from talking about specific deals. Why might combining these topics in one conversation create an impression of desperation, and how could that affect trust?
- Word-of-mouth referrals were mentioned as a powerful way to expand access to funding. How important is reputation in the private money world, and what can investors do to nurture it?
- What lessons can be drawn from the journey described in the episode, moving from reliance on traditional financing to successfully raising private capital? How might these lessons apply to challenges in your own field or business?
Fun facts that were revealed in the episode:
- Jay Conner has raised over $8.5 million in private money for his real estate deals—without ever directly asking anyone for money or pitching a deal!
- Jay Conner and his wife, Carol Joy, have rehabbed more than 475 houses in eastern North Carolina, making a significant impact in their local community.
- Fried chicken is a recurring theme in this episode! The hosts and Jay Conner use fried chicken dinner conversations as a fun example of how casually you can discuss private money opportunities with potential lenders.
Timestamps:
00:01 Real Estate & Private Capital
04:21 Private Money Lending Explained
07:44 Real Estate Journey & Inspiration
11:06 Opportunity in Adversity
16:02 Attracting Private Money Safely
16:49 Retirement Funds for Investment Deals
19:53 Private Money Scams in Real Estate
26:09 Tax-Free Wealth with IRAs
27:53 Teaching Private Lending, Not Begging
33:29 Seminars, Fried Chicken, Wealth Advice
34:19 Systemized Real Estate Deal Program
39:25 Start Conversations, Learn & Teach
42:45 Sell Home, Stay Rent-Free
44:46 Boost Real Estate with Private Money
Connect With Jay Conner:
Private Money Academy Conference:
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
http://www.JayConner.com/MoneyPodcast
Jay Conner is a proven real estate investment leader. Without using his own money or credit, Jay maximizes creative methods to buy and sell properties with profits averaging $67,000 per deal.
#RealEstate #RealEstateInvesting #RealEstateInvestingForBeginners #Foreclosures #FlippingHouses #PrivateMoney #RaisingPrivateMoney #JayConner
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Confidence, Mindset, and Programs: The Secrets to Raising Private Money in Real Estate
Jay Conner [00:00:00]:
But I knew that I could make a much bigger impact by writing this guide for people who can download it all over the US and Canada and even elsewhere. So what’s my reason? My reason is now a part of my life. I’m 62 years old now, in a part of my life where significance and impact are more important than money and anything else.
Narrator [00:00:25]:
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 to raise 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 Connor.
Jay Conner [00:00:54]:
And so when I learned about private money, in this world, we make our own rules. We set the interest rate, we set the term. There’s no application process, there’s no approval process. Your credit score has nothing to do with it. And we tripled our business the first year. So I know from over the years that getting the money for your deals is the number one thing that holds you up.
Richard Canfield [00:01:18]:
Well, our guest today started out in real estate investing. And like many of us, he did it all the way, all the wrong way. And this is a common thing that happens with real estate investors. You know, he kind of felt like he was taken to the slaughterhouse, but he had to come up with all the big down payments. He had to pay the loan origination fees and, most importantly, had to play by everyone else’s rules. Now, I know our listeners aren’t a big fan of that. He hated it. He felt like he was owned by the bank.
Richard Canfield [00:01:40]:
He was out of control. He was stressed out. Then he realized that he needed to combine all the best aspects of the research that he had done and create a system. He refined that into a formula. And that formula, when he first tested it on the very first individual he tested it with, he raised $250,000 in private money. It blew him away just how easy it was. Within a few short months, he had raised private money for real estate deals. 2,150,000.
Richard Canfield [00:02:06]:
That is epic. And we are so excited to have Jay Connor with us today. The Private Money Authority. Jay, what a wonderful story. You’ve been in real estate a long, long time. You’ve got so much value to give to our listeners. Not just, you know, for those who are real estate investors or interested in real estate investing, but really just around the understanding of how you can go about raising private capital for the things you need to get implemented, whether you’re a business owner or what have you. So welcome to the program, and we’re so grateful to have you.
Jay Conner [00:02:35]:
Richard. Jason, thank you so much for inviting me along to talk about what I’m most passionate about, and that’s private money. I mean, private money has had more of an impact on mine and my wife Carol Joy’s business for the past 20 years. And I can’t wait to share how fast you can get it and how easy it is to attract. You know what’s so funny? I’ve never asked anybody for money. I got eight and a half million dollars of private money to fund my deals. I’ve never asked anybody for money. I’ve never pitched a deal.
Jay Conner [00:03:06]:
Can you believe that they asked me all the time, well, how in the world do you get your deals funded? I can’t wait to talk about it.
Jayson Lowe [00:03:12]:
Well, and for our listeners, you know, we can start with the basics in terms of, like, what is private money? Like, is it money that just stays in the house with the curtains drawn, saying, I don’t want to talk to anybody private.
Richard Canfield [00:03:26]:
I’m not public, I’m private money.
Jayson Lowe [00:03:30]:
But so what? What is private money? Now, anyone in the real estate investment realm will have either heard that term used or maybe had some exposure to it. But at a, you know, at a, at a you and me level, a simple level, what is private money?
Jay Conner [00:03:47]:
Yeah, so private money is money that is borrowed from a human being, from human beings. We’re talking about doing business with individuals just like you and me. So we’re, so it’s, it’s even easier to understand what private money is not. So, private money is not institutional money. Private money is not any kind of bank. Private money is not a hard money lender. Now, I’ve got many friends all across the nation and in Canada who are hard money lenders. Most of the time, a hard money lender is a broker.
Jay Conner [00:04:21]:
And what the hard money lender or broker does is go out and raise private money from those individuals to invest into their hard money lending fund. And then the hard money lender loans that out to us, real estate investors. But in this world of private money, we’re doing business directly with the individual. So, a private money lender is an individual who loans their money from either their investment capital, their retirement funds, or their retirement funds to us, the real estate investor. So there’s, it’s a one-on-one transaction from us, the borrower, the real estate Entrepreneur, and the private lender, or private lenders.
Jayson Lowe [00:05:04]:
And it’s from what we’ve been, you know, hearing, even within our own network and community, there’s a lot of capital out there that is, is looking for really high caliber opportunities. And that’s.
Jay Conner [00:05:19]:
You’re so right, Jason. And here’s the exact stacks. Before COVID-19, there was. Now I’m just talking in the US. I’m not talking about Canada because I don’t know the Canada statistics, but I can tell you the US statistics. Before COVID, there was $18 trillion in cash just in retirement accounts. I’m not talking about people’s just liquid capital, but there’s. There was $18 trillion in cash sitting in people’s retirement accounts, wanting to loan money, private money to real estate investors. Right now, on this side of COVID $31 trillion in cash is sitting on the sidelines, available.
Jay Conner [00:06:01]:
And here’s the deal. The people, the individuals, don’t know what to do with their money. So it’s us, the real estate investor entrepreneur. It’s our ethical and moral obligation to relieve them of the problem of not knowing what to do with their money, so that they can get a high rate of return safely and securely.
Jayson Lowe [00:06:21]:
Excellent, Excellent. And this is actually a great time to share what you were expressing to us at the beginning of the program, before we started recording. You mentioned that you wanted to be able to provide listeners and viewers with an opportunity to download a complimentary copy, which again, we’re so grateful for. Thank you sincerely. And that’s what we love about the guests that come on our show. They’re always giving. And so we thank you sincerely for that. And we’re going to put a link in to download a copy of this ebook that is undoubtedly going to be chock-full of value. And Jay’s holding that up on the screen right now.
Jayson Lowe [00:07:01]:
Why private money will skyrocket your real estate business and help you build incredible wealth.
Richard Canfield [00:07:07]:
Free.
Jayson Lowe [00:07:08]:
Download it, read it. I promise you, you’re going to get.
Richard Canfield [00:07:12]:
A world of value from it.
Jay Conner [00:07:14]:
And so yeah, and Jason, the URL link is really, really simple so that your listeners and audience, and viewers can download this Private Money guide. To get on the fast track, just simply go to www.JayConner.com/MoneyGuide, and I’m an ER, not an OR. So. Most Connors are ORs. I’m an ER. So www.JayConner.com/MoneyGuide.
Jayson Lowe [00:07:41]:
And what inspired you to write the book?
Jay Conner [00:07:44]:
What inspired me to write the book was, first of all, that I think all of us are created to give back. And my journey, mine and my wife’s journey through our real estate investing business. We’ve been full-time in single-family houses. We’ve done commercial deals as well since night, since 2003. And the first six years, Jason, that we were investing in single-family houses, I relied on the local banks, I relied on mortgage companies. That’s all I knew to do. And then something happened unexpectedly, and it was the biggest blessing in disguise that I’ve ever had since being in this business. And what was that something that happened that ended up being a blessing in disguise? You know, believe it or not, we actually still have hand phones or handsets and cords attached to telephones here in eastern North Carolina.
Jay Conner [00:08:38]:
Some people don’t even know what that is. But anyway, I remember it like it was yesterday. In January 2009, I called up my banker. His name was Steve. I had done a ton of deals with my banker for six years, and I learned very quickly on that conversation that my lines of credit had been closed, that I had two deals under contract with profits of over $100,000. And now no way to fund my deals. I knew I had to find a better and quicker way to fund my real estate deal. So I learned about private money.
Jay Conner [00:09:09]:
So in less than, you know, 90 days, I raised over 2 million. So what inspired me to write this? I know from experience that it’s the money. It’s the funding that’s the number one source, in addition to knowing how to find the deals. But it’s the number one reason that holds people back from doing real estate deals is the money, you know, and so when I learned about private money, in this world, we make our own rules. We set the interest rate, we set the term. There’s no application process, there’s no approval process. Credit score has nothing to do with it. And we tripled our business the first year.
Jay Conner [00:09:48]:
So I know from over the years, getting the money for your deals is the number one thing that holds you up. And, you know, we make a big impact here in local eastern North Carolina. We’ve rehabbed over 475 houses. We’ve, you know, helped people with problems buying houses. But I knew that I could make a much bigger impact by writing this guide for people who can download it all over the US and Canada and even elsewhere. So what’s my reason? My reason is now a part of my life. I’m 62 years old now, in a part of my life where significance and impact are more important than money and anything else.
Richard Canfield [00:10:31]:
That’s one of the reasons why we have you on the program, Jay. That’s, that’s basically our, that’s our M.O. around here. So we’re big fans of that and how people show up and how we like to show up, for our listeners, for our clients. And so, you know, a lot of synergies there. What I really love about what you share about your story, that moment in time is, is something that would wripple, you know, if there was a doppelganger of Jay receiving that, you know, having that same phone call with the banker, and he just, you know, hung up. The thing is, like, oh, what am I going to do? I’m going to let a hundred thousand dollars of profits disappear. And I guess I’m out of, I’m out of the real estate business now because it just got too hard.
Richard Canfield [00:11:06]:
So there’s a whole other track of a story that could have been, but that didn’t happen because you chose the path of opportunity, and you went to work to figure it out. And that’s a unique signifying thing that I think our listeners should really take heed of. Opportunity shows up for you. And usually the biggest opportunities are when the biggest problems show up, whether it’s your problem or someone else’s problem. Once you can overcome and solve that problem, now you’re, you’re on the other side, and that’s when you know, you know, the sun shines very, very bright by doing that. So I really appreciate that story. The second thing really captured me. I love what you said about that time frame of 2009, the reason those credit lines froze, that was that that happened pretty much across the board, and a lot of the major banks all across the United States.
Richard Canfield [00:11:48]:
It had to do with the aftermath of the financial crisis and the bailout situation, and the property values were, were declining from an overinflated scenario. So there was this, there was this kind of whole like EB and flow trickle effect that impacted you on your deals in an un. Un. Characteristic unsuspecting way, if I’m being so bold as to say it that way. And, you weren’t the only one impacted. Thousands of thousands of people were impacted that way. And so we find ourselves in an interesting situation where, you know, we’re hearing some interesting stories about banking, you know, collapses and buyouts, and things happening presently at the time of this recording. And so there’s a little bit of that similar fear taking place again here, both in Canada and the United States.
Richard Canfield [00:12:32]:
So I’m curious, as you look at the opportunity for building the skill set of raising private money today, even in comparison to before COVID, what would you say about its value and its importance now, given the current economic climate?
Jay Conner [00:12:47]:
Given the current economic climate, as there is. There’s more liquid capital on the street. And when I say on the street, I mean in people’s back pocket, in their checkbook, there’s more liquid capital. Now, regardless of your political affiliation, here are the facts. There’s been more money printed in the basement of the White House in the current administration than ever before. So you’ve got all that. I mean, that’s been, that’s contributed, of course, to the inflation, you know, situation that we have. You got all this money.
Jay Conner [00:13:21]:
Well, the flip side benefit of that is you get all this money, and people are looking for a place to put it. So how does that tie into your question? How do I raise money? I’ve never asked anybody for money. Well, what I do is I put on my teacher hat. You know, the traditional way of borrowing money is you go to the bank or the mortgage lender or the hard money lender, and you get on your hands and knees, and you put your hands underneath your chin, you go, Please fund my deal. Please fund my deal. Right? Or I’m going to die if you don’t fund my deal. Right. By the way, I know you all have heard it.
Jay Conner [00:13:58]:
I digress here for a second. I know you all have heard it, but for goodness’ sake, I’m sick and tired of the gurus out there saying, Oh, just get the deal under contract. The money will show up. Have you heard that before? And I want to go, where is the money going to show up? Is it like going to rain out of a cloud? I can tell you why that stuff and that junk are taught. The reason that junk is taught about getting the deal under contract, the money will show up, is because somebody is selling a course on how to find a deal. That’s why they’re saying that. So that’s why I say get the money lined up first. There’s always going to be deals, always going to be deals.
Jay Conner [00:14:37]:
So get your funding. Line up front now. I’ll get back on course. So, back to that traditional way of raising, raising, I mean, borrowing money is you go to the bank, and you beg, right? So in this world, there’s no begging, there’s no chasing, there’s no selling. There’s no persuading. Instead of, instead of asking for a mortgage, we are offering a mortgage, right? So I teach people. That’s how I started. I started when I was going to have those two deals on the car, by the way.
Jay Conner [00:15:05]:
I closed both of those deals with private money, right? And so I teach peoplethere are three categories of where you find these private lenders: people you have some association with, or in your cell phone. Email is social media. And then I teach people how to expand their warm market. You know, your network is equivalent to and correlates with your net worth. And then there are existing private lenders. We’ll talk about how to find them if the show allows time. Anyway, I started teaching people what my private lending program was without trying to pitch a deal. I started teaching the opportunity.
Jay Conner [00:15:41]:
So I put my program together, right? What’s the interest rate? I’m going to pay a straight 8%. No origination fees. I’m going to pay 8%. You know, I’m going to give you. I’m on that note. I’m not going to borrow unsecured funds. You know, what’s the like. So I started teaching the program, and it takes 20 minutes to teach the program that I’ve put together to people that you’ve got some kind of relationship with.
Jay Conner [00:16:02]:
And then by the end of that, I promise you, if they’ve got investment capital and or retirement funds, they’re going to be saying, well, what do I do, just write you a check? No, they don’t write you a check because we’re going to back that note with the real estate. So they only wire funds either from their retirement account or their liquid investment capital directly to my real estate attorney or closing agent. Then we close. So, how do we attract it, Teach? Put on the teacher hat. What are you doing? You’re serving. You see, in this world of private money, there’s no rejection. You cannot be rejected if you’re not asking for the money, right? On a deal, right? So I’m teaching how they can get high rates of return safely and securely. They said, Wow, I want to do this.
Jay Conner [00:16:49]:
Or if they want to use their retirement funds, I’ll introduce them to me to write to the IRA representative that I refer all my private lenders to. They’re all set up to go. And then when it’s time for them to fund a deal, I never, I never pitch a deal. How in the world do I do that? I call them up, I say, I got great news. I tell them four things. I say I have a house over here in Newport, North Carolina, with an after-repaired value of 200,000. The funding required is 150,000. I know they got it; they already told me. And I’m closing next Friday.
Jay Conner [00:17:18]:
So you’ve got to wire your funds next Thursday. I’m going to have my real estate attorney email you the wiring instructions. You notice I didn’t say Do you want to fund the deal? That’s the most stupid question in the world I could ever ask. Of course, they want to fund the deal. They’re waiting for the phone call because they told me, a nd particularly if I introduced them to the self-directed IRA company. They’ve, they’ve, they’ve transferred their money over to the self-regulated IRA company. They’re not earning any money until they put it to work. They’re counting on me to put their money to work.
Jay Conner [00:17:49]:
So you see, what’s the first step in being successful and attracting private money? You’ve got to own the real estate between your ears before you can own the real estate out there. It’s the mindset. No chasing, no begging. I’m teaching. Here we go. I got the money lined up. All right, let’s get the deals funded.
Jayson Lowe [00:18:11]:
And what do you see as some of the common mistakes that people make, you know, when they first kind of, you know, forge their way into lending their capital, you know, how often have you seen people, you know, make mistakes in that space where they.
Jay Conner [00:18:31]:
So, from the standpoint of the private lender. From the standpoint of the private lender, number one, if you’re interested in being a private lender, and I mean this money is written for the real estate investor that wants to borrow private money and teach private money. On the other hand, if you want to be a private lender and loan your money out, number one, don’t ever, ever loan money out unsecured.
Richard Canfield [00:18:56]:
Yeah. No promissory notes.
Jay Conner [00:18:58]:
Yeah. I mean, I mean, you can, it’s legal. Right. But for goodness sake, your, your, your, your recourse is a piece of paper.
Richard Canfield [00:19:08]:
Yeah.
Jay Conner [00:19:09]:
Right. So secondly, who are you doing business with? Right? I mean, how well do you know this person? I mean the operator, the guy or the gal running the show, really, as from the standpoint of a private lender, you’re really not investing in that piece of real estate, you’re investing in that person.
Richard Canfield [00:19:32]:
Right?
Jay Conner [00:19:32]:
Is really what you’re doing. Right. So where’s your level of trust? Where’s your level of confidence? Right? You know, I mean, I mean, pretty much, I’m not going to be. And I’m a private lender myself, right? I mean, private lending is beautiful. I mean, it’s passive. I don’t have to go find a deal. I don’t have to negotiate a deal. I don’t have to rehab a house.
Jay Conner [00:19:53]:
You know, I just sit back and watch the money get printed. But who am I going to do business with? I’m going to do business with, first of all, how well do I know them? I mean, I’m obviously not going to take a phone call or an email from somebody that I don’t know, and they pitch me a deal,l and I’m going to invest in it. I don’t care how lucrative it looks, right? Because I’m really not investing in that real estate. I’m investing in that person and their knowledge, and they know what’s going on. Now, here’s another red flag on the other side of the coin. Big red flag for you, our real estate investors, whether you’re brand new or seasoned or whatever. Let me tell you one of the biggest scams out there on the Internet right now. Private money scam.
Jay Conner [00:20:41]:
And here’s the private money scam. You get an email, or it shows up in whatever, your newsfeed or whatever. And here is a person, an individual, not an institution, a private lender. You know, here’s Max, you know, Max Money, Sam, whatever his name is, and he’s offering you money at only 3%. Well, there’s a red flag right there. Who’s going to loan you money at 3% in today’s economy, right? So he’s going to loan your money at some ridiculously low rate. And he, or he’s going to say no appraisals, know this, no that, no that. I’ll fund your deal in three days.
Jay Conner [00:21:20]:
Blah, blah, blah, blah, blah, blah, blah. And here’s the catch. You just have to send me a $1500 application fee, and I can get you all set up within about 48 hours, okay? You sent that 1500 bucey, Mac Sam is gone. Yeah, but so, but here’s how you know, you never, as a real estate investor, borrower, you never, never did I say never as a borrower, send money to a lender before closing. You never send them any money before closing. There’s no application fee and all that mess, right? So I mean my way, I mean my lands, the way I do private money, when I close on a deal, I never take any of my own money. Down payment money, the closing table, anyway, I always bring a check back home. I’m not taking money to the closing table.
Jay Conner [00:22:13]:
And how do I do that? Because I borrow more than I need. Right. Because there’s a lot of equity in these discounted houses that we buy. But while we’re talking about red flags and how to protect yourself, private lender, you’re investing in that person. Borrower, don’t you pay no, you know, junk application fee up front before you go to closing?
Richard Canfield [00:22:34]:
Those are great engines and users. Use your lawyer, make sure it goes through, you know, goes through the proper channels. You know, don’t, don’t drive over to some guy’s house and leave a check on the door and say, here you go, ‘s to fund that deal you told me all about.
Jay Conner [00:22:48]:
Exactly.
Richard Canfield [00:22:49]:
Yeah. I’m glad to hear your commentary on things like the promissory notes. I mean, you know, when a real estate market starts getting really hot and things are happening, everyone who wants to get in on, get in on the deal, whatever the deal is, and then that’s what you start to see happen. I’ve even heard of a lot of even real estate coaches who are then doing deals with people that they’re coaching, but they’re doing the deals, raising private money from students using promissory notes, not even securing on title. And if you’re coaching someone to be successful in real estate, you’re not even coaching them to take security on the deal that you’re, you’re helping them get involved with. I mean, that to me is a pretty big red flag.
Jay Conner [00:23:26]:
You reckon?
Richard Canfield [00:23:28]:
Well, I love it. What one thing I’m really curious about is, you know, you, you mentioned, you know, again, seasoned investors versus the newer investors. Just because we have so many listeners on our program, some people are just getting excited about getting into real estate. You know, if you’re new, maybe you’ve got one or two or three doors, you’re kind of at that state, and you’re looking to grow. Maybe you started, you tapped out your current banking relationship. You already had that call with Steve, and Steve’s like, I can’t get you any more money. And you’re, you’re looking at moving into the private money space. You know, what would you say about helping that person have the confidence? Maybe, or the, or maybe, maybe they’re.
Richard Canfield [00:24:05]:
Because they’re still new in the game. Maybe they don’t have enough years under their belt of experience. What kind of tips and tricks would you give them to help them get, get what they need so they can start having those teaching conversations? Appropriately. So again, they’re not chasing, not asking for capital, but they’re, but they’re setting themselves up in the best position so that the capital will begin to flow.
Jay Conner [00:24:26]:
Richard, I love your question because there’s one word in your question that is critical. The word you said was confidence. So, first of all, nobody’s going to loan you money for your real estate deal unless you believe in yourself and your deal and your private lending program to start with. I mean, you’ve got to believe what’s going on here. You’ve got to be passionate, right? You’ve got to be passionate about what you’ve got going on. Look, people are attracted to passion, right? People are attracted to people who know what they’re talking about. So you’d better know what you call you’re talking about. Well, how are you going to know what you’re talking about? You need to know your private lending program, which is a duplicate model that you teach other people.
Jay Conner [00:25:16]:
You need to know your program inside and out. Like you can just talk about it in your sleep. Right now, I’ve got a beautiful PowerPoint that, if you can read, it works, right? And it takes like 20 minutes to go through it, and it teaches the private landing program. But if you’re eating fried chicken and pork barbecue and coleslaw at Smithfield’s Barbecue Chicken Joint after church on a Sunday, you ain’t going to have your PowerPoint and your laptop on the fried chicken table, right? So you need to be able to have,ike, just a little casual, fluid conversation about what you do. You know, I love did you know? Questions. I love Did You Know Questions. It’s a great conversation starter about private money. For example, here’s one of my favorite did you know? Questions.
Jay Conner [00:26:09]:
So, Jason, you look like you would enjoy fried chicken. I’m not sure. But anyway, let’s say you and I are hanging out there at Smithfield’s Fried Chicken, and we’re eating along, and I say, Jason, and let’s say, let’s say you don’t know, Harley. I mean, you know, I invest in real estate or whatever, but you don’t know how I fund my deals, right? So we’re, you know, we’re right there, you know, chomping on a chicken leg and, you know, we’re talking about what’s going to happen this coming week. And then I say, Jason, did you know there’s a way that people can earn unlimited money per year, tax-free? And of course, you’re not going to be the answer to that question because where in the world can you go and earn money, Unlimited money, tax-free? And of course, you almost say, what? How do you earn tax-free money? Well, my next did you know? Question is, I say, I mean my next question, I said, well, have you ever heard of self-directed IRAs? And of course you haven’t. 99% of the people walking around, he never heard of, I say, and I say, well, and now here I go. I mean, here, now I’ve got the door open, I opened the door, you stepped in.
Jay Conner [00:27:13]:
And now I can say, we’ll show you know, self-directed IRAs are a great vehicle that hardly anybody knows about. Financial advisors don’t know about it because there are no commissions in it. If you have retirement funds, you can transfer them over. And if you’ve transferred over, you got a Roth IRA, you can be a private lender and invest in real estate and earn unlimited money per year with no tax effect, no penalties, nothing. And so we talk about self-care IRAs, you know, did you know? Questions. So, back to the question. A brand new real estate investor hasn’t raised any private money. Number one, get your thinking straight.
Jay Conner [00:27:53]:
You’re not asking, you’re not begging, you’re not chasing, you’re teaching, right? And I’m talking about in your warm-up, we haven’t talked about existing private lenders. You don’t teach existing private lenders anything because they already know what a private lender is, right? You ain’t going, you ain’t teaching an existing private lender your private lending program because they’re already doing it, right? So you teach, teach people in your warm market, teach them your program, and hey looky here. Now don’t make this mistake. Don’t be teaching your private, your, your potential private lender, your program. And in the same conversation, talk about the house you got at 411 Chatham Street that’s under contract, that you need funding for. You’re already begging and sounded desperate, and you didn’t even mean to because I told you not to sound desperate. Well, you’re already desperate because you combine the conversation of the program, and now you’ve got this deal under contract.
Jay Conner [00:28:53]:
So we separate. How do you think I learned all this stuff? Because I screwed it up to start.
Richard Canfield [00:28:58]:
With it, you learned you have this unemployable shirt on, but I bet you in your closet, there’s a school of hard knocks shirt that you probably have as well.
Jayson Lowe [00:29:05]:
It’s so Richard, one of our, one of our late mentors, he said, this was years ago, he said, do you know, you know how you become a really, really good lender, and we said, no, how do you become a really good lender? He said, Be a bad one.
Richard Canfield [00:29:25]:
Exactly.
Jay Conner [00:29:28]:
That’s right. That’s right. I’m a really good one. So, I don’t know how we got off on that. But anyway, we separate the conversations of teaching the program and then, you know, they tell us how much they got. Is it retirement funds? Do we need to introduce them to our company so that we recommend using them as your self-directed IRA, you know, third-party custodian? Anyway, so they got their money lined up to go. I know how much they got.
Jay Conner [00:29:58]:
And then I call them up, and I do that little script that I did a few minutes ago, and I say, I got great news. I can now put your money to work. And I’m not asking them do they want to fund this deal. I mean, you know, it’s like it’s just a natural progression. I taught you what private money is. You love it, you’re all excited, you want to get going, right? By the way, they always have more than they tell you. I got a private lender by the name of Terry. That’s all the name I’m going to give because I know how you are, right? So I have this private lender, and Terry has been loaning me money for quite a while.
Jay Conner [00:30:37]:
And that’s all she had. That’s all she had until Tuesday of this week. Lo and behold, here’s another $250,000. How fast can you put it to work? Well, I put it to work today, and I brought home a check for $50,000. Because we always bring home a check when we buy. Who wants to get paid to buy houses, right? So anyway, that’s back to that confidence thing. Know the program you’re teaching, you’re not asking, you’re not begging. But like, back to the fried chicken story, it’s got to be a conversation, right? And look, it doesn’t take long to get this down.
Jay Conner [00:31:17]:
There are only 14 talking points, and all of them are short, right? Yeah, that. You just talk through the talking points and, you know, there you go.
Richard Canfield [00:31:26]:
Well, well.
Jay Conner [00:31:27]:
And by the way, I’m sorry this comes to mind. And again, here’s the deal. I hear this all the time. I know you have heard it. I hear this all the time. New real estate investor says Jay Connor, who in the world is going to loan me money? And I’ve never done a deal before in my life, right? Well, here’s the answer. And here’s a writer downer, as we say here in North Carolina, if you don’t pay them, the property does. Now, they don’t want the property back.
Jay Conner [00:32:00]:
Right? They don’t want the property. That’s why they’re a private lender. But you see, we don’t borrow more than 75% of the after-repaired value. I didn’t say 75% of the purchase price. And by the way, all that’s in the money guide for the download. But since we only borrow 75% of the after-repaired value, then, you know, if you screw up and you’re going to, you’re going to screw up. I mean, I’ve done 475 rehabs, and they never come in on budget. So that’s why the magic is not in estimating repairs.
Jay Conner [00:32:30]:
The magic is in the offer that you make on the house. But I digress. But you know, if that deal goes sideways, then your private lender has got a ton of equity, right? We got, we call it a 25% equity cushion to where, if the house needed to be liquidated, then your private lender can be made whole. That’s back to looking after your private lender. But let me also comment on what I just said. And that is, if you’ve never done a deal before, then for goodness’s sakes, don’t do it by yourself, right? I don’t care how many books you’ve read, I don’t care how many seminars you’ve been to. You’d better have a mentor or a coach, or a seasoned investor in your local market, who will work with you on that deal. Hey, look, here’s the deal.
Jay Conner [00:33:20]:
You’re gonna pay for your education one way or the other, and you do not want to pay to go to a seminar that you did not intend on going to. Trust me.
Richard Canfield [00:33:29]:
Yeah, we’ve, we. I’m pretty sure Jason and I could both put our hands up in regards to the seminars that we’ve had. We’ve paid for it unintentionally within our time frame. And you know what I love about this is that as people are listening to this episode as it goes live, obviously, you might want to consider getting some stock in the fried chicken establishments that, you know, anyone who’s a listener that actually owns a fried chicken establishment, you could send the checks to Wealth Bay Street. So we were happy to support your business in that endeavor, but, you know, as you’re talking about that, I could just picture that conversation happening, by the way, down in Eugene’s Fried Chicken down in Alabama, which is absolutely amazing. We love that place. Shout out to Eugenes, you know what, what’s really cool about this, something that you centered on, you said several times. It’s something that’s similar to what we use when we talk about how we help people in our process.
Richard Canfield [00:34:19]:
But you, you really emphasize the program. And I think to, to expand on that, I’m going to give you what I, what I interpret as it runs through Richard’s brain filter, and I’m going to shoot it back out, and you just tell me if I’m on base or not. Jay, the program really is a set of guidelines and steps about how you go about doing your deal so that the deals themselves, when it comes to the raising of capital, are systemized. They are, they are similar systemized. In other words, you know, you know, real estate deal A and real estate deal B don’t have different lending rules and lending this and lending that. So you’ve got everything systemized, whether it’s the repayment, how the repayments work, the time frame of the loan, how long capital’s tied up for, and how you’re going to go about delivering ongoing cash flow payments. All of that’s part of the systematic aspect that’s built into the program. Am I on track?
Jay Conner [00:35:12]:
I wish I could have said it that clearly. Yes, yes, your filter gave me beautiful 9 1/2 pH water. That was great. So, yes, that’s it. Right on. I mean, because, and here’s an example of what you just said. I got Ray over here as a private lender, and then over there, I got Terr, who I mentioned is a private lender. Guess what? Ray’s program with me is the same as Terry’s program, right? I don’t negotiate, man.
Jay Conner [00:35:52]:
I’ve heard this, for goodness’s sake. I don’t negotiate on the rate that I’m going to pay. I am an equal opportunity borrower. Okay? There’s a right or a downer. I never thought of that in 20 years. So right now there’s an equal opportunity borrower, meaning everybody’s got the same opportunity. And that way, I mean, people talk, right? And by the way, when you start attracting private money, which you will very quickly, I have students all the time getting at least $500,000 in private money in less than 30 days from just starting to implement. But the thing of it is, number one, they already have more than.
Jay Conner [00:36:30]:
They always have more than they tell you. And they refer other private lenders, new private lenders to you, right? But the deal of it is, yes, everybody’s treated the same. The only Thing different is two things. The only difference is two things between private lenders. Number one is the interest rate I pay. So the interest rate is either 8% or 10%. So I pay 8% to private lenders that are loaning money, and their mortgage or deed of trust is in first position. Right? Because you can have multiple private lenders secured by the same piece of property.
Jay Conner [00:37:04]:
So, a junior lien position or second position, or second mortgage. I use smaller amounts of money, such as $50,000, 40,000 for rehab money. Right. Well, I’ll pay 10%. So the. It’s either 8% or 10%, and that’s just depending on the position. The program didn’t change, the system didn’t change. It was what position of the note was in.
Jay Conner [00:37:26]:
And the only other thing that changes from one lender to the other is how often they are paid. And guess what? They get to pick. They get to choose how often they’re paid. I mean, I’ll have. If I’m doing a fix and flip and I’m only going to be using the money for six to nine months, I’ll say, well, you’re going to earn the same money whether I write you a check every month or we just let the interest accrue and I just write you one big interest check, you know, at the end of the deal. But I’ve got some private lenders who are elderly, a nd they need the monthly income. I mean, they invest. I have one private owner who has a million-dollar investment capital, $1 million.
Jay Conner [00:38:06]:
And he and his wife are retired school teachers. Right. Well, guess what? They’re living off one million dollars invested with me. They’re living off of that, along with their Social Security and a little bit of teacher retirement. But let me tell you what, they are living the dream, having a million dollars with me because, you know, they’re getting those high rates of return. So anyway, yes, same program, same system. Everybody’s treated equally.
Richard Canfield [00:38:36]:
Love it. Yeah, very clear, Rich. Well, I want to thank you for coming on the program, Jay.
Jay Conner [00:38:44]:
It’s not over, is it? It’s not already over, is it?
Richard Canfield [00:38:47]:
Time flies. You, you, you mentioned we’re going out for fried chicken. Yeah, fried chicken.
Jay Conner [00:38:53]:
God is going on that.
Richard Canfield [00:38:54]:
Now, when you said that, you know, everything’s the same for each divide. I heard in the back of my head one of our mentors, the late R. Nelson Nash, saying, Sameyy, say me. That’s how you would describe it. And so, you know, how’s the deal for that go? Sami? Sami, Right. And, and I. The nice thing about this is that the language is very simple. It is comical, and it gets people to connect with what you’re doing. And so again, those are, that’s just one thing that we learned from one mentor, just in how he exercises verbiage and communication.
Richard Canfield [00:39:25]:
And when you’re talking about the ability to communicate and teach these deals, that’s some of the skill set and the learning that you’re going to be doing as you go out there and do it. But if you don’t have the conversation, you’re not going to learn squat. So you’ve got to start having those conversations, I think, is a key takeaway. And make sure to get a copy of Jay’s download there. We’re going to. Again, we’ll put the link down in the show notes. Our final question for you is, Jay and I, I really want to just know, have you opened up on this a little bit? You know, although you showed up today without a cape on, you are wearing an unemployable shirt, which is just almost as cool.
Richard Canfield [00:39:55]:
And so you may not, you know, you know, show up to your podcast studio every day and think, I’m a superhero today, but every time that someone downloads your ebook, every time that someone reads your other book, where to get the money. Now, anytime that someone does those things, you’re showing up as a hero for them in their world because you’re teaching them a way to create more freedom in their life, and to share a bigger impact. So our question for you is, who do you most want to be a hero to?
Jay Conner [00:40:26]:
I want to be a hero to a person who wants to serve and give back. This game of and it’s not a game, it’s a business. But this business of real estate investing, it’s not first about the money. And I’ll tell you why it’s not first about the money. Every time I’ve been involved in an opportunity or a business and my primary focus, or my only focus, was making money, I failed miserably. In fact, I failed so miserably, I never got off the ground. I never got it launched right. Because when it’s only focused on the money, who are you focusing on? You’re focusing on yourself when you’re only focusing on the money.
Jay Conner [00:41:16]:
This business is not primarily about the money. This business is a people business. And for goodness’s sake, there are so many people to serve. And when you put serve first out there, you go. You ain’t got to worry about yourself. If you’ve got a smart business Plan. Of course, you’ve got to have a smart business plan, right, for it to work. But when your focus is on the other person, everything else falls into place.
Jay Conner [00:41:43]:
Who am I talking about? Well, we ain’t buying nothing these days in the multiple listing service from Realtors because ain’t nothing in there. We’re buying all of our deals. And we have since the start of COVID from for sale by owners. Those are people, those are real people. And those real people have got problems, or they wouldn’t be responding to your marketing, so you can offer a solution. Right. It’s about understanding where they are coming from. I mean, they wouldn’t be reaching out to you unless there were some kind of distress going on, you know, most of the time.
Jay Conner [00:42:15]:
So you’re there to help these people.
Jayson Lowe [00:42:16]:
That’s right.
Jay Conner [00:42:17]:
For example, I was talking to. I wasn’t. My acquisitionist was talking to a seller a couple of weeks ago, at 123 Paradise Circle is where their house is located. And she was talking to him and came to find out, just lost his spouse. The spouse had just died. They’ve got financial stress coming on, but for other reasons, they can’t move out of the house until August. So they said, but we can’t sell to August. I said, yeah, we can.
Jay Conner [00:42:45]:
Do you want to sell now and still stay in your house for free with no rent for the next few months? So we fixed the problem by understanding what the problem was. Right. This is a people business, private lenders, right? They’re looking for a safe place to put their money. Those are real people that you’d better be looking after and taking care of. Right. And then there’s all the other people that you work with, you know, your contractors, your assistants, you know, and so who am I looking to make an impact with and to serve somebody that is interested in the other person first. I was riding down the road the other day with a dear friend of mine.
Jay Conner [00:43:24]:
We’ve been going to church together for over 20 years. We’re running down the road. And he says, Jay, I’m confused. I said, What are you confused about, Neil? He said, When is enough enough? I said, I think I know what you mean by that question, but tell me what you mean. He says, Well, how do you reconcile the scripture in the Bible that says when the apostle Paul says to be content? I said, Oh, now I understand the question. I said, Neil, Enough is never enough when it’s not about you. Yeah.
Jayson Lowe [00:44:00]:
So well said.
Richard Canfield [00:44:01]:
Beautiful. Love it.
Jay Conner [00:44:02]:
Great.
Jayson Lowe [00:44:03]:
And to all of our viewers watching the episode on YouTube’s playlists, it just showed up thanks to our amazing editing team, whom we give all the credit to in every episode. And make sure you click that next video. Continue that journey of learning. That’s really what this is all about. And we can’t thank Jay enough for being with us, and we’ll certainly definitely going to have him back. Have an expanded conversation on fried chicken and and we can talk about some of the points in the book while we’re eating.
Richard Canfield [00:44:33]:
We might, we might even raise some private money to buy a chicken joint.
Jayson Lowe [00:44:37]:
And so Jay, thank you sincerely, and to all our viewers and listeners, make the rest of your week outstanding. This was fantastic. Thanks, Jay.
Jay Conner [00:44:44]:
Thank you.
Narrator [00:44:46]:
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.
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.