Adapting to Market Disruptions: Strategies for Long-Term Success in Real Estate Funding

***Guest Appearance

Credits to:

https://www.youtube.com/@HuttyBuddy 

"Unlocking Private Money in Real Estate: A Deep Dive with Jay Conner"

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

  In today’s highly competitive real estate market, one question continues to baffle both new and experienced investors: Where do you obtain the funds to consistently finance deals—especially when banks and traditional lenders pull back? For Jay Conner, famously known as "The Private Money Authority," the answer is both simple and revolutionary: private money.

On a recent episode of Kevin Hutty’s show, Jay shared his captivating journey from banking dependency to raising over $8.5 million in private money, plus practical tips for anyone eager to break free from the whims of institutions. If you’ve ever dreamed of funding your real estate deals without begging banks or battling red tape, Jay’s story offers both inspiration and a blueprint for success.

The Turning Point: From Bank Cutoff to Opportunity

Jay started as most do—relying on banks, jumping through hoops, and feeling at their mercy. All that changed in 2009. In the aftermath of the financial crisis, his trusted banker abruptly cut off his line of credit, despite years of flawless payment history and a stellar credit score. The common advice that every problem is an opportunity felt trite—until Jay turned it into one.

Instead of resorting to panic, Jay asked himself, “Who do I know that can help fix my problem?” This led him to a friend already using private money. That friend introduced him to the world of self-directed IRAs and private lending—individuals who invest their own capital or retirement savings in real estate, outside of Wall Street’s volatility.

The Mindset Shift: You’re Offering an Opportunity

Jay’s approach to private money is refreshingly different. Forget the clichés of begging, selling, or pitching deals. The real key is education. Jay explains, “Own the real estate between your ears.” Shift your mindset from supplicant to opportunity provider. You’re not asking for money—you’re offering an exclusive investment.

The process starts by separating teaching from asking. He shares the “good news” phone call script with would-be lenders—never pitching a deal, but rather informing them of an opportunity their funds are suited for. This transparency and respect for the lender’s position have enabled Jay to build a network of 47 private lenders, none of whom had even heard of private lending before he educated them.

How Private Money Works in Practice

Skeptics may wonder: “Is it possible to buy property without any of your own money?” 

Jay lays out a crystal-clear example:

Consider a home with an after-repair value (ARV) of $200,000. Suppose the purchase price is $100,000, and the rehab will cost $35,000. Jay borrows 75% of ARV ($150,000) from a private lender. At the closing table, $100,000 goes to the seller, $35,000 covers rehab, and Jay walks away with a $15,000 buffer—for carrying costs or as a cushion—without ever dipping into his funds. When the house sells for its full value, everyone profits, and the investor’s cash flow remains strong.

Systematizing and Scaling with Technology

Today, Jay spends less than 10 hours a week on his business, thanks to smart automation and delegation. His CRM automatically follows up with leads; AI tools send timely texts; his acquisitionist manages seller conversations and negotiations; and detailed processes ensure he only focuses on value-add decisions. This frees up more time to scale, strategize, and, as he puts it, "lead with a servant's heart."

Key Takeaways for Aspiring Investors

• Mindset is everything: You’re not begging—you’re presenting an