Proven Techniques to Secure Private Money in 90 Days with Jay Conner

***Guest Appearance

Credits to:

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

"The Art of Raising Capital"

https://www.youtube.com/watch?v=oo0HNrZOvtI 

If you’re a real estate investor or developer wrestling with the age-old question—how do I find funding for my deals?—You’re not alone. Most of us start in the same place: we turn to banks, endure rigorous credit checks, and cross our fingers that the funds come through. But as veteran investor Jay Conner shared in his interview with Eugene Gershman, there’s a better way: Raising Private Money.

In this episode, we’ll break down Jay’s method for leveraging private lenders—a system that not only allows you to fund deals quickly but puts you firmly in the driver’s seat.

The Bank Shutdown That Sparked a Change

Jay’s journey into private money began out of necessity. For years, he’d relied on banks, but in 2009, his line of credit was abruptly closed. With deals under contract and no financing in sight, he asked himself, “Who do I know that can help?” That call led him to the world of private money, where individuals, often using their retirement funds, can invest in real estate for higher, safer returns.

Don’t Beg for Money: Teach Instead

One of Jay’s core philosophies? Don’t chase money—attract it by teaching. Instead of pitching individual deals with desperation, Jay developed a private money “program.” He educated potential lenders on what private money is, how it works, and why it’s mutually beneficial—all before bringing any specific investment opportunity to the table.

By wearing his “teacher hat,” he positioned himself as a knowledgeable, trustworthy guide rather than someone begging for help. This simple shift allowed him to raise over $2 million in 90 days.

The Secret: Separate the Funding Conversation from the Deal

Jay Conner emphasizes that the worst time to raise money is when you need it urgently for a deal; desperation has a scent that savvy investors can detect. Instead, he recommends cultivating interest in your program beforehand. Explain your investment approach, outline your terms (like 8-10% interest, first or second lien position, borrowing up to 75% of after-repair value), and show potential lenders how their money is protected.

When a deal arises, you call with “great news”—not a desperate plea. The money is already pledged, and investors are ready and waiting.

Indirect Outreach: Ask for Referrals, Not Funds

A genius part of Jay’s approach is the indirect ask. Rather than pitching investments directly, he’d connect with well-networked locals (like the town’s original Zenith TV dealer!), share that he’s helping people earn high rates of return, and ask for referrals. More often than not, people would express interest themselves or spread the word to their circles.

This reflective, relationship-driven technique allowed Jay to build a network of 47 private lenders, most of whom had never even heard of private money lending before he educated them.

Scaling Up: From Small Deals to Millions

Is this approach scalable? Absolutely. Whether you need $500,000 or $10 million, Jay’s model works by adapting your outreach. For example, he’s raised nearly a million dollars in a single luncheon by teaching his program to a room of community influencers. He regularly uses presentations, podcasts, and word-of-mouth to reach potential lenders, rather than relying solely on one-on-one conversations.

The Role of Self-Directed IRAs

A powerful hack in the private money world is using self-directed IRAs. Many investors have retirement funds languishing with low returns. By educating them on how to use these funds for private lending, J