Raising Private Money with Jay Conner

***Guest AppearanceCredits to:https://www.youtube.com/@scalablerei                     “#62 Mastering the Art of Raising Private Money with Jay Conner”https://www.youtube.com/watch?v=wT7aLflhpVg&t=2s The journey of a real estate investor is filled with challenges and opportunities, but one challenge consistently stands out: securing funding. In a recent episode of Scalable Real Estate Investing, expert investor Jay Conner shared his story and insights on how private money can transform the trajectory of a real estate business. Partnering with host Mason Klement, they peeled back the layers of what it really takes to raise and leverage private capital.The Shift from Traditional Lending to Private MoneyFunding real estate deals with bank loans is a common starting point, but it can be a risky bottleneck. Many investors, including Jay Conner, have learned the hard way that banks can pull lines of credit suddenly, putting deals and profits in jeopardy. This kind of wake-up call can turn a problem into a golden opportunity—if investors are willing to explore alternatives.After experiencing this himself, Jay Conner pivoted to private money, assembling a network of individuals willing to lend directly on his deals. Unlike hard money lenders—who often broker funds and charge points—private money involves direct relationships with individuals. The process is not about pitching deals but educating potential lenders about the advantages and mechanics of private lending.Building Relationships and Teaching the Private Lending ProgramSuccess with private money isn’t about desperately searching for cash once a deal is in hand. Instead, Jay Conner recommends that investors make “the money comes first” their mantra. By having funds lined up and “pledged” before making offers, investors gain confidence and negotiating power. This approach fosters a mindset of opportunity rather than urgency.The foundation of raising private money is relationship-based. Investors should start by reaching out to their warm market—friends, colleagues, and acquaintances. These are people who know, like, and trust them, making the transition from conversation to funding more natural. The strategy includes teaching these contacts the private lending program, covering the basics: the interest rate offered, the length of the loan, how the lender is protected, and other pertinent details.Jay Conner advocates never directly asking for money. Instead, the focus should be on informing and educating. By outlining how the process works and the security involved, potential lenders often end up eager to participate, excited by the opportunity for higher, safer returns that traditional investments fail to offer.Structuring the Deals for Safety and SimplicityA major selling point for private lenders is security. Lenders receive a promissory note collateralized by the property—usually in the form of a deed of trust or mortgage. They’re also named on the insurance policy and title, protecting their interests comprehensively. Importantly, funds are always wired to a closing agent, never directly to the investor, ensuring transparency and safety.In structuring these deals, Jay Conner uses a conservative approach, never borrowing more than 75% of the property’s after-repair value. This provides a significant equity cushion, protecting lenders if market volatility impacts resale prices. These practices, combined with the option of interest-only or deferred payments, result in win-win scenarios for both the investor and their lenders.Finding More Private Lenders and Scaling UpBeyond personal contacts, investors can expand their networks through organizations l

***Guest AppearanceCredits to:https://www.youtube.com/@CanadianRealEstateChannel                    “Secrets Of Rich: Use Other People's Money | Jay Conner.”https://www.youtube.com/watch?v=WnXWripgNVM&t=91s For many real estate investors, accessing capital is the key to taking advantage of opportunities and scaling up their portfolios. But while traditional banks and mortgage companies have long dictated the rules of borrowing, a different path exists for those ready to take control: private money lending. This approach offers an investor-centric alternative that can create bigger profits and enable greater agility in today’s competitive real estate environment.Private money, as explained by Jay Conner on a recent guest episode with Matt McKeever, is all about borrowing directly from individuals—often referred to as “mom and pop” or “relationship money.” Unlike institutional hard money lenders or banks, private lenders are everyday people, sometimes even within your existing network. The difference? Instead of jumping through endless hoops and paying high fees, private money lending lets you set the terms and structure deals for mutual benefit.Jay Conner’s personal real estate journey showcases the potency of private capital. Starting in a small community, he and his wife transitioned to using private funds after getting cut off from banks in 2009. Within 90 days, he raised over $2 million from private sources—leading to a tripling of his business within the first year. Since making the shift, he’s not missed out on a single deal due to a lack of funding.The advantages of private money go far beyond just providing cash. Unlike equity partnerships or traditional JVs, which may require sharing profits and decision-making, private lending is structured as debt. This means you keep full ownership and control while offering the lender a secure, collateralized investment. For those worried about credit checks or borrowing limits, private money is a game-changer—you can borrow as much as you can manage, from as many lenders as you connect with, across the country or even internationally.One of the most compelling features: the ability to borrow more than just the purchase price. It’s common practice to roll rehab funds and even equity into the loan, which provides flexibility and improves cash flow for the investor. Many deals can be funded with no out-of-pocket money, allowing you to be paid at closing and cover renovations without dipping into personal reserves.While hard money lenders have become a mainstay for some, their terms can be punishing—often charging double-digit interest and expensive points, with strict timeframes for payback. Private money typically comes with much friendlier rates and terms, minimal fees, and no extension penalties. Most importantly, the process is relationship-driven, allowing you to create win-win solutions and close deals quickly—sometimes within just a week.The next logical question is: Why would someone want to lend privately? The answer lies in the security, return, and certainty that the investor’s offer provides. Typical alternatives for savers—like certificates of deposit—offer paltry yields, while the stock market’s volatility sends many seeking more predictable opportunities. Private lending offers borrowers high, reliable returns, secured by a physical asset with a conservative loan-to-value ratio. These features make the offering attractive to those with idle cash or retirement funds.Building your private lender network may seem daunting, but your warm market—existing contacts, friends, club members, or professional acquaintances—is filled with potential candidates or referrals. Rather than pitching or beggin

If you’re seeking inspiration for your own real estate investing journey, look no further than the story of William Palmer. Featured on Raising Private Money with Jay Conner, William’s path demonstrates that you don’t need a privileged background or years of industry connections to achieve success in real estate investing. His story sheds light on the practical challenges new investors face, and more importantly, on the mindset shifts and relationship-building strategies that can propel you forward.William started in the United States Marines and later transitioned into law enforcement. Like many, he found his world shifted dramatically during the pandemic, which brought his law enforcement career to a standstill. It was during this period that he first discovered real estate by listening to podcasts—a testament to the power of learning and adapting, even in uncertain times.His entry into real estate was far from glamorous: he purchased his first out-of-state property sight unseen, using his own saved capital. However, very quickly, he recognized the limitations of relying solely on personal finances. He didn't want to wait years to scale his business one small deal at a time. Enter private money: a critical concept he picked up through a coaching program. This approach would end up transforming his trajectory.For new investors, raising private money often feels daunting—especially when you don’t yet have a significant track record. William’s confidence grew out of necessity; he quickly ran out of his own funds after his first investment. But rather than let that become a roadblock, he leveraged his network. The key was simply asking people he already knew if they could introduce him to anyone open to lending on real estate. He emphasizes that protecting the privacy of potential investors is critical; instead of soliciting funds directly, he began with relationship-building.One of William’s first significant breakthroughs came over a simple cup of coffee, when a referral from his network offered to lend him $250,000 after a straightforward conversation. Notably, William did not have a specific deal on the table during this discussion. He focused on building the relationship, sharing his process, and demonstrating the reliability and values that he—and his family—were known for locally. His approach was never about pitching a deal or pleading for funds. Instead, it was about teaching, sharing, and creating trust.Jay Conner highlights a similar approach in his own lending experiences: never lead with the deal, always lead with education and transparency. This method not only builds credibility but ensures that potential investors feel comfortable and informed rather than pressured. By educating rather than selling, both William and Jay have been able to cultivate pools of private lenders who trust them, time and again.Beyond single-family rentals, William expanded into mobile home parks, recognizing their unique stability, especially during economic downturns. These parks tend to be resistant to recessions, often increasing in occupancy and rent even when other real estate assets struggle. There are a variety of income streams—from just owning the land to providing additional amenities like laundromats and storage. However, it’s important for new investors to properly understand how banks evaluate these parks—usually based on lot rent, not the combined rent of the lot and trailers—along with regional regulations and depreciation schedules. William’s own mobile home park journey saw him using private money to acquire an underperforming asset, then increasing rents and refinancing to maximize returns.One recurring theme in William’s story is the importance of mindset. Many prospective investors are held back by fear or feelings of inadequacy. William encourages pushing past these initial doubts—through education, mentorship, and simply by leaping. Joining real estate

When it comes to achieving true financial freedom, there’s a vast difference between chasing hype and building a repeatable, trustworthy system. On a recent episode of “Raising Private Money,” Jay Conner sits down with Lane Kawaoka—an engineer turned real estate powerhouse—who has raised over $200 million in private capital and owns more than 10,000 units. Lane’s journey isn’t just impressive in numbers; it’s a how-to guide for investors ready to scale thoughtfully, avoid rookie pitfalls, and reach financial independence.From Corporate Engineer to Real Estate LeaderLane Kawaoka’s introduction to real estate investing wasn’t marked by overnight success. Instead, it grew from years of disciplined learning, starting with investing in single-family homes as early as 2009. Eventually, he transitioned from his high-paying engineering job to focus full-time on real estate, not because it was easy, but because he saw the power of repeatable systems. As Lane began raising private money, he relied on building strong relationships, first with friends and family, then expanding outward, always putting trust and alignment at the forefront.Breaking the Million-Dollar CeilingMany new investors gather their first million through hustle—buying rentals, flipping properties, and leveraging local relationships for their first private loans. But what gets someone to one million often won’t get them to ten million and beyond. Lane’s “Wealth Elevator” framework breaks down the journey into distinct floors. The first floor involves building a solid base through savings and owning rentals. The second floor ushers in accredited investor status, where access to more lucrative, risk-managed deals becomes possible. The third floor is where investors with $3–4 million net worth begin to focus on preservation, shifting from aggressive growth to capital protection and diversification into vehicles like T-bills, life insurance, and private money lending.Those in this second-floor space—the million to multi-million range—still need to take calculated risks. Simplistic “set it and forget it” strategies no longer suffice. Instead, these investors must evaluate deals with a discerning eye, balancing risk and reward as they work towards their ultimate financial freedom.Systematic Decision-Making and Honest ConversationsUnlike many in the industry who pitch investments by inflating numbers and projecting excessive optimism, Lane prefers a system-driven, data-first approach. When considering a deal, he and his team start by examining raw financials—rent rolls, profit and loss statements, and cap rates—without manipulation. They look for conservative assumptions, such as cautious reversion cap rates and realistic rent escalators, instead of painting a rosy picture.Importantly, Lane prioritizes transparency. He discusses not just why an investment could succeed, but openly points out possible risk factors. This willingness to “test the deal before looking at the answers” builds authenticity and long-term trust with investors. He draws a clear line: if a prospective investor requires constant reassurance or isn’t comfortable with the possibility of loss, private placements in real estate may not be the right fit.Alignment Over Aggressive PitchingThe essence of Lane’s capital raising philosophy is simple: alignment. He treats raising money as a process of mutual fit, not of one-way persuasion. Potential investors are encouraged to think carefully about whether their personal goals, timelines, and risk tolerance align with the realities of multifamily deals, private lending, or syndications. Lane’s team offers open communication and a clear-eyed view of both the protections and limitations of their investments. Rather than pushing for a sale, they aim for every investor to go in “eyes wide open,” knowing both the upside and the possible storms ahead.

In today's fast-paced real estate market, the key to scaling your investment business often comes down to leveraging the right tools and adopting a mindset for growth. On the episode “Taking Your Business To The Next Level Through Automation,” listeners are treated to a wealth of practical strategies, courtesy of Daniel Martinez, a seasoned real estate entrepreneur who’s participated in transactions exceeding $19 million.Daniel Martinez’s journey is a masterclass in using curiosity and grit to forge ahead in a challenging industry. Far from inheriting a ready-made portfolio or a family network of connections, Daniel Martinez built his business from the ground up, focusing on creative finance, private money, and tackling the messy deals many investors avoid. His ability to solve title issues, handle liens, and deal with heirs and complex transactions has set him apart. But what really stands out is his commitment to systematizing and automating his business processes, enabling him not only to close deals efficiently but also to scale sustainably.Central to Daniel’s approach is the use of technology, particularly automation. By implementing customized CRM platforms like Nytfire and integrating AI tools such as Originate AI, he has streamlined underwriting, lead management, and deal analysis. Automation in these areas liberates investors from being tied up in repetitive administrative tasks. Instead, automation pivots their energy toward building relationships, finding deals, and raising capital—the activities that truly move the needle.One clear takeaway for entrepreneurs is the importance of talking about what you do. Daniel Martinez highlights that if you’re not vocal about your investing activities, opportunities will pass you by. Private lenders and partners can only discover and trust you if they’re aware of your work and your approach. Consistent networking and sharing your business journey publicly—whether through social media, podcasting, or direct conversation—creates an ecosystem where trust and accessibility flourish.The episode also sheds light on the reality that there’s often more money available than deals. Many would-be investors have capital but lack the time or inclination to pursue opportunities directly. A strategic investor, therefore, focuses on building relationships with these capital sources in tandem with sourcing deals. For Daniel Martinez, raising private money was never about having a deal first; it was about having open-ended conversations that built trust over time. Automation supports this by making it easier to provide information, track communications, and stay organized as your pool of potential partners grows.Mindset emerges as another crucial element. The transition from believing you can’t raise private money to understanding you are a trustworthy steward of capital isn’t overnight. It’s a blend of honesty about your experience level, a willingness to learn from others—especially lenders who might have significant expertise—and the drive to keep improving. Early-stage investors are encouraged to start with simple transactions and work their way up, gradually building a track record they can leverage.When it comes to educating private lenders about complex or creative deals, clarity is non-negotiable. Daniel Martinez advises simplifying deal presentations so partners can easily digest the risks and rewards. Automation tools help by generating clear, consistent summaries and analyses for each deal, supporting better communication and confidence all around.Perhaps most inspiring is Daniel Martinez’s use of podcasting and content creation not merely as marketing but as credibility builders. Being visible, consistently present, and Googleable helps attract partners who are already halfway sold by the time they reach out.For real estate investors seeking to elevate their business, embracing automation isn’t just about saving time—it’s abou

In the ever-evolving world of home services and small businesses, generating a steady stream of high-quality leads is key to scaling, maximizing revenue, and ultimately creating a sellable business asset. This challenge, however, trips up countless business owners, leaving them at the mercy of inconsistent work schedules and unpredictable growth. The insights shared by Phil Risher, founder of Phlash Consulting, on the "Raising Private Money" podcast reveal the exact systems that have helped companies consistently fill their pipelines, triple profits, and achieve premium buyout multiples.Phil Risher’s journey from paying off $30,000 in student loans and saving $60,000 by age 25, to leading a local duct cleaning company through explosive growth, and finally building a seven-figure digital marketing agency, provides invaluable lessons for service-based businesses. His expertise has been acknowledged by outlets like Forbes, CNBC, and Business Insider, making his findings particularly noteworthy for anyone looking to scale their company.At the heart of Phil’s approach is understanding that success is rarely tied to having the best product or the most talented team. It hinges on establishing robust systems for visibility, conversion, and follow-up. Phil emphasizes that the most important growth levers for any home service company are: bringing in new customers, converting leads into paying clients, and retargeting past clients to maximize lifetime value. These three pillars are foundational for creating a business that is not only profitable but attractive to potential buyers and investors.To start, getting new customers in the door is all about visibility. Most home service businesses rely heavily on Google searches, but being present in multiple search areas and advertising platforms is crucial. Many companies make the mistake of blindly spending money on digital ads without understanding their true return on investment. Phil points out that without tracking the effectiveness of ad spend, businesses can throw away thousands each month, praying for leads rather than strategically cultivating them.The second growth lever is conversion. Generating leads is just the beginning; converting those leads into actual sales requires a thoughtful and systematic approach. Phil’s team establishes lead nurture sequences that combine instant text and email follow-ups, turning cold website inquiries into engaged, warm prospects. Automations like requesting a photo of the project or issue can immediately move the conversation forward and prompt action from the prospect, increasing booking rates dramatically. Data from Phil’s work suggests that setting up automated nurture sequences can boost booking rates from an industry average of 42% up to 62%, all without increasing spend on ads.Retargeting is the third essential pillar and often the most overlooked. Businesses already possess a goldmine in their existing client database. These customers know, like, and trust the brand, making them ideal candidates for repeat business. Phil’s two-step email playbook involves monthly email newsletters tied to a seasonal content calendar, followed up by targeted offers to those who engage. Coupled with occasional text message marketing, these tactics keep a business front-of-mind and drive extra revenue with minimal extra cost. In one case, a client implementing these strategies saw an additional $257,000 in revenue over a year, solely from email retargeting.Beyond lead generation and conversion, Phil Risher highlights the importance of tracking key metrics: booking rate, close rate, average ticket size, and customer acquisition cost. For businesses aiming to double their sales, focusing on month-over-month improvements in these four areas provides clarity and direction. Phil recommends picking one metric each month to optimize, ensuring consistent

***Guest AppearanceCredits to:https://www.youtube.com/@BucksOutsideTheBox                   “Ep. 198: Jay Conner's 10-Hour Work Week for 7-Figure Success.”https://www.youtube.com/watch?v=TGRzyNBkO6Q  On the recent episode of Raising Private Money with Jay Conner, Jay joins Brian Davis on the Buck Outside the Box podcast, where listeners were treated to an insightful discussion on scaling a real estate business through private funding and automation. Jay’s perspective, shaped by decades of investing experience and over 475 rehabs, offered actionable strategies for both seasoned investors and newcomers hoping to build a profitable portfolio.Jay’s journey in real estate began in the early 2000s, transitioning from the mobile home business to single-family house investments in Eastern North Carolina—a smaller market with a population of just 40,000. Despite the locality’s modest size, his business has been able to consistently produce high margins with average profits now exceeding $82,000 per deal. His career illustrates that significant success in real estate does not require operating in a major city; it hinges upon execution and business fundamentals.Early on, Jay relied heavily on local banks to fund his deals, building the business around a substantial line of credit, as was common practice before the 2008 financial crisis. The downturn provided a pivotal challenge when his credit was abruptly withdrawn during the crash. Instead of stagnating, Jay viewed this hardship as a catalyst for growth, prompting him to explore private money—a mode of funding that would forever change his approach. In less than 90 days, he successfully raised over $2 million from individual private lenders, a sum that allowed his enterprise to not only survive a tough market but actually triple its growth that year.Private money, as Jay delineates, is fundamentally distinct from hard money. Hard money lenders operate as brokers or firms, pooling investments from individuals to lend out as secured loans, and often tacking on origination fees and higher points. In contrast, private lending is conducted directly with individuals—friends, family, or acquaintances—eliminating the middleman, junk fees, and ultimately giving the real estate investor much more control over terms. For Jay, these private lenders are treated like banks, safeguarded with promissory notes and mortgage protections, but they enjoy greater returns than traditional CDs or savings vehicles. He has steadfastly offered his 47 private lenders the same attractive interest rates since 2009: 8% in first position or 10% on rehab funds, with no origination fees.One vital insight Jay shares is the mindset and approach required to attract private money authentically. Rather than chasing after people for cash or approaching the conversation from a position of need, Jay frames the opportunity as a service—teaching others how they can achieve above-average returns safely and securely, often without even referencing a specific deal in initial conversations. This educator's mindset builds trust and credibility. He recommends avoiding raising money at the last minute or in desperation, but rather proactively educating potential lenders on how private lending works and benefits them.Automation is another key pillar of Jay’s business. By leveraging both human resources (including an acquisitionist who has managed his seller contacts for over 18 years) and technology, he has built a systemized, self-running operation. Jay’s involvement in the business is now less than ten hours per week—all possible due to careful delegation and the adoption of customer relationship management (CRM) software. This proprietary software streamlines

***Guest AppearanceCredits to:https://www.youtube.com/@howtoraisecapital101                  “44. Raising Private Money is INTENTIONAL with Jay Conner”https://www.youtube.com/watch?v=oA9sgy9J1hQ Breaking into real estate investing is exciting, but one of the biggest hurdles for newcomers is raising capital for deals. Many aspiring investors feel the pressure of experience gaps, fearful that lenders won’t trust them. However, insights from a dynamic discussion between Jay Conner and Dave Dubeau reveal strategies that can help anyone project authority, spark interest, and secure private funding—even with just a handful of deals completed.Focus on Authority Over ExperienceA recurring theme in their conversation is the importance of building authority rather than fixating on experience alone. Authority in the private money game doesn’t come solely from a long track record. Instead, it comes from understanding your investment program inside and out, positioning yourself as a teacher, and sharing knowledge with clarity and confidence.Rather than chasing investors or feeling compelled to sell and plead for funding, adopt an educator’s mindset. Sharing your private lending program, explaining the concept of private money, and helping others understand self-directed IRAs serve two crucial purposes: they build your confidence and reassure potential investors. Most private lenders have little to no awareness of these investment options until someone explains them to them. By being that source of information, you automatically stand out as a credible resource.Attracting Interest: The Right Way to Start the ConversationGetting people interested in your offering isn’t about flashy sales tactics—it’s about engaging curiosity and fostering genuine dialogue. A simple yet effective approach is to ask questions that stimulate curiosity. Opening with a question that hints at unique opportunities, such as mentioning tax-free earning possibilities with retirement funds, intrigues people, and positions you as someone who's in the know.When people respond, guide the conversation naturally toward private lending and self-directed IRAs. These moments allow you to educate your audience and uncover who might be receptive to alternative investment options. If your contact expresses frustration with stock market returns, for example, this is a prime opportunity to discuss how private money lending works and why it’s a secure, profitable option.Structuring Deals for Security and ConfidenceOne common worry for new investors is whether their lack of experience will put off lenders. The key is to emphasize that the security of an investment lies primarily in the underlying property and deal structure. For example, conservative lending practices—such as capping loans at 75% of the after-repaired value—help protect lenders. By making your investment program transparent and demonstrating safeguards, you calm any concerns about risk. This not only reassures lenders but also boosts your own confidence.Additionally, if you’re partnered with a mentor, coach, or more seasoned investor, referencing their experience and the support network you have in place can further bolster your credibility.Building Your Reputation in the IndustryRaising private money isn’t just about knowing—it’s also about cultivating visibility and expanding your network. Even as a new investor, there are powerful ways to build authority:Host group presentations using professional materials, such as polished PowerPoint slides, to demonstrate seriousness and preparation.Run online trainings for your existing contacts to educate them about private lending and real esta

When it comes to raising private money in real estate, there’s a hidden truth separating the strugglers from the superstars: It’s not just about knowing the numbers or finding the right deals—it’s about being seen, being known, and becoming an authority that attracts capital. This message is at the heart of a compelling interview with Nicky Billou on the “Raising Private Money” podcast, hosted by Jay Conner.In a world overflowing with noise and competition, how do you stand out? According to Nicky Billou, you don’t wait for greatness to be handed to you—you claim it through visibility, storytelling, and authentic connection.Attention Creates Opportunity“Attention creates opportunity.” These four words, repeated by Nicky Billou, resonate as a rallying cry for investors looking to shake things up. Private lenders want credibility and confidence—when you become visible and authoritative in your field, you magnetize opportunities. It’s about occupying the space of ‘the expert’ in the minds of your network.So, how do you accomplish that? The answer isn’t fake hype or shallow self-promotion. Instead, it’s about real, sustained credibility.Leveraging Podcasts for Authority and TrustOne of the most practical strategies discussed by Nicky Billou is the power of being a guest on other people’s podcasts. Podcasts offer long-form, nuanced conversations—perfect for showcasing your story, expertise, and values. It’s a virtual stage where you get to build relationships with both hosts and audiences. Nicky Billou cited how even public figures have used podcasting to gain millions of new supporters by connecting with previously untapped audiences. That same mechanism, when applied by real estate investors, unlocks fresh networks of potential lenders.There’s no need to be a celebrity or a best-selling author to get started. Nicky Billou shared stories of clients who began with no platform and built credibility by simply showing up, telling their story, and serving the audience. It’s the personal adversities and lessons—the “real expertise” forged in life, not just your job title—that create a point of connection.Tell Your Story—Own Your WhyJay Conner pressed deeper, asking how investors could use their personal stories, even if they haven’t written books. Nicky Billou demonstrated by opening up about his own background: a Christian child fleeing revolution in Iran, whose family risked everything for freedom. That core story shaped his mission and message. Real estate investors, Nicky Billou argues, can do the same by framing their journey as one of resilience and purpose.The process starts by embracing your adversities and letting them inform not just what you do, but why you do it. People invest in passion and vision as much as in returns. Minimizing your dreams out of fear of being “pushy” does a disservice not only to you, but to potential lenders hungry for inspiration.Practical Steps to Build AuthorityFor those starting from scratch, Nicky Billou suggests a two-pronged approach:Book Yourself on Podcasts: Use platforms like PodMatch to find shows where your story and knowledge can serve. Don’t worry about being perfect—practice builds confidence and fluency.Invest in Your Growth: Triple your investment in personal and professional development. Learn from mentors, join masterminds, and read voraciously. As Jim Rohn said, “Don’t wish things were easier, wish you were better.”Final ThoughtsGreatness in real estate investing—and in life—doesn’t wait for perfect timing or someone else’s permission. It’s claimed through visibility, connection, and consistent action. Step out, tell your story, and become the trustworthy authority that private lenders are searching for. Don’t wait for greatness. Claim it, one conversation at a time.Ready to raise private money like neve

What separates those who dream about raising real money in real estate from those who actually do it? According to Wendell Butler, a former military officer who went on to found Hammerhead Capital and Flip Fuel Lending, it’s not complicated spreadsheets or pitch decks. In reality, it comes down to discipline, speed, and crystal-clear communication.Laying the Foundation: From the Military to Real EstateWendell’s journey didn’t start in real estate—he began as a military officer, where discipline became second nature. He later transitioned to a loan officer role, gaining firsthand experience in the world of lending and underwriting. That dual background proved invaluable, allowing him to understand deals from both the lender’s and the investor’s perspectives.But how did Wendell Butler make his first step into raising private money? It wasn’t about flashy presentations or aggressive sales pitches. Instead, he focused on building a reliable track record—executing on two simple deals, living in and flipping homes using his knowledge as a loan officer. “It was less about what I said and more about what I did,” he recalls. Showing proof of concept and genuine results was enough to inspire confidence in his earliest private investors—even when those deals were relatively small.The Power of Simple, Honest CommunicationOne of the biggest takeaways from Wendell Butler’s interview with Jay Conner is the importance of keeping things simple. For new investors, the temptation to use industry jargon can be strong, but as Jay Conner points out, “A confused mind does not make a decision. Actually, they do—it’s called no.”Instead, Wendell started conversations with people in his closest circles—family and friends—breaking his process down in plain language. He described what he had done, how it worked, and what kind of returns they could expect, bypassing complicated terms like “equity splits” or “GP/LP shares.” By making the opportunity easy to understand, he won early buy-in and trust, leading to soft commitments before he even had deals in hand.Discipline as a Competitive EdgeWendell Butler’s military background instilled an unwavering discipline, which became his edge in investing. That discipline wasn’t just about executing deals—it also translated into always doing what he said he’d do, especially when it came to private lenders. “No matter what, I’m going to get my investor the money that I promised them—even if the deal goes south and it comes out of my own pocket,” Wendell explains.He also stresses the value of disciplined underwriting (thanks to his loan officer days). By never stretching the numbers and maintaining a conservative outlook on each deal, he not only protected his investors but built up even more credibility. For him, it’s all about “staying disciplined to the numbers… because numbers don’t lie.”Shifting from Sales to ServiceA key mindset shift for Wendell Butler was letting go of the idea that raising private money is about “selling.” Instead, he reframed it as providing an opportunity—one that could solve a real problem for someone else. This approach—educating, sharing opportunities, and encouraging potential investors to take or leave it—created less pressure and cultivated relationships built on trust, not desperation.Jay Conner reinforced this, noting that the goal isn’t to chase or persuade but to offer solutions to “ordinary people with lazy money”—meaning funds that aren’t working hard for them. “Private money doesn’t go to the smartest investor; it goes to the most prepared, the most consistent, and the most trustworthy,” he says.Community and Continuous LearningWendell’s entrepreneurial spirit extended to launching The Hive in Charlotte, an entrepreneur meetup designed to foster genuine connections. “When you build true relationships through service, deals and private money wil