Episodi

  • From Wholesaler to Investor: Mastering Private Money with Nathan Payne and Jay Conner

    From Wholesaler to Investor: Mastering Private Money with Nathan Payne and Jay Conner
    Oct 22 2026
    Credits to:https://www.youtube.com/watch?v=fZqb-JePR-E “How to Raise Private Money Without Asking For It With Jay Conner- Podcast”https://www.youtube.com/@NathanPaynelessFlipping If you’re a new real estate investor or an experienced wholesaler, odds are you’ve heard the buzz about Private Money—but maybe you don’t really know how it works, how to get it, or why it can make all the difference for your business. In a recent discussion on the Raising Private Money podcast, we learned exactly how Private Money is the ultimate tool to turbocharge your deals and put you firmly in the driver’s seat.What Is Private Money?First, let's demystify the term. Private Money is capital sourced from individuals—think friends, family, or business connections—who are willing to lend you money for your real estate deals. Unlike traditional hard money lenders or banks, Private Money lenders are regular people. They loan you investment capital or funds from retirement accounts, such as self-directed IRAs, and you secure their investment with real estate.As explained in the episode, this isn’t about filling out mountains of paperwork or jumping through institutional hoops. You get to make the rules. There are no applications. Deals can close in less than 7 days using Private Money. The process is relationship-driven and flexible, allowing for rapid deal execution and custom terms.Why Is Private Money Essential?Too many real estate newbies, particularly wholesalers, overlook Private Money. They focus on getting deals under contract, then scramble to find a cash buyer. But as revealed in the podcast, Private Money gives you options. Rather than being forced to assign or wholesale every property, you can cherry-pick the best ones to keep and flip—or hold for long-term rental—maximizing your profit on each transaction.Imagine finding a property with little needed rehab, but where the seller only wants cash—no creative financing, no terms. The only way to stay in and profit from such a deal is to have Private Money ready to fund it. In the episode, the expert shares an example where he bought a property for $141,500 with an after-repaired value of $280,000. The rehab? Less than $10K, and he could have sold the house "as is" for over $225,000.How Do You Get Private Money?This was the big ‘aha’ of the episode: you don’t ask for money—you teach people about the opportunity, establish trust, and let the relationship do the work. The process starts by putting on your teacher hat. Explain what Private Money is, how it’s secured, and the kind of returns your investors can expect—typically 6–8%, which far exceeds savings or CD rates at the local bank.You never pitch a deal and ask for money in the same conversation; that comes off as desperate. Instead, you inform, educate, and learn what your contacts have available. Then, when you do have a property under contract, you simply call with the great news that you can put their money to work. No sales pitch, just an opportunity for them to earn a steady, secured return.Terms and BenefitsPrivate Money comes with major investor-friendly perks:You make the rules: Set your own terms—interest rate, payment schedule, and maximum loan-to-value (never more than 75% of after-repaired value).No personal guarantees: Unlike banks and hard money, your assets (not you personally) secure the loan.No credit requirements: Your credit score is irrelevant; it’s about the deal and the relationship.Fast closing: Deals can close in a week because there’s no red tape.Private Money works for flips, rentals, single-family, multifamily, and even commercial or self-storage projects. The flexibility and security make it the ultimate tool to scale and stabilize your business.The TakeawayFor wholesalers and new investors, the big lesson is clear: instead of passing up juicy deals because you don’t have the cash or relying on a buyer’s whims, raise Private Money and seize opportunity for yourself. As they put it, when you have all cash available at your fingertips, you do more deals, and your deals are more profitable.If you’re looking to take your investing to the next level, consider learning more about Private Money—not just as a funding source, but as the lever that puts you in control of your business and your financial future. And, as the guest suggested, always work with experienced mentors and check out free guides and resources to fast-track your success.Ready to stop passing up great deals? Make Private Money part of your real estate toolkit today.10 Discussion Questions from this EpisodeWhat are the primary differences between Private Money and hard money lenders as described in this episode?How can access to Private Money transform a wholesaler’s business model and profit potential?Why is it important for real estate investors to build relationships with ...
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    42 min
  • Asset-Backed Deals and the Truth About Private Money vs. Hard Money with Jay Conner

    Asset-Backed Deals and the Truth About Private Money vs. Hard Money with Jay Conner
    Oct 19 2026
    Credits to:https://www.youtube.com/watch?v=s6DC3SMYHd4 “Private Money vs. Hard Money: A Better Way to Fund Real Estate Deals with Jay Conner ”https://www.youtube.com/@StephenLeeThomas In the world of real estate investing, one of the biggest obstacles isn’t always finding the perfect deal—it’s securing the funding to make those deals happen. Traditional advice often tells ambitious investors, especially those just starting, something along the lines of: “Just put a deal under contract, and the money will show up,” or “Money finds good deals.” But as this podcast episode featuring Jay Conner and Stephen Lee-Thomas dives into, there’s a smarter, less stressful approach: lead with education, not persuasion, and let Private Money come to you.Why Private Money Rocks the Real Estate WorldFor years, Jay Conner and his wife Carol Joy financed their real estate transactions the conventional way: via unsecured lines of credit at local banks. This worked until 2009, when a sudden call from their banker closed that door overnight due to the global financial crisis. Like so many investors, Jay Conner found himself suddenly shut off from the traditional funding sources he depended on.Out of necessity, he asked himself a critical question: “Who, not how, can help me?” That pivotal moment led him to discover the world of Private Money—a method of raising funds directly from individuals looking for higher, safer returns on their capital or retirement accounts, rather than from institutional lenders. Suddenly, a problem became an opportunity. And over the next several years, Jay Conner and Carol Joy attracted funding from 47 ordinary people, none of whom had ever heard of private lending or self-directed IRAs before.Education Over Sales: The Indirect ApproachWhat’s the secret to Jay Conner’s Private Money success? It’s not about pushing, selling, or convincing. Instead, he wears what he calls the “Private Money Teacher” hat—educating those in his network about how private lending works and the safe, attractive returns they can achieve. He never asks for money directly. He simply shares the opportunity and lets interest develop naturally.One of his most powerful tactics is the “indirect method.” Here’s how it works: Jay Conner asks influential friends if they know anyone dissatisfied with their current returns at the bank or losing money in the stock market. By leading with a genuine request for help rather than a sales pitch, curiosity and interest are piqued. It’s a low-pressure approach that often turns his contacts into eager investors themselves.As Stephen Lee-Thomas echoes on the episode, the best time to raise capital is before you have a deal. The worst? When you desperately need money to close—because, as Jay Conner humorously notes, “desperation has a smell to it.” Educate, build relationships, and let the money “chase you.”Private Money vs. Hard Money: Know the DifferenceThere’s often confusion between Private Money and hard money, but the distinction is important:Private Money: Comes from individuals, usually from their own savings or retirement accounts, looking for better yields. The terms are flexible, the rates are typically lower, and you—yes, you—set the terms. No applications, no credit checks, no expensive fees. And if you’re educating rather than selling, you become a trusted resource.Hard Money: Usually comes from brokers or lenders operating funds pooled from multiple investors. Interest rates are higher, terms are strict, and a slew of fees and underwriting comes with the territory. They make the rules—you play by them.Build Confidence, Build CapitalJay Conner’s advice for new investors is simple but profound: adopt the right mindset. See yourself as a teacher, not a beggar. When you genuinely help others unlock new, safe, high-yielding investment opportunities, you’ll be perceived as an expert, and Private Money will follow.If you want to accelerate your learning, Jay Conner offers in-person “Private Money Conference” events, where attendees learn NOT just scripts but the mindset, confidence, and relationship-building skills that turn ordinary conversations into funding opportunities.The Bottom LineRaising capital isn’t about chasing or persuading. It’s about educating, empowering, and building authentic relationships. Private lenders need real estate investors as much as investors need them. Start seeing yourself as a teacher and a connector, and you’ll be surprised how quickly funding finds you—before you even need it.Ready to learn more? Visit Jay Conner’s website and start your own journey into Private Money mastery.10 Discussion Questions from this EpisodeHow did Jay Conner initially begin his journey into real estate investing, and what catalyzed his transition to Private Money funding?What is the main ...
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    35 min
  • Why Every Real Estate Investor Needs Private Money and Self-Directed IRAs

    Why Every Real Estate Investor Needs Private Money and Self-Directed IRAs
    Oct 15 2026
    Credits to:https://www.youtube.com/watch?v=h7rl-5pCaBY “Episode 145 - How to Fund Real Estate Deals with Private Money & Self-Directed IRAs -with Jay Conner”https://www.youtube.com/@thecpazone Private Money is reshaping the way real estate investors fund their deals, and few understand this realm better than Jay Conner, often dubbed the "Private Money Authority." On a recent episode of the Raising Private Money podcast together with Ryan Pulice, Jay shared his journey, strategies, and secrets to successfully leveraging Private Money for real estate deals. Whether you're a novice or a seasoned investor, the episode was packed with actionable insights you can use to skyrocket your investing business. Here’s a breakdown of the most essential lessons.The Banking Crisis that Sparked a Private Money RevolutionJay’s foray into Private Money began out of necessity during the 2009 financial crisis. After years of relying on bank lines of credit and mortgage companies to fund deals, Jay found himself suddenly cut off by his banker—without notice, right after putting earnest money down on two properties. Faced with the possibility of losing significant profits and having no funding options, Jay asked a crucial question: “Who do you know that can help fix your problem?”That led him to a contact who introduced him to the concept of private lending—individuals who lend their investment capital or retirement funds directly to real estate investors. This paradigm shift changed Jay’s business forever.Become a Teacher, Not a PitchmanOne of Jay’s standout strategies is leading with education rather than sales. Most people have never heard of Private Money or self-directed IRAs. By adopting a “teacher mindset,” investors can genuinely help their network understand a new world of opportunity. “As a result, you as the borrower get to make the rules,” Jay noted.Unlike traditional banking, where lenders set all terms, private lenders are open to the terms set by the investor—when the investor explains the benefits, safety, and structure thoroughly.The Power of Self-Directed IRAsA major revelation for many listeners is the use of self-directed IRAs for Private Money investing. As Ryan observed, most people wrongly believe their retirement funds are locked in mutual funds. Jay points out that less than 1% of people have even heard of self-directed IRAs, partly because financial advisors have no incentive to recommend them.By educating your network about this underutilized vehicle, you’re providing access to higher returns and tax advantages—while also unlocking a new source of funding for your deals.Why Private Money Beats the BanksJay listed several reasons private money trumps traditional financing. Here are just a few highlights:You’re Always Approved: Forget lengthy applications and underwriting hurdles—when you use private money, “you’re already approved”.Unlimited Potential: There’s no cap on how much you can borrow or the number of deals you can do.Cross-State Flexibility: Private lenders can be from any state, greatly expanding your capital sources.Speed and Control: As your own underwriter, you decide the terms, cash flow structure, and loan-to-value ratios.How to Find Private LendersJay distilled his approach into three categories:Current Network: Family, friends, your social, professional, and service circles (think CPA, attorney, business owners).Expanded Network: Groups like BNI, Rotary, and the Chamber of Commerce offer networking opportunities beyond your immediate circle.Existing Private Lenders: Those already experienced in private lending, often found via self-directed IRA companies and networking events.Structuring Deals for SuccessJay recommends always teaching the opportunity first, separate from discussing any specific deal. Once people are educated and prepared, funding flows naturally. A typical script involves telling potential lenders, “I got great news for you; I can now put your money to work,” sharing the property details, and simply arranging for the funds to transfer. Pitching the deal is unnecessary—trust is built through education and relationship.Get Started: Resources from JayJay generously offered listeners free resources, including a private money script collection and his bestselling book, “Where to Get the Money Now.” He even invites investors to his live event for a nominal fee for hands-on learning.Final Thoughts:If you’re serious about scaling your real estate business, embracing private money is a game changer. As Jay shared, it’s about being a leader and teacher—help your network win, and you’ll never struggle to fund another deal. Dive deeper with Jay’s resources and start building your own private lending network today.10 Discussion Questions from this EpisodeJay Conner described a pivotal moment in 2009 when his bank ...
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    34 min
  • Scaling Your Real Estate Business with Private Money and Self-Directed IRAs

    Scaling Your Real Estate Business with Private Money and Self-Directed IRAs
    Oct 12 2026
    Credits to:https://www.youtube.com/live/LiLbmB1HvgA “How To Use Private Money To Build Your Empire With Jay Conner”https://www.youtube.com/@verticalmomentumresiliencypod If you’ve ever dreamed of investing in real estate—but felt held back by traditional bank loans, poor credit, or lack of cash—this episode of the Raising Private Money podcast, featuring Jay Conner on Richard Kaufman's Vertical Momentum, is essential listening. It explains how mastering Private Money can revolutionize your real estate journey, allowing you to close deals fast, scale your business, and reduce reliance on banks or hard money lenders.The Turning Point: When Banks Say “No,” Opportunity Says “Yes”Jay Conner, known as the Private Money Authority, recounts a pivotal moment from 2009. After having funded deals through banks and mortgage companies for years, his line of credit was suddenly cut, right in the middle of two lucrative deals with six figures in potential profit. The lesson? The world of real estate is unpredictable, and even established investors can be blindsided by changing bank policies or economic downturns. But as Jay emphasizes, every problem has a solution—if you know who to ask.The Power of Who You KnowReflecting on his own experience, Jay shares that it wasn’t about “how” to solve the problem, but “who.” By reaching out to his network, he discovered Private Money and self-directed IRAs—vehicles for raising fast funding from individuals rather than institutions. This revelation led him to raise over $2 million in just 90 days, saving his deals and launching a new, resilient approach to real estate investing.He underscores the importance of relationships: It’s not a cold sales pitch to strangers, but an educational opportunity for friends, fellow church members, and professional contacts. By wearing his “teacher hat,” he shows regular people how they can earn high, safe returns on funds they already have—in many cases, from retirement accounts they may not even realize are eligible for real estate investment.Why Private Money Beats Hard Money—Every TimeMany new investors are told to just “get the deal, and the money will show up.” Jay cautions against this thinking. Instead, he advocates lining up your Private Money commitments before you find deals. This allows you to make offers swiftly and confidently, sometimes closing in as little as seven days, well ahead of the timelines banks or traditional lenders can offer. In hot markets or competitive bidding environments, this speed can make all the difference.Private Money isn’t hard money. There’s no need to pay exorbitant points or take on burdensome terms. You make the rules with Private Money, setting rates and structures that work for both parties. Most importantly, you don’t apply for loans; your private lenders already trust and support you because of the relationships you’ve built.Building and Expanding Your NetworkWhat happens when you run out of contacts? Jay suggests leveraging organizations like Business Networking International (BNI) to continue expanding your circle and meeting new potential lenders. The approach is always the same: focus on service, education, and relationship-building, rather than chasing money.He even offers a free script—the “Curiosity Opener”—to help new investors start these conversations with their network.Automate, Delegate, and SucceedThrough smart systems and automation, Jay has boiled down his active real estate investing work to less than 10 hours a week. The bulk of his time is now spent teaching others, sharing the message that you can fund deals, flip houses, or grow a rental portfolio without ever being at the mercy of the big banks.Take Your First StepIf you’re serious about investing in real estate, start by educating yourself on Private Money. Download Jay’s free guide, check out his national bestselling book “Where to Get the Money Now,” or tune in to his “Raising Private Money” podcast for inspiration and practical tips.Remember: The most successful deals, and the best relationships, are built on trust, education, and mutual prosperity—not desperation or a scramble for funding at the last minute. Master Private Money, and change the trajectory of your real estate investing forever.For more tools and actionable scripts on Raising Private Money, visit www.JayConner.com/Scripts and see how you can get started today.10 Discussion Questions from this EpisodeHow did the 2009 financial crisis impact the speaker’s approach to real estate investing and funding deals?What are the main benefits of using Private Money over traditional bank financing for real estate investors?Why is it advantageous to line up Private Money before securing a real estate deal, rather than seeking funding after finding a property?How does relationship-building play a role ...
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    37 min
  • Real Estate Success in Small Towns: Jay Conner’s Proven Private Money Strategies

    Real Estate Success in Small Towns: Jay Conner’s Proven Private Money Strategies
    Oct 8 2026
    Credits to:https://www.youtube.com/watch?v=Xqu2JG2Yk8w “How To Buy Real Estate With Other People’s Money With Jay Conner - 085 I The Open Concept Podcast”https://www.youtube.com/@TheOpenConcept If you’ve ever dreamed of investing in real estate but felt paralyzed by the belief that “only people with money can make money,” you’re not alone. The overwhelming majority of aspiring investors—and even many seasoned ones—believe the greatest barrier to entry is lack of funding. But as the Raising Private Money Podcast shows, that’s not the whole story. In fact, most people are asking the wrong questions.Let’s pull back the curtain on the art of raising Private Money, and discover why real estate isn’t just for the wealthy—it’s for those who know how to connect, communicate, and serve.What is Private Money, Really?For many, “Private Money” conjures images of sophisticated, wealthy financiers or shadowy institutional backers. But according to Jay Conner, that’s a misconception. Private Money is not about banks, hard money lenders, or institutional lines of credit. Instead, it’s sourced from “ordinary human beings”—friends, acquaintances, professionals in your network, and even people you play golf with—who are simply seeking better returns than what’s available from a certificate of deposit or the unpredictable stock market.The vast majority of these folks have never even heard of Private Money or self-directed IRAs. The key? You don’t need to chase or beg them to invest. As Jay explains, private lenders are everywhere, and it’s your role to present the opportunity—not to ask for a loan.Serving, Not Selling: The Mindset ShiftPerhaps the most powerful insight from the conversation is the shift from scarcity (“I need money for a deal!”) to service (“Let me help you get better returns”). Desperation, Jay warns, “has a smell to it.” The worst time to raise Private Money is when you’re frantically seeking funds for a deal under contract. Instead, line up capital before the need arises. This mindset—owning “the real estate between your ears”—turns you into an educator and problem-solver, not a salesperson.How do you start? Simple, clear communication and education. Jay uses a 20-minute “Private Lender Presentation,” keeping things accessible and straightforward. No fancy applications, no convoluted sales pitches—just a conversation about how your opportunity can solve their problem.The Power of Relationship and ReferralsAnother golden nugget: Ask for referrals, not handouts. When Jay first started, he approached people not to ask them directly for money, but to request their help in spreading the word about his investing opportunity. More often than not, this indirect approach led to those very people expressing interest themselves.Why does this work? It removes pressure and creates curiosity, shifting the dynamic from “sales” to “service.” People are far more willing to engage and invest when they feel they’ve entered the process on their own terms.Keep it Simple: Systems that Scale.Managing dozens of private lenders doesn’t require a Wall Street-level back office. Jay’s system? Two simple spreadsheets—one tracking properties and their associated lenders, another tracking available funds. Transparency and clear communication keep everyone in the loop and happy.When it comes to deploying capital, treat your lenders like VIPs: prioritize new lenders to “prove you can perform,” keep your offers conservative to manage risk, and always structure win-win deals. Educate your partners on deal structure, protection (like being named on insurance policies and title), and realistic returns.The Real Secret: Mindset and ActionWhat separates those who succeed from those who never make the first call? According to Jay, it’s mindset and a willingness to act. Many struggle with fear—of rejection, of making mistakes, of stepping into the unknown. But as Jay reminds us, “How can you be rejected if you’re not asking for anything?”Private Money is not reserved for the select few. It’s accessible to anyone willing to educate, serve, and ask the right questions. By focusing on relationships, embracing a service-first mentality, and keeping your systems simple, you can unlock a world of opportunity—both for your investors and for your own real estate journey.Are you ready to leave the scarcity mindset behind and step into the world of Private Money? Your network is waiting. All you have to do is start the conversation.10 Discussion Questions from this EpisodeWhy is it important to separate the conversation about teaching potential private lenders from presenting them with a specific real estate deal?What are the main differences between Private Money and hard money lending, and why is this distinction important for real estate investors?...
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    1 ora e 3 min
  • Creative Real Estate: Subject-To Deals, Private Money, and Nurturing Seller Relationships

    Creative Real Estate: Subject-To Deals, Private Money, and Nurturing Seller Relationships
    Oct 5 2026
    In the latest episode of "Raising Private Money," listeners got a behind-the-scenes look at how creativity, relationship-building, and private lending can transform a seemingly troubled property into a win-win investment. The story, shared by Willie Oyola, is packed with real-world lessons for investors at every stage.The Power of Nurturing RelationshipsOne of the main takeaways from Willie Oyola's experience is the importance of nurturing every connection. The deal began when a prospective tenant reached out, interested in a rent-to-own property Willie was advertising. Although that initial opportunity didn’t materialize, Willie maintained contact and built rapport. Later, he learned this same person was looking to downsize and sell her own home. This conversation revealed a deeper need: she and her husband were in pre-foreclosure on their 5,000-square-foot house and needed a solution fast.As Coach Crystal pointed out, the lesson here is clear—always keep the lines of communication open, and never underestimate where a simple follow-up can lead. Having a system, whether a CRM or reminders, can help ensure you’re consistently connecting with potential partners, tenants, and sellers. Deals often come from unexpected places when you are receptive and responsive.Solving Problems CreativelyThe real magic in this deal was in the problem-solving approach. The seller needed to avoid foreclosure and move on with dignity. Willie saw an opportunity to acquire the home "subject to" the existing mortgage—a powerful strategy in real estate that allows an investor to take over the property's mortgage payments without triggering a new loan or traditional purchase.The existing mortgage on the home was around $450,000, locked in at a 2.5% interest rate from a low-rate environment in 2021-2022. The total value of the property, after repairs, stood conservatively at $750,000—leaving significant equity in the deal. Willie arranged for an additional $70,000 in private funds to bring the mortgage current, replace the roof, complete essential repairs, and give the seller some cash to relocate.All this was accomplished without Willie investing any of his own money, and in fact, he received money back at closing due to the way the deal was structured. The property is now a long-term rental, bringing in $4,000 per month, with the underlying mortgage and all expenses totaling about $3,500—including payments to the private lender—resulting in positive monthly cash flow.Private Money: The Essential IngredientBoth Chaffee and Jay Conner emphasized the critical role Private Money played in this transaction. Having $70,000 readily available meant that when the right deal presented itself, Willie could act immediately—covering back payments, repairs, and seller incentives. This flexibility is what allows investors to implement creative strategies. As Jay Conner consistently reminds listeners: "Get the money first" so you’re ready for opportunity.The Bigger Picture: Impact and OpportunityWhat truly stands out about this deal is the impact on everyone involved. The seller avoided foreclosure and walked away with dignity and cash. The private lender earned a strong return in second position (10% interest, paid biannually), and Willie Oyola gained a cash-flowing rental with $230,000 in equity. The transaction also helped stabilize a distressed property in the neighborhood—an outcome that benefits the broader community.Real estate investing can sometimes appear transactional, but as Coach Crystal eloquently stated, these creative strategies make it possible to genuinely help people in tough situations, while also growing your business. This is "the beautiful thing about this business"—investors who educate themselves, nurture connections, and get the money lined up are positioned to create value where others see problems.Key TakeawaysRelationships first: Maintain thoughtful communication—you never know where it may lead.Creative structuring matters: Subject-to and Private Money open doors traditional approaches may miss.Get the money first: Having private funds available means you can seize opportunities quickly.Aim for win-wins: The best deals help sellers, investors, lenders, and neighborhoods alike.Are you ready to build your confidence and learn the systems that make deals like these possible? Consider attending an upcoming Private Money Conference, where you’ll receive hands-on guidance and resources to raise private funds and scale your impact in real estate investing.10 Discussion Questions from this EpisodeWhat steps did Willie Oyola take to transition from initially connecting with a potential tenant to ultimately acquiring her property as an investment deal?How did the use of subject-to financing with a 2.5% interest rate impact the profitability and strategy of Willie’s deal?What are the key advantages and potential risks of bringing in Private Money in a second position, as demonstrated in this case ...
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    30 min
  • Adapting to Market Shifts: Creative Approaches for Consistent Real Estate Investing Success

    Adapting to Market Shifts: Creative Approaches for Consistent Real Estate Investing Success
    Oct 1 2026
    In real estate investing, the focus is often on profits, property flips, and securing great deals. But as highlighted in a recent episode of “Raising Private Money with Jay Conner,” true success goes far beyond numbers on a balance sheet. Through an in-depth case study and practical advice, Jay Conner, Crystal, and Chaffee reveal that building wealth is most rewarding—and sustainable—when done with integrity, creativity, and a servant’s heart.The Power of RelationshipsA major theme from the episode is the unparalleled power of relationships in real estate. Instead of endlessly searching for off-market properties or solely relying on aggressive marketing, Jay underscores the value of strong partnerships with realtors. In one scenario, a trusted realtor brought him a distressed property that had not responded to any marketing efforts—this proactive approach was a game-changer.Chaffee emphasizes that many investors overlook the benefits of working closely with real estate agents, assuming direct-to-seller is always superior. However, by cultivating reciprocal relationships, both parties come out ahead: “A realtor brought you a deal knowing you would use her to list,” he points out. The agent forewent a referral fee up front, opting instead for a commission on the renovated property's sale—a classic win-win and a lesson in relationship-driven business.Creativity in Deal StructuringReal estate investing is as much about mindset as mathematics. Crystal highlights the creativity that sets successful investors apart. In the discussed deal, the realtor leveraged her local knowledge to seek out properties that might never hit the MLS, offering them to Jay before competitors could make a move. This approach demonstrates an invaluable lesson: look beyond routine strategies, stay open to new collaborations, and be proactive.Furthermore, the importance of having the right team in place—realtors, contractors, acquisitionists—cannot be underestimated. Deals move quickly, and the ability to get reliable numbers fast can be the difference between snagging an opportunity and missing out.The Art (and Math) of NegotiationOne of the episode’s more technical highlights is the detailed breakdown of negotiating and structuring the deal. Jay walks listeners through running the numbers: the after-repair value (ARV) of $450,000, as-is value of $225,000–$250,000, and renovation costs of $75,000. Instead of making his best offer first, Jay starts with a low anchor, knowing there’s room to negotiate. The sellers originally wanted $275,000, but after discussion (and time to reconsider), agreed to Jay’s maximum allowable offer of $250,000.This process teaches several important principles: always justify your offers with data, never assume a seller’s “bottom line” is fixed, and leave room for a true win-win outcome.Adapting to Market ShiftsMarkets change, and agile investors survive. When asked about rising interest rates and the possibility of a downturn, Jay and his co-hosts stress the necessity of adaptive strategies. Whether it’s switching to more lease options during a slow market or holding properties for cash flow instead of quick flips, having multiple exit strategies is essential. Crystal advises, “Buy right, always, and have as many tools in your back pocket as you possibly can.”Above all, don’t let fear of the unknown stop you from investing. Chaffee points out that many who paused investing during COVID missed out on the rapid appreciation that followed. The key, he says, is not timing the market, but having sound formulas, buying with a margin of safety, and being prepared to pivot when circumstances demand.Investing For More Than MoneyUltimately, success in real estate is about more than profit. Chaffee articulates it best: “It’s not just about making money. It’s about making money while helping people.” Leading with this mindset, building trust, and serving clients, partners, and communities creates businesses that last—and legacies you’re proud of.Every step, from deal analysis to relationship-building, can be approached with integrity and creativity. Whether you’re a newcomer or a veteran investor, these lessons from Jay, Crystal, and Chaffee offer a roadmap to wealth that enriches lives—not just bank accounts.10 Discussion Questions from this EpisodeWhat role did the relationship with the realtor play in securing the Possum Trot deal, and how can investors build and maintain similar relationships in their own markets?Why is it important not to start negotiations with your maximum allowable offer, and how did this impact the outcome of the Possum Trot negotiation?How does Private Money influence the structure and potential profitability of a rehab deal as described by Jay Conner?What steps did Jay Conner's team take to quickly assess and secure the Possum Trot property, and why is "speed to close" so essential in real estate deals?Discuss the importance of ...
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    38 min
  • Inside a $100K Flip: Combining Private Money and Subject-To in a Hot Market

    Inside a $100K Flip: Combining Private Money and Subject-To in a Hot Market
    Sep 28 2026
    In the ever-evolving landscape of real estate investing, one lesson remains constant: funding is king. If you’ve ever missed out on a deal because you didn’t have the money, you’re not alone. But what if you could put yourself in the driver’s seat—never reliant on banks, never missing opportunities, and walking away from the closing table with tens of thousands in profit, without sinking your own money into the deal? That’s exactly what Jay Conner and his team recently accomplished, using a shrewd application of Private Money and creative deal structuring.The Deal Breakdown: Motivation Meets OpportunityCrystal Baker shared a powerful case study: a property at 230 South Palmyra. The seller found Crystal’s company, CGN Homebuyers, thanks to their A+ Better Business Bureau rating—a crucial reminder that reputation builds trust. The initial call was handled by their AI assistant, Bailey, who scheduled a same-day call with the admin, demonstrating the importance of “speed to appointment”—never missing a motivated seller’s inquiry.Why was this seller so motivated? Life had thrown him curveballs: plans gone sideways, a failed renovation, and an urgent need to relocate out of state. While the seller initially asked $205,000, there was an existing mortgage of $167,000 at a stellar 3.5% interest rate, with monthly payments of $1,289. After some negotiating—helped by the seller’s need to move quickly—the final purchase price was brought down to $173,000, just high enough to give the seller what he needed to move on with his life.Stacking Strategies: Subject To + Private MoneyWhat sets this deal apart isn’t just the negotiation. It’s the combination of creative strategies:Subject-To Financing: Crystal acquired the house “subject to” the existing mortgage. The title transferred, but the mortgage remained in the seller’s name, with Crystal agreeing to make the payments. No qualms about credit checks, no bank approvals. This alone put her in a position of control.Private Money for the Win: To cover renovations ($52,800 after a change order), closing costs, and to give the seller his $6,000, Crystal arranged $80,000 in Private Money, at 10% interest, paid quarterly. (Notably, her private lender is in second position—on top of the existing mortgage.) After closing expenses, Crystal walked away from the table with $71,549 in cash—before she even started renovations.Real Numbers, Real ProfitLet’s talk projected profit, because these numbers tell the real story:Sale Price (ARV): $375,000Remaining Mortgage: ~$167,000Private Money Payoff/Interest: ~$82,000Realtor Commissions (5%): $18,750Closing Costs: ~$3,500Renovations: $52,800After all costs and payouts, the projected net profit is $103,750—nearly double what most dream of on a single flip, all while using none of her own money.Lessons for InvestorsThere are critical takeaways here for any investor, new or seasoned:Reputation Sells: Crystal’s seller chose her over other investors because of trust (Better Business Bureau rating). Build your public presence.Systematize for Speed: AI and CRM allowed Crystal’s team to respond immediately—a real competitive edge.The Power of Asking: Instead of making a firm offer, Crystal asked the sellers what they needed. That opened the door to the best deal for both parties.Stacked Creative Financing: Combining “subject to” and Private Money made an all-cash solution possible, while also ensuring a zero out-of-pocket purchase.Profit Isn’t Just on the Sale: Receiving cash at closing by borrowing for both purchase and renovation means investors don’t have to “wait” for the flip to get paid.Final ThoughtsDeals like this aren’t rare—they become routine for those who master the fundamentals: funding first, credibility, negotiation, and fast action. Are you ready to stop being at the mercy of lenders and start controlling your own deals—and your profits? Start building your Private Money network today and see what’s truly possible.10 Discussion Questions from this EpisodeWhat are the key differences between Private Money, hard money, and traditional bank financing for real estate investors as explained in this episode?How does the volatility in financial markets, like shifts in the 10-year Treasury note or tightened bank lending, impact investors who rely on Private Money versus those who do not?Why do private lenders often prefer an 8% fixed return from private lending compared to the potential 10% average annual return from the stock market?How did Coach Crystal’s Better Business Bureau (BBB) rating influence the seller’s decision to contact her company, and what lessons can be drawn about reputation in business?In the deal breakdown, what was the significance of combining a “subject-to” strategy with private lending, and how did this maximize the deal's profitability?What negotiation tactics did Crystal use when communicating with the seller and his mother that...
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    39 min