Automating operations with a team and CRM

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“How to Raise Private Money Like the Pros with Jay Conner”

https://www.youtube.com/watch?v=jEfBfmut8ao&t=1s    

Jay Conner’s journey in real estate investing, as shared on Eric Martel’s Breakaway from the Rat Race podcast, offers powerful lessons for both new and seasoned investors. Operating in a town with a population of roughly 40,000, Jay has built a seven-figure income business, completed more than 300 house flips, and attained average profits that now exceed $71,000 per deal. His story highlights how determination, innovative financing, and smart automation can transform obstacles into opportunities—especially in niche markets like small towns.

Small Town Challenges and Advantages

Working in a smaller market presents unique challenges. The primary limitation is deal volume; with fewer homes and less overall market activity, an investor’s number of opportunities will naturally be capped. However, Jay points out that the relative lack of competition is a significant advantage. Most investors aim for bigger cities where populations frequently top 250,000, but smaller markets often have less crowded playing fields. This means that someone with a solid marketing system can consistently find motivated sellers without having to contend with aggressive bidding wars.

Though the deal count may be lower, Jay emphasizes that the financial upside remains strong. Averaging two to three flips per month at his profit margins, he has more than enough opportunity to sustain his business. For him, there’s no pressing need to expand geographically when the numbers already work in his favor.

The Power of Private Money

A turning point in Jay’s career came during the 2008–2009 recession. When traditional bank lines of credit disappeared unexpectedly, Jay had to pivot quickly. He discovered the world of private money funds sourced from individuals, often tapped from self-directed retirement accounts. This new financing model empowered Jay to set his own rules, free from the constraints and regulations of banks. Private money lenders are protected by physical collateral on each deal, and the investor can negotiate interest rates, payment schedules, and even whether payments are deferred until cashing out.

One crucial insight Jay shares is that for investors starting, private lenders are more concerned with the security of their investment than the investor’s track record. As long as the deal is collateralized with real estate and the numbers are sound, the lender is protected. Jay’s guiding principles for safeguarding lenders include buying properties at the right price, accurately estimating renovations, and never over-leveraging. He prefers to keep total loans below 75% of the after-repair value to maintain a safe cushion.

Thanks to private money, Jay’s business not only survived but thrived during market downturns. His access to capital allowed him to seize foreclosed and bank-owned property opportunities when others couldn’t finance their purchases. To this day, he rarely misses out on a deal due to lack of funds, and he’s been able to help other investors find similar success.

Automation and Team Building

A hallmark of Jay’s approach is automation. He reminds investors that the aim of entering real estate was to gain freedom, not be shackled to 60-hour workweeks. Early in his career, he tried to do everything himself—from lead generation to negotiations—but quickly realized this was unsustainable. Building a reliable team has been indispensable.

Jay’s automated business deploys key team members such a