In the world of real estate investing, two critical questions dominate most investors’ minds: How do I find the deals, and where do I get the money? Jay Conner, known as the Private Money Authority, explores both on his podcast “Raising Private Money.” In a recent episode, Jay sits down with Andrew Becker to dive deep into one of the most overlooked yet lucrative lead sources in real estate: the probate niche.

Andrew Becker isn’t your average real estate operator. After beginning his career in one of the most systemized and high-stakes environments possible—supporting the U.S. Air Force’s nuclear enterprise in the Pentagon—Andrew brought his obsession with process and systems into real estate. Over the past 13 years, he has built and scaled a high-performance operation, eventually discovering that probate leads consistently produced seven-figure revenues for his businesses.

So, why probate, and what makes Andrew’s approach different?

The Power of Focusing In

Andrew’s journey into the probate niche didn’t happen by accident. Initially managing dozens of lead sources, he and his team realized that their deal flow was being throttled by a lack of focus. Instead of going a mile wide and an inch deep, Andrew looked at the data and decided to zero in on what was actually working. Probate leads rose to the surface, consistently producing high-quality, motivated sellers and, more importantly, reliable profits.

This is grounded in the Pareto Principle—the classic 80/20 rule—in which 80% of your results come from 20% of your efforts. For Andrew, probate was that critical 20%.

Understanding Probate vs. Pre-Probate

A common point of confusion for many investors is the difference between pre-probate and probate leads. Andrew explains that pre-probate refers to instances where someone has passed away, but the legal process hasn’t yet been initiated. These are flagged by death certificates or obituaries. In contrast, probate is the formal legal process that begins once a “petition for probate” is filed in court.

Crucially, Andrew’s system doesn’t target pre-probate leads out of respect for grieving families who may not be ready to make decisions about their inherited property. Instead, he waits for the formal opening of a probate case, which signals that the family is ready to begin settling the estate. This approach is both more ethical and more effective, leading to better conversion rates and less resistance.

What is a Probate “Machine”?

The heart of Andrew Becker’s success is his systematized approach—what he calls the “probate machine.” Across the more than 3,000 counties in the U.S., new probate cases are opened every single day. Andrew teaches investors how to pull these probate records themselves, directly from the courthouse, instead of relying on slow or outdated list providers. This gives investors a real competitive edge, allowing them to reach out to personal representatives (PRs) as soon as a case is filed.

What sets Andrew’s system apart is its dual focus on both the property and the probate process itself. By educating themselves on probate, investors can truly help overwhelmed PRs navigate the complex and often confusing world of estate settlement. This high-value, service-oriented approach fosters trust and positions investors as allies, not just opportunistic buyers.

The Real Mindset Shift

Many real estate professionals approach probate leads as they would any other distressed seller—just another address. Becker advocates for a more nuanced and compassionate approach. Personal representatives are not typical home sellers. They’re often overwhelmed, emotionally drained, and juggling personal obligations on top of managing an estate. By leading with genuine value—offering probate checklists, resource guides, and introductions to trusted probate attorneys—investors can build authentic relationships and differentiate th

When most people think about real estate investing, the first images that come to mind are often an endless stack of contracts, house tours, negotiations, and the hunt for the best properties. But beneath the surface of this transactional world lies a powerful truth: real estate is still very much a people business. This principle is at the heart of the podcast episode.

The episode features Jarrod Frankum, an investor, realtor, and founder of a family-run real estate business, as he sits down with Jay Conner to break down the real journey behind private money, deal-making, and why relationships are the ultimate currency for success.

The Unexpected Path to Private Money

One of the most compelling aspects of Jarrod Frankum’s story is how his path into private money wasn’t something he planned. He didn’t approach investing with a wealthy background, a trove of connections, or a pile of capital. Instead, his journey began with sharing excitement about his business with people he already knew—without any intention of pitching for funds. What happened next signaled a core reality for real estate entrepreneurs: often, genuine enthusiasm and consistent action attract others who want to participate.

By being open about his goals, Jarrod Frankum found himself approached by someone willing to partner and supply the capital he needed for his very first deal. Later opportunities arose through a mixture of referrals and organic connections at investor meetups. The lesson is clear—building trust and communicating authentically about what you are doing can be a magnet in itself. Importantly, many of his early deals were funded by those who believed in him, not just the numbers.

Referrals and Reputation: The Real Deal-Makers

Throughout the episode, Jarrod Frankum repeatedly emphasizes that referrals have played a pivotal role in sourcing private lenders. Instead of chasing every dollar, he focused on being active, visible, and reliable in local investor networks and professional circles. Delivering on promises, managing deals well, and communicating clearly with partners generated a network effect; each successful transaction made the next connection easier.

Jay Conner reinforces this pattern with his own experience, having also raised capital through personal contacts, specifically through shared communities like churches. Being known as someone who does what they say and values transparency becomes much more important over time than any marketing gimmick or pitch. Deals come and go, but reputation endures and pays dividends as word spreads organically among peers.

Transparency: The Ultimate Safeguard

Mistakes in the private lending world can be costly, and Jarrod Frankum notes that the biggest he’s observed among peers is masking risks or being less than forthright with partners. Huge issues arise when people use new funds to patch over old mistakes or don’t present a realistic picture of the numbers. Instead, Jarrod Frankum’s approach is to front-load honesty: he shares comps, renovation budgets, and even points out risks with each deal. Trust is built on full disclosure, and if potential partners walk away, that’s better than jeopardizing anyone’s capital. In his view, always being upfront ensures that only the right kind of people, with the right expectations, get involved.

Preparation Beats Panic

A recurring theme is the importance of finding money before stumbling into desperate need. Too often, novice investors are told to get a deal under contract and assume the money will follow. The reality is that having funding lined up enables investors to act quickly and confidently. This confidence, in turn, makes it easier to secure more deals, grow the business, and help more people.

Getting Started: Mindset and Intentional Action

For those just starting out, Jarrod Frankum stresses the importance of understanding both what you'

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Credits to:

https://www.youtube.com/watch?v=Xdxd-H6gMPI

“How to Raise Private Money for Real Estate Without Banks - EP 22”

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

The world of real estate is often synonymous with big banks, endless paperwork, and the looming fear of being denied essential funding at the last minute. But what if the traditional approach to financing a property acquisition wasn’t the only— or best—way? On a recent episode of the Raising Private Money podcast, Jay Conner broke down his journey from relying on banks to pioneering the use of private money for real estate deals, opening new doors for investors everywhere.

The Frustration with Traditional Funding

Jay’s real estate story began by following the tried-and-true path of working with local banks and mortgage companies. For six years, this was his only option. But things quickly changed during the financial crisis in 2009, when his line of credit suddenly evaporated without warning. This unexpected hurdle forced Jay to rethink his entire funding strategy. Instead of panicking, he chose to seek out solutions and new connections, leading him to the concept of private money lending.

The Shift to Private Money

The turning point came from a conversation with a seasoned friend who introduced him to the world of private lending and self-directed IRAs. The idea was simple: individuals, not institutions, could become lenders by using their investment capital or retirement funds. The process could be tax-advantaged and offer investors a higher return on their money than what they’d get sitting in a traditional bank account.

By attending a real estate investing conference to learn more, Jay immediately adopted the role of a teacher. Rather than just searching for lenders, he educated his own professional and social circles about how private lending works. This strategy was so effective that he raised over $2 million in private funds within his first 90 days.

How Private Money Works in Jay’s Model

Jay’s strategy focuses on single-family homes, although he notes private money can be used for larger projects as well. The key difference with his method is the “one-off” model—rather than pooling funds into a single pot, each property is funded by specific private lenders, secured by asset-backed debt.

Private lenders in Jay’s model are protected in the same ways banks are. They receive promissory notes, mortgages, or deeds of trust, are listed as mortgagees on insurance policies, and are named in title policies as additional insured parties. If the borrower defaults, the lender’s recourse is foreclosure on a property whose loan never exceeds 75% of its after-repaired value, giving the lender significant security and potential upside.

The simplicity is part of the appeal: real estate investors pay private lenders like they would a bank—through mortgage payments or, in the case of property flips, accrued interest paid out at closing. Lenders don’t speculate on property appreciation; instead, they receive steady interest—often more than what’s available via other low-risk investments.

Sourcing Private Lenders

Finding private lenders involves targeting three key groups: your own network of connections, an expanded market as your business grows, and existing private lenders in the space. Jay emphasizes that his early successes all came from his immediate network—demonstrating the power of simply sharing the opportunity without attaching it to a specific deal.

Importantly, Jay isn’t pitching properties. He teaches potential lenders about his underwriting criteria and the maxim

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“How Jay Conner Raised $2,150,000 Without Banks (Private Money Secrets) | Ep 54”

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

Navigating the world of real estate investment often feels like a delicate balancing act between finding the right deals and securing funding. For many investors, the challenge isn’t just identifying promising properties—it’s having reliable sources of capital to act quickly when opportunities arise. In a recent episode of the Bigger Life podcast, industry veteran Jay Conner shared the game-changing strategies he uses to consistently fund his projects and keep his business growing, even in challenging markets.

At the heart of Jay’s approach is private money lending, a strategy he credits as having the single greatest impact on his success. The power of private money is in its flexibility and accessibility. Unlike traditional bank loans or hard money lenders—which are often restrictive and laden with fees—private money allows investors to deal directly with individuals who have idle capital. These individuals, often referred to as private lenders, benefit from higher returns on their funds, while investors like Jay gain access to capital that isn’t limited by credit scores or the bureaucratic limitations of financial institutions.

Private money is distinct from the more common syndication or hard money models. While syndications pool many investors into a fund and require compliance with SEC regulations, Jay’s approach is more personal and approachable. It's built around one-on-one relationships where each loan is secured by a specific asset, such as a single-family home or small multi-unit property. This asset-backed debt provides security for lenders while simplifying the process for borrowers.

One major advantage of private money is the speed and freedom it provides. Jay’s business model is flexible enough to close deals in as little as seven days, an edge that has helped him win opportunities others might miss. Since shifting his acquisition strategy, Jay now sources nearly all his deals off-market, drawing motivated sellers through targeted Google and Facebook ads, as well as carefully crafted direct mail campaigns. Having capital ready to deploy means he can give sellers the fast closings they often desire, making his offers more attractive.

Jay emphasizes the importance of getting the money lined up before hunting for deals. He educates potential lenders—often people who have never heard of private lending—by hosting luncheons and workshops. By adopting a teacher’s mindset and focusing on adding value, Jay builds trust and creates genuine win-win scenarios. Many of his lenders are sourced from his personal and professional networks, but he also expands his pool through local networking groups and self-directed IRA events, where individuals are already seeking ways to deploy their retirement funds for better returns.

Automation and leveraging a skilled team are key components in scaling his business without being overwhelmed. Jay’s organization is lean but operates efficiently thanks to a combination of talented staff and technology. A dedicated acquisitionist qualifies leads, supported by a CRM that integrates every touchpoint, while an AI assistant screens and schedules calls with sellers. A project manager and bookkeeper round out the core team, leaving Jay free to focus on high-level decisions and the aspects of the business he loves.

The impact of this system speaks volumes: Jay operates with a small core team, relies on streamlined automation, and typically spends le

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https://www.youtube.com/watch?v=3PT4nlVqTJ8&t=131s

“Private Money Explained: How to Raise Capital Without Chasing Investors with Jay Conner”

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

If you’ve ever wondered how to break free from the constraints of traditional real estate financing, the story behind Jay Conner’s transformative journey is bound to inspire. In this episode, together with Ryan Watts, Jay opens up about how a crisis forced him to discover a new path that ultimately became the cornerstone of his real estate and coaching business: private money.

Jay’s story starts not with triumph, but with a setback. In January 2009, after more than six years of success relying on local banks and mortgage companies for real estate investments, Jay received an unexpected call informing him that his lines of credit had been shut down. No warning, no explanation—just gone. Faced with this daunting challenge, Jay refused to become a victim; instead, he turned to his network and found the solution through a simple but powerful question: Who could help?

This led Jay to the world of private money, a concept he had never explored and that most people—even seasoned investors—often don’t understand. Unlike hard money, which is institutional in nature and involves brokers and underwriting, private money is sourced directly from individual investors. There are no brokers, no origination fees, and the relationship is built on trust and service.

Jay’s approach is fundamentally different from what most real estate “gurus” teach. He doesn’t believe in pitching deals or chasing funding. Instead, he emphasizes educating his network, sharing opportunities, and separating the conversation about investment from the specifics of any deal. This strategy allows people to see the value and security of real estate-backed private money lending without feeling pressured. Most of Jay’s private lenders had never heard of private money until he explained how it works—how they could earn competitive returns, backed by mortgages or deeds of trust, and enjoy security that typical stocks or funds couldn’t provide.

One of Jay’s insights is the myth that private money is only for the wealthy or well-connected. Instead, he built his lender base from ordinary people—retired teachers, civil service workers, even minors whose parents managed inherited funds. For Jay, it’s about diagnosing whether someone has a problem, like low returns or volatile investments, and then introducing them to a new solution. If an associate is happy with their return, Jay doesn’t push his opportunity, but if they express frustration, that’s where the conversation naturally turns toward private money.

The real benefit of Jay’s method isn’t just about financing deals—it’s about empowering others and fostering relationships based on trust and integrity. He coaches real estate investors across the country to adopt a service-first mindset, focusing on what they can do for others rather than simply on profits. This principle extends to his business model and his personal philosophy: “Enough is never enough when it’s not about you.” Success, in Jay’s view, comes from joy, happiness, and the impact you make serving others.

Jay’s coaching program has produced remarkable stories, helping people retire early, raise millions in private funding, and reclaim their lifestyle. The transformation is clear: private money enables fast closings, greater flexibility, and confidence—allowing investors to make offers knowing the funding is in place.

For newcomers, Jay offers practical resources such as his Curiosity O

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Credits to:

https://www.youtube.com/@EliteOnlinePublishing1

“How to Fund Real Estate Deals Without Banks with Jay Conner”

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

Navigating the world of real estate investing can be daunting, especially for those just starting out or for investors who face challenges securing traditional financing.

On the Raising Private Money Podcast, Jay Conner, a seasoned expert in private lending, and Melanie Johnson demystify the process of raising and leveraging private money. The conversation explores strategies, safeguards, and mindset shifts that have propelled Jay’s real estate career and can help others do the same.

Private Money vs. Hard Money: Understanding the Difference

One of the key points Jay highlights is the fundamental distinction between private money and hard money lending. Hard money typically comes from institutional lenders or brokerage firms that pool funds from investors and lend them out at higher interest rates, often accompanied by fees and points. While hard money serves as a commercial option, it tends to involve more rigid underwriting and less flexibility for individual borrowers.

In contrast, private money is a one-on-one transaction where funds are sourced directly from individuals. These private lenders might be friends, family, colleagues, or contacts from expanded networks. They offer greater flexibility and often better terms. Jay emphasizes that building a base of private lenders requires education and trust, allowing investors to secure capital without the layers of bureaucracy and expense associated with institutional loans.

Building a Niche in Real Estate: The “Big Fish in a Small Pond” Approach

Jay’s journey into private money began when traditional lines of credit vanished during the 2008 financial crisis. This pivotal moment forced him to rethink his approach and seek more resilient funding options. Operating in a small market in Eastern North Carolina, Jay discovered that being a “big fish in a small pond” enabled him to dominate his niche, consistently performing two deals per month with impressive average profits.

This strategy underscores a core lesson for investors: rather than competing in crowded markets, focus on a specific niche or geographic area where your efforts can stand out. Establishing expertise in a smaller market allows for deeper relationships, more reliable deal flow, and higher profitability per transaction.

Protecting Private Lenders: Safeguards and Transparency

For anyone considering borrowing or lending through private money, trust is paramount. Jay details rigorous protections he offers to private lenders, mirroring those required by local banks. These include naming lenders on insurance policies and title insurance documents, ensuring their investment is backed by tangible assets and protected against unforeseen events.

Loan-to-value (LTV) ratios are another critical safeguard. Jay limits borrowing to no more than 75% of the after-repaired value, providing lenders with a substantial equity cushion. This conservative approach reassures lenders and builds confidence in the security and reliability of the investment.

Structuring Deals: Interest Rates, Terms, and Flexibility

Private lending deals are often structured with interest-only payments, which provide consistent income to lenders while supporting the investor’s cash flow. Jay has offered a steady 8% interest rate to his private lenders since 2009, higher than bank certificates of deposit or savings accounts. By educating lenders about this opportunity—and avoiding the

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Credits to:

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

“Private Money Funding with Jay Conner”

https://www.youtube.com/watch?v=XXzYTlhntR8&t=222s

If you’ve spent any time in real estate investing, you know that access to reliable funding is what separates consistent winners from those who just get by. For many, the quest for money leads straight to traditional banking institutions, only to be faced with endless red tape, restricted lines of credit, and mountains of paperwork. But there’s a smarter path, one that puts you in the driver’s seat: private money.

Jay Conner, affectionately known as The Private Money Authority, joined Al Nicoletti on The Al Nicoletti Show to break down the steps, strategies, and mindset shifts that can empower any real estate investor to thrive using private funding. He lays out, with decades of experience, why private money works and how just about anyone can tap into it—no matter their market, background, or connections.

At its core, private money means working directly with individuals instead of hard money lenders or banks. These are people—often those you already know—looking for stable, attractive returns on their capital. They might be tired of unpredictable market swings and low yields in their retirement accounts. The real difference in this funding style is that you, the investor, get to set the terms: interest rates, payment schedules, loan duration, and more, all tailored to create a win-win relationship.

Control is the biggest advantage of using private money. When you work with institutional lenders, they set the ground rules. They decide how much you can borrow, under what terms, and often with unnecessary limits on your potential. With private money, that script is flipped. Investors can borrow 100%—even beyond the property’s purchase price to cover rehab, carrying costs, and more. Structured properly, this means you can walk away from closing with excess cash in hand, ready to fuel multiple projects.

This flexibility is a game-changer not just for seasoned investors, but especially for those just starting. While creative strategies like subject-to or seller financing are often discussed, the reality is that most sellers want all-cash offers. Having private money lined up allows you to compete for the large majority of deals where cash is king.

Jay Conner’s approach is all about education rather than pitching. Instead of desperately chasing funds, he recommends teaching potential private lenders about the safety, security, and predictability of private lending opportunities—often using self-directed IRAs. Most people aren’t aware they can use their retirement funds to invest in real estate and earn reliable, above-market returns, tax-deferred or even tax-free. Positioning yourself as a resource for education, not just a beneficiary of their funds, attracts interest and trust.

Interestingly, Jay never brings a deal to a potential lender right away. Instead, he focuses on developing relationships, sharing how the process works, and allowing the conversation to spark curiosity. By the time he calls with a specific opportunity, the private lender is eager to participate, not being “sold” on anything.

Another vital point is that private money lending is not just for single-family fix and flips. Once the mechanics are understood, it can be used for small apartments, duplexes, triplexes, quadplexes, and land. The versatility increases deal flow and diversifies opportunities.

The path to building private lender relationships begins with your warm market: people you already know and who trust you. Jay’s strategies include both direct and “indir

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

“S02 E37 - Jay Conner - The Big Fish in a Little Pond”

https://www.youtube.com/watch?v=c8SRgpoCfXU&t=46s

When most people imagine real estate investing at scale, they picture bustling cities and high-profile investors closing multi-million-dollar deals in large urban centers. Jay Conner’s story, as revealed in his guest appearance on Ian Brown’s Yield Coach Show, flips this conventional wisdom on its head. Based in a market of just 40,000 people, Jay has built a thriving operation, completing over 475 rehabs and maintaining an impressive average profit of $78,000 per flip—all by leveraging the power of private money.

Building a Real Estate Machine in a Small Market

Jay’s journey began in the housing industry alongside his father, who once owned the country’s largest mobile home retail operation. Witnessing an abrupt end to consumer financing for manufactured homes, Jay transitioned into single-family investing in 2003. Rather than chase larger markets, he decided to master his small local area, demonstrating that significant profits can be earned even far from the big city spotlight.

Initially, Jay started solo. By his own admission, the first year’s three house flips were ambitious for a team of one. Over the years, he scaled up, and today his local operation handles two to three properties monthly—all without the intense competition or wholesale activity common in larger markets. In fact, Jay notes that wholesaling isn’t even present in his area; he’s the go-to buyer.

The Power of Positioning Private Money First

One of the most important shifts in Jay’s approach came during the financial crisis of 2008. When traditional bank financing suddenly collapsed, as it did for so many investors, Jay had to rethink his approach. Instead of relying on banks that could shut down credit lines with a single phone call, he began raising private capital. Within three months, he’d secured more than $2 million by educating local contacts about the returns and security of lending on real estate deals, often via self-directed IRAs.

Rather than approaching private lenders with a sense of desperation or pitching specific deals, Jay positions himself as a teacher. He explains the safety features and returns of private lending, building trust and credibility. Prospective lenders learn about the process, and when they’re ready, they’re excited to lend—often reaching out proactively to fund deals. This mindset shift—from asking for money to offering an investment opportunity—has been foundational to his success.

Jay now works with 47 private lenders, who collectively provide about $8.5 million in funding for his deals. Private loans typically come in at 8% interest for first-position liens and 10% for subordinate liens. Regular people—retirees, acquaintances, friends from church, and family—make up this lender base. Many had never even heard of private lending or self-directed IRAs before Jay introduced these concepts.

Automation and Smart Deal Flow

Jay’s streamlined operation is built on proactive, automated marketing and systematic deal flow. His company deploys multiple Google and Facebook pay-per-click campaigns using third-party vendors. By running three separate campaigns under different names, he maximizes lead generation and dominates the search results for motivated sellers in his local market. Despite paying $150 per Google lead, he needs only seven prospects to secure a purchase, given his acquisition strategy.

Direct mail to pre-probate and foreclosure lists, high-conversion sequences, and direct outreach to new wholesal