The deal your conventional broker won’t touch: a seller has a $187,000 mortgage at 3.25%, fixed, with 22 years left. House is worth $240,000. They’re four months behind, credit in freefall, motivated. A conventional agent sees a problem. A licensed investor-agent sees $53,000 in equity, a below-market rate that hasn’t existed since 2021, and a deal that closes in three weeks.<\/p>\n
Subject-to is not complicated. What’s complicated is doing it right\u2014because if you do it wrong as a licensed agent, you’re not just losing the deal. You’re filing a TREC response.<\/p>\n
Six steps. The number that matters at each one. The mistake that kills it.<\/p>\n
If a disposition firm like New Western is showing you a sub2 opportunity, they’ve already pulled the meat off the bone. These firms typically layer in a $15,000\u2013$25,000 spread between what they paid the distressed seller and what they’re charging you. Their ARV math is usually accurate. Their deal math is not built for you.<\/p>\n
What to do this week:<\/strong> Pull your own 90-day sold comps in the MLS. You’re a licensed agent\u2014use the tool you’re already paying for. Look for same-size, same-neighborhood closings. Calculate ARV minus 70% (max buy price for a flip) or ARV minus 30% (minimum equity cushion for a hold). If their number doesn’t fit your number, walk.<\/p>\n The mistake that blows it:<\/strong> Trusting someone else’s ARV on a deal where your cash is on the line. We say it plainly at Black Sheep: you sell to them, you don’t buy from them.<\/p>\n Every agent who discovers sub2 immediately spirals into the due-on-sale rabbit hole. Here’s the reality: banks have the right<\/em> to call a loan when property transfers without their consent. They almost never exercise it on a performing loan.<\/p>\n Why? Because calling a performing note forces them to process a foreclosure\u2014$15,000\u2013$25,000 in legal and administrative fees\u2014and turns a current asset into a non-performing one on their books. No underwriter is pulling that trigger on a $187,000 loan getting paid on time.<\/p>\n The Garn-St. Germain Depository Institutions Act (1982) carves out specific exceptions: transfer on death, divorce, inheritance. A standard sub2 purchase doesn’t qualify. You’re not hiding behind Garn-St. Germain. You’re betting on rational bank behavior, which is an extremely solid bet.<\/p>\n The mistake that blows it:<\/strong> Over-explaining the due-on-sale risk to the seller until they talk themselves out of the deal. Disclose it clearly. Move on.<\/p>\n In Texas, when a property transfers and an existing lien stays in place, you’re in owner-finance territory under Texas SB 43. That means the Seller’s Financing Disclosure\u2014Form OP-K, sometimes called the 5016\u2014is not optional. It’s required.<\/p>\n What to physically fill in:<\/strong> The number that matters:<\/strong> A payoff statement is valid for 30 days from issuance. If your closing slips past that window, order a new one. Deals have fallen apart because the payoff on the HUD was $4,200 stale.<\/p>\n The mistake that blows it:<\/strong> Thinking the 5016 doesn’t apply because “I’m not doing owner financing\u2014I’m just taking over the loan.” Wrong framing. The disclosure is triggered by the existing lien staying in the seller’s name after transfer. File it every time.<\/p>\n This is where most beginners wash out. They walk into whatever title company their broker always uses, say “subject-to,” and get a deer-in-headlights look followed by “we can’t insure that.”<\/p>\n Most Texas title companies have never processed a sub2 closing. They don’t know how to handle a deed transfer where the underlying mortgage stays in the seller’s name, and their underwriters have blanket “no” policies they’ve never questioned.<\/p>\n What to do:<\/strong> Call at least three title companies. Ask this exact question: “Have you personally closed a transaction where the existing mortgage remained in the seller’s name after the deed transferred?”<\/em> Not “creative deals.” Not “investor deals.” That exact question. The right company will say yes without blinking.<\/p>\n The number that matters:<\/strong> Expect 3\u20135 calls on your first deal. Once you find a title company that knows the structure, use them for every sub2 you close.<\/p>\n Once you own the property, you’re making payments on a loan that’s in someone else’s name. If anything goes wrong\u2014seller claims you skipped a payment, lender mails notices to the seller’s address, insurance lapses\u2014you need a paper trail that isn’t you saying “trust me.”<\/p>\n A third-party note servicer collects your payment, forwards it to the lender, and produces a timestamped transaction record every month. That’s your protection and the seller’s.<\/p>\n Cost:<\/strong> $35\u201350\/month with a setup fee of $150\u2013250. Servicers operating in Texas: Allied Servicing Group, Note Management Center, LoanCare.<\/p>\n RMLO note:<\/strong> If you’re executing 3 or more owner-financed or sub2 deals in a 12-month period, Texas law requires you to work with a licensed Residential Mortgage Loan Originator. Even under that threshold, an RMLO review of your documents on the first deal is worth the $500\u2013$800 fee. It’s cheaper than a TREC complaint.<\/p>\n The mistake that blows it:<\/strong> Collecting payments directly. One missed-payment dispute with no records and you have nothing. The servicer is your paper trail\u2014not overhead.<\/p>\n The existing homeowner’s policy is in the seller’s name. The moment the deed transfers to you, they are no longer the insured owner. Their policy will not pay a claim on a fire that happens the day after closing\u2014because they no longer own the property.<\/p>\n What to do:<\/strong> Before closing, bind a landlord or investor property policy in your name. For a single-family home in Texas, expect $800\u2013$1,400\/year depending on replacement cost, location, and coverage level. Some carriers will add you as additional insured on the existing policy\u2014call them directly and ask. Many won’t. Those that do require proof of insurable interest. If the carrier won’t cooperate, bind your own policy and let the seller cancel theirs post-closing.<\/p>\n The number that matters:<\/strong> Insure at replacement cost, not market value. For a $240,000 ARV home, replacement cost typically runs $175,000\u2013$210,000 depending on construction type. Get an accurate rebuild estimate\u2014don’t guess.<\/p>\n The mistake that blows it:<\/strong> Assuming the existing policy transfers with the deed. Nothing transfers. The policy is a contract between the insurer and the named insured. Bind your own coverage before you hand over a check.<\/p>\n You can run every step above correctly and still have a problem: your broker.<\/p>\n Most brokerages prohibit sub2, wraps, and any structure where the agent’s name appears on the purchase contract as a buyer. Some do it because they don’t understand the structure. Some because their E&O carrier made them. Either way, if your broker’s policy manual says agents may not purchase property through creative finance structures, your license is in the wrong place.<\/p>\n At Black Sheep Broker, sub2 is part of the curriculum\u2014not a reason to call a compliance officer. We teach the full stack: due-on-sale reality, Garn-St. Germain, the 5016 disclosure, RMLO thresholds, note servicing, Texas SB 43, and how to vet a title company that won’t blink. Because our agents close these deals, not just talk about them.<\/p>\n The six steps above work. The question is whether your brokerage lets you run them.<\/p>\n <\/p>\n <\/p>\n
\nStep 2: Do the Due-on-Sale Math, Then Stop Panicking About It (Real Acceleration Rate: Under 1% on Performing Loans)<\/h2>\n
\nStep 3: Complete TREC Form OP-K (the 5016 Disclosure) \u2014 Line by Line, No Exceptions<\/h2>\n
\n– Section 2, Fields 1\u20133: the existing loan balance (get the payoff statement), the interest rate, and the current monthly P&I payment.
\n– The lender’s name and loan number.
\n– Whether the loan carries a prepayment penalty. (Check the original note\u2014not the servicer’s website.)<\/p>\n
\nStep 4: Find a Title Company That Has Actually Closed a Sub2 (Call at Least 3, Expect 2 Nos)<\/h2>\n
\nStep 5: Set Up Third-Party Note Servicing Before Closing Day ($35\u201350\/Month \u2014 Not Negotiable)<\/h2>\n
\nStep 6: Get the Insurance Right Before Closing Day ($800\u2013$1,400\/Year for a Texas SFR)<\/h2>\n
\nThe Brokerage Question Nobody Asks at Step One<\/h2>\n
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