The following guests sit down with host Justin White:

• Michael Saleh and Henri Houmani, Zoom Home Lending


Knowledge and an Ability to Present Options Are Key When Discussing Points With Borrowers

In an elevated rate environment, one of the most important skills a mortgage loan originator can have is being able to discuss discount points with borrowers. How can mortgage brokers educate their clients on whether they should buy points? Listen to Episode #86 of Good. Better. Broker. as we talk with two former top-producing retail LOs who are bringing their wisdom on discount points to the wholesale channel.

In this episode of the Good. Better. Broker. podcast, you’ll learn various strategies on how to sell discount points.


In this episode, we discuss

• 1:44 – the importance of being able to sell discount points
• 3:21 – educating clients on discount points
• 4:28 – how Henri and Michael learned selling discount points in retail
• 6:16 – sales skills that help most when having conversations about points
• 7:31 – the approach an LO should take when discussing discount points
• 10:49 – the importance of being educated on the topic of discount points
• 11:41 – the impact of home equity on discount points
• 13:34 – providing options to borrowers
• 14:49 – how to talk borrowers through paying for points
• 16:31 – showing the borrower a visual of their options
• 19:44 – how to approach borrowers differently based on how they learn
• 22:41 – how to figure out how much savings makes sense to buy discount points
• 24:13 – Henri and Michael’s advice for other LOs on discount points


Show Contributors:

Michael Saleh
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Henri Houmani
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About the Host:

Justin White is UWM’s in-house brand journalist and the host of the daily news video, Inside Pass. He creates engaging content across multiple platforms to promote the benefits of the wholesale channel and partnering with UWM. A seven-time Emmy-award winner, Justin is a graduate of the S.I. Newhouse School of Public Communications at Syracuse University.

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