It really depends on the lender. If it is a solely private deal, probably 2-3 points. If it is a licensed entity, you will have to have the client sign a contract to pay you directly due to legal restrictions. At that point, it is up to you to negotiate with them. I have seen clients who will agree to pay as much as 7 points. Also, some of these deals may include refinancing, be aware that you can probably only charge points on what the client nets. For example, I've seen a deal in the range of $1,000,000 but the client only nets $150K. The rest just reduced his overall mortgage rate by 3/4 of a point. Each deal will be unique, there is really no formula here.