Q4 2024 Banc of California Inc Earnings Call

Operator 2: Good day, and welcome to the Banc of California Q4 2024 earnings conference call. I would now like to turn the conference over to Ann DeVries, Head of Investor Relations for Banc of California. Please go ahead, ma'am.

Speaker Change: Good day, and welcome to the Bank of California Fourth Quarter 2024 Earnings Conference Call. All participants will be in listen-only mode. Should you need assistance, please signal a conference specialist by pressing the star key followed by zero.

Speaker Change: After today's presentation, there will be an opportunity to ask questions. To ask a question, you may press star then one on your telephone keypad, and to withdraw your question, please press star then two.

Please note, today's event is being recorded.

Speaker Change: I would now like to turn the conference over to Ann DeVries, Head of Investment Relations for Bank of California. Please go ahead, ma'am.

Ann DeVries: Thank you. Good morning, and thank you for joining Banc of California's Q4 earnings call. Today's call is being recorded, and a copy of the recording will be available later today on our investor relations website. Today's presentation will also include non-GAAP measures. The reconciliations for these measures and additional required information is available in the earnings press release and earnings presentation, which are available on our investor relations website. Before we begin, we would also like to remind everyone that today's call may include forward-looking statements, including statements about our targets, goals, strategies, and outlook for 2025 and beyond, which are subject to risks, uncertainties, and other factors outside of our control, and actual results may differ materially.

Thank you.

Speaker Change: Good morning, and thank you for joining Bank of California's fourth quarter earnings call. Today's call is being recorded, and a copy of the recording will be available later today on our investor relations website.

Speaker Change: Today's presentation will also include non-GET measures. The reconciliations for these measures and additional required information is available in the earnings press release and earnings presentation, which are available on our investor relations website.

Speaker Change: Before we begin, we would also like to remind everyone that today's call may include foreclosing statements, including statements about our targets, goals, strategies, and outlook for 2025 and beyond, which are subject to risks, uncertainties, and other factors outside of our control, and actual results may differ materially.

Ann DeVries: For discussions of some of the risks that could affect our results, please see our safe harbor statement on forward-looking statements included in both the earnings release and the earnings presentation, as well as the risk factor section of our most recent 10-K. Joining me on today's call are Jared Wolff, President and Chief Executive Officer, and Joe Kauder, Chief Financial Officer. After our prepared remarks, we will be taking questions from the analyst community. I would like to now turn the conference call over to Jared.

Speaker Change: For discussion of some of the risks that could affect our results, please see our Safe Harbor statement on forward-looking statements included in both the earnings release and the earnings presentation, as well as the risk factor section of our most recent 10-K.

Speaker Change: Joining me on today's call are Jared Wolfe, President and Chief Executive Officer, and Joe Cowder, Chief Financial Officer. After our prepared remarks, we will be taking questions from the analyst community. I would like to now turn the conference call over to Jared.

Jared Wolff: Thanks, Ann. Good morning, everyone, and welcome to our Q4 earnings call. Before we dive into our quarterly results, I'd like to take a moment to express our support and sympathies for all who have been impacted by the devastating wildfires in Los Angeles. Many of our clients and several of our colleagues lost their homes, and countless more were evacuated and severely disrupted, and the effect is much larger when we extend this to our families and friends. As a bank deeply rooted in our community, we are committed to supporting the relief and rebuilding efforts. Our charitable foundation has launched the Banc of California Wildfire Relief & Recovery Fund and donated $1 million to the fund. Our efforts will be ongoing as we work with local leaders to ensure the funds are directed in a way that will have the greatest impact.

Jared Wolfe: Thanks, Anne. Good morning, everyone, and welcome to our fourth quarter earnings call.

Before we dive into our quarterly results.

I'd like to take a moment to express our support.

Jared Wolfe: sympathies for all who have been impacted by the devastating wildfires in Los Angeles.

Many of our clients.

and several of our colleagues lost their homes.

Jared Wolfe: Countless more were evacuated and severely disrupted, and the effect is much larger when we extend this to our families and friends.

Jared Wolfe: As a bank deeply rooted in our community, we are committed to supporting the relief and rebuilding efforts.

Jared Wolfe: Our charitable foundation has launched the Bank of California Wildfire Relief and Recovery Fund and donated $1,000,000 to the fund.

Jared Wolfe: Our efforts will be ongoing as we work with local leaders to ensure the funds are directed in a way that will have the greatest impact.

Jared Wolff: We are grateful that our team members are safe and accounted for and for the first responders who are working heroically and tirelessly to save our communities as the fires continue to burn. To date, we have not suffered damage to our facilities, and we are not aware of any material impact on our loan portfolio or collateral from the wildfires. We continue to monitor and assess the situation for potential exposure. Undoubtedly, the impact will be felt for quite some time, and I will comment on this a bit later in my remarks. Moving on to our performance, we had a strong Q4, which marked the end of a transformational year for our company. We made significant progress executing our strategy, optimizing our balance sheet, and achieving operational efficiencies to set us up well for growth in 2025.

Jared Wolfe: We are grateful that our team members are safe and accounted for and for the first responders who are working heroically and tirelessly to save our communities as the fires continue to burn.

Jared Wolfe: To date, we have not suffered damage to our facilities and we are not aware of any material impact on our loan portfolio or collateral from the wildfires. But, of course, we continue to monitor and assess this situation for potential exposure.

Jared Wolfe: Undoubtedly the impact will be felt for quite some time and I will comment on this a bit later in my remarks.

Jared Wolfe: Moving on to our performance, we had a strong fourth quarter, which marked the end of a transformational year for our company.

Jared Wolfe: We made significant progress executing our strategy, optimizing our balance sheet, and achieving operational efficiencies to set us up well for growth in 2025.

Jared Wolff: These efforts resulted in meaningful growth in core profitability and a significantly strengthened balance sheet. A few accomplishments that I want to highlight. We grew NIB to 29.1% of total average deposits, up nearly 7% from a year ago. We reduced wholesale funding down to 10.3% of assets, compared to nearly 17% in Q4 of 2023. C&I loans grew to 30.1% of the core loan portfolio, up from 25.6% one year ago. Our NIM expanded 135 basis points year over year, and our non-interest operating expenses decreased by 36% from a normalized Q4 of 2023 as we achieved our cost targets from the merger. As a result of these actions and many others, we achieved strong growth in EPS, tangible book value per share, and CET1 in 2024.

Jared Wolfe: These efforts resulted in meaningful growth in core profitability and a significantly strengthened balance sheet.

A few accomplishments that I want to highlight.

Jared Wolfe: We grew NIB to 29.1% of total average deposits, up nearly 7% from a year ago.

Jared Wolfe: We reduced wholesale funding down to 10.3% of assets, compared to nearly 17% in the fourth quarter of 2023.

Jared Wolfe: C&I loans grew to 30.1% of the core loan portfolio, up from 25.6% one year ago.

Our NIM expanded 135 basis points year-over-year.

Jared Wolfe: And our non-interest operating expenses decreased by 36% from a normalized fourth quarter of 2023 as we achieved our cost targets for the merger.

Jared Wolfe: As a result of these actions and many others, we achieved strong growth in EPS, tangible book value per share, and CET1 in 2024.

Jared Wolff: Moving on to more of the specifics for our Q4, we continue to execute well by realizing additional cost synergies from our merger, as well as the full quarter benefit of our balance sheet repositioning that we executed on in the Q3 and earlier. This resulted in strong growth in core earnings, with EPS increasing to $0.28 and higher profitability metrics across the board. As expected, we reduced our cost of deposits through both an improvement in our mix of deposits and reducing rates on interest-bearing deposits following the Fed rate cuts. These actions, of course, led to an expansion of our margin that we anticipated, which contributed to our high level of profitability in the quarter.

Jared Wolfe: Moving on to more of the specifics for our fourth quarter, we continue to execute well by realizing additional cost synergies from our merger, as well as the full quarter benefit of our balance sheet repositioning that we executed on in the third quarter and earlier.

Jared Wolfe: This resulted in strong growth in core earnings with EPS increasing to $0.28 and higher profitability metrics across the board.

Jared Wolfe: As expected, we reduced our cost of deposits through both an improvement in our mix of deposits and reducing rates on interest-bearing deposits following the Fed rate cuts.

Jared Wolfe: These actions, of course, led to an expansion of our margin that we anticipated, which contributed to our high level of profitability in the quarter.

Jared Wolff: On our last earnings call, we indicated that with the major integration milestones behind us, we had reached an inflection point and could now shift our focus to external growth, taking advantage of the strength of the franchise we have built. We are starting to see economic optimism. Our bankers did an excellent job expanding client relationships and bringing new relationships to grow both loans and deposits in Q4. In the quarter, our loan production, including unfunded commitments, was $1.8 billion, resulting in portfolio growth of 1.5%, or about 6% of our core portfolio on an analyzed basis. Warehouse continues to perform well, driven by new clients and also increased line utilization among existing clients.

Jared Wolfe: On our last earnings call, we indicated that with the major integration milestones behind us, we had reached an inflection point and could now shift our focus to external growth, taking advantage of the strength of the franchise we have built.

Jared Wolfe: We are starting to see economic optimism and our bankers did an excellent job expanding client relationships and bringing in new relationships to grow both loans and deposits in the fourth quarter.

Jared Wolfe: In the quarter, our loan production, including unfunded commitments, was $1.8 billion, resulting in portfolio growth of 1.5% or about 6% of our core portfolio on an analyzed basis.

Jared Wolfe: Warehouse continues to perform well, driven by new clients and also increased line utilization among existing clients.

Jared Wolff: We also had good loan growth in our fund finance business during the quarter, and this growth was partially offset by declining construction loans due to payoffs on completed projects, some of which moved to permanent financing in our CRE portfolio. New loans continue to come on the books at higher rates than those that are paying off, with Q4 loan production rates above 7%, which is accretive to our average loan yields and net interest margin. As we look ahead into 2025, we expect continued growth in warehouse, fund finance, and lender finance portfolios, and a pickup in growth in all other core loan areas. With regards to credit, our loan portfolio continues to perform well on a broad basis. However, we have maintained our conservative approach, and when we see signs of weakness in any credits, we have been quick to downgrade and slow to upgrade.

Jared Wolfe: We also had good loan growth in our fund finance business during the quarter, and this growth was partially offset by declining construction loans due to payoffs on completed projects, some of which moved to permanent financing in our CRE portfolio.

Jared Wolfe: New loans continue to come on the books at higher rates than those that are paying off, with fourth quarter loan production rates above 7%, which is accretive to our average loan yields and net interest margin.

Jared Wolfe: As we look ahead into 2025, we expect continued growth in warehouse fund finance and lender finance portfolios and a pickup in growth in all other core loan areas.

Jared Wolfe: With regards to credit, our loan portfolio continues to perform well on a broad basis.

Jared Wolfe: However, we have maintained our conservative approach, and when we see signs of weakness in any credits, we have been quick to downgrade and slow to upgrade.

Jared Wolff: The increase in most of our problem loan categories was largely driven by a single borrower relationship. We believe the risk is isolated to this specific situation and do not expect any losses given our collateral coverage. We also decided to charge off two NPL loans. One was in life sciences and the other was in the CIVIC portfolio. The circumstances around each loan were very specific to those credits. Our reserve levels were at 1.13% of total loans and 142% coverage of our non-performing loans. I think it's important to note that our economic coverage ratio is substantially higher at 1.72% of loans, which incorporates the loss coverage from our credit-linked notes, as well as the unearned credit mark on the Banc of California loan portfolio acquired in the merger.

Jared Wolfe: The increase in most of our problem loan categories was largely driven by a single borrower relationship. We believe the risk is isolated to this specific situation and do not expect any losses given our collateral coverage.

Jared Wolfe: We also decided to charge off two NPL loans. One was in life sciences and the other was in the civic portfolio.

Jared Wolfe: The circumstances around each loan were very specific to those credits.

Jared Wolfe: Our reserve levels were at 1.13% of total loans and 142% coverage of our non-performing loans.

Jared Wolfe: I think it's important to note that our economic coverage ratio is substantially higher at 1.72% of loans, which incorporates the loss coverage from our credit link notes, as well as the unearned credit mark on the Bank of California loan portfolio acquired in the merger.

Jared Wolff: We believe our coverage levels are appropriate under CECL, given our portfolio mix, which is shifting with recent loan growth coming from low risk and low duration segments such as warehouse, fund finance, and lender finance. Under the CECL rules, these loans attract very low reserves due to low historical losses and short duration of the loans. Let me hand it over to Joe, and then I'll have some closing remarks, and we'll open up the line for questions. Joe.

Jared Wolfe: We believe our coverage levels are appropriate under CECL given our portfolio mix, which is shifting with recent loan growth coming from low-risk and low-duration segments such as warehouse, fund finance, and lender finance.

Jared Wolfe: Under the CECL rules, these loans attract very low reserves due to low historical losses and short duration of the loans.

Jared Wolfe: Let me hand it over to Joe, and then I'll have some closing remarks, and we'll open up the line for questions. Joe?

Joe Kauder: Thank you, Jared. We reported Q4 net income of $47 million or $0.28 per share, which reflects net interest margin expansion and a reduction in our non-interest expenses. Core profitability was strong across the board this quarter as we continued to benefit from the impact of balance sheet repositioning, cost-saving initiatives, and growth in core business drivers. I know everybody has already or will be able to soon review our earnings materials, so I'd like to simply highlight some of our key drivers from a financial point of view, along with some information that may help you better understand our positive outlook. We generated $235 million in net interest income, which was up 1% from the prior quarter. This was driven by expansion in our net interest margin, partially offset by lower average interest earning assets.

Joe Cowder: Thank you, Jared. We reported fourth quarter net income of $47 million or $0.28 per share, which reflects net interest margin expansion and a reduction in our non-interest expenses.

Joe Cowder: Core profitability was strong across the board this quarter as we continue to benefit from the impact of balance sheet repositioning, cost-saving initiatives, and growth in core business drivers.

Joe Cowder: I know everybody has already or will be able to soon review our earnings materials, so I'd like to simply highlight some of our key drivers from a financial point of view along with some information that may help you better understand our positive outlook.

Joe Cowder: We generated $235 million in net interest income, which is up 1% from the prior quarter. This was driven by expansion in our net interest margin, partially offset by lower average interest earning assets.

Joe Kauder: Interest expense declined $25.5 million or 12% quarter-over-quarter due to a reduction in funding cost. This was partially offset by an interest income decline of $22.4 million, largely driven by the impact of rate cuts on cash balances and floating rate loans and securities, and lower average cash balances in the quarter. Our net interest margin in the quarter increased 11 basis points to 3.04% due to a 27 basis point decline in our cost of funds, partially offset by a 15 basis point decrease in the yield on average earning assets. The decrease in the cost of funds reflected the full quarter impact of prior balance sheet repositioning actions, as well as a lower rate environment. Cost of deposits declined 28 basis points from 2.54% to 2.26% as we achieved a 54% beta on interest-bearing deposits following the most recent cut.

Joe Cowder: Interest expense declined $25.5 million or 12% quarter over quarter due to a reduction in funding cost.

Joe Cowder: This was partially offset by an interest income decline of $22.4 million, largely driven by the impact of rate cuts on cash balances, employee rate loans and securities, and lower average cash balances in the quarter.

Joe Cowder: Our net interest margin in the quarter increased 11 basis points to 3.04% due to a 27 basis point decline in our cost of funds.

Joe Cowder: partially offset by a 15 basis point decrease in the yield and average earning assets.

Joe Cowder: The decrease in the cost of funds reflected the full quarter impact of prior balance sheet repositioning actions as well as a lower rate environment.

Joe Cowder: Cost of deposits declined 28 basis points from 2.54% to 2.26% as we achieved a 54% beta on interest-bearing deposits following the most recent cut.

Joe Kauder: We also benefit from average NIB as a percentage of total deposits growing to 29.1% from 27.7% in the prior quarter. Regarding the yield on average earning assets, we saw a 17 basis point decline in our average loan yields, partially offset by a 5 basis point increase in our average yield on securities resulting from the securities portfolio repositioning completed in Q3. Rates on new loan production came in at 7.02% for the quarter, with commercial new production loan rates of 7.6%, offset by lower yields on new real estate production. In terms of interest rate sensitivity, our balance sheet mix has shifted. With growth in interest rate sensitive assets, particularly warehouse loans which are floating rate, we are close to a neutral interest rate risk position.

Joe Cowder: We also benefit from average NIB as a percentage of total deposits growing to 29.1% from 27.7% in the prior quarter.

Joe Cowder: Regarding the yield and average earning assets, we saw a 17 basis point decline in our average loan yields, partially offset by a five basis point increase in our average yield on securities resulting from the securities portfolio repositioning completed in the third quarter.

Joe Cowder: Rates on new loan production came in at 7.02% for the quarter, with commercial new production loan rates of 7.6% offset by lower yields on new real estate production.

Joe Cowder: In terms of interest rate sensitivity, our balance sheet mix has shifted with growth in interest rate sensitive assets, particularly warehouse loans, which are floating rate.

Joe Cowder: and we are close to a neutral interest rate risk position.

Joe Kauder: Although we have $6.2 billion more in liabilities repricing or maturing than assets over the next year, the higher interest sensitive asset betas offset much of the impact of this asset liability gap. We expect continued expansion in our net interest margin as we reduce our cost of funds. While our 2025 outlook for our net interest margin for the entire year is currently targeting a range of 3.20% to 3.30%, that assumes no further Fed rate cuts in 2025. Our NIM is largely an output as we prioritize long-term profitability over any specific NIM target and will adjust this target as appropriate to optimize our earnings. Our total non-interest income of $29 million in Q4 includes. I'm sorry.

Joe Cowder: Although we have $6.2 billion more in liabilities repricing or maturing than assets over the next year.

Joe Cowder: the higher interest-sensitive asset betas offset much of the impact of this asset liability gap.

Joe Cowder: We expect continued expansion in our net interest margin as we reduce our cost of funds.

Joe Cowder: Well, our 2025 outlook for our net interest margin for the entire year is currently targeting a range of 3.20 to 3.30 percent. That assumes no further Fed rate cuts in 2025.

Joe Cowder: Our NIM is largely an output as we prioritize long-term profitability over any specific NIM target and we'll adjust this target as appropriate to optimize our earnings.

Joe Cowder: Our total non-interest income of $29 million in the fourth quarter includes a negative, I'm sorry, our total non-interest income of $29 million in the fourth quarter includes a negative mark-to-market adjustment and lower dividend income in our CRA equity investments relative to the prior quarter.

Joe Kauder: Our total non-interest income of $29 million in Q4 includes a negative mark-to-market adjustment and lower dividend income in our CRA equity investments relative to the prior quarter. Non-interest income can be somewhat volatile, but we expect it to average $10 to 12 million per month. While we had lower non-interest expense of $181.4 million with a significant decrease from the prior quarter, this number is seasonally low and is expected to normalize in Q1 and for 2025. Compensation expenses are generally seasonally lower in Q4 and seasonally higher in Q1 due to resets of accruals for payroll and benefits.

Joe Cowder: Non-interest income can be somewhat volatile, but we expect it to average 10 to 12 million per month.

Joe Cowder: While we had lower non-interest expense of $181.4 million, with a significant decrease from the prior quarter.

Joe Cowder: This number is seasonally low and is expected to normalize in Q1 and for 2025.

Joe Cowder: Compensation expenses are generally seasonally lower in the fourth quarter and seasonally higher in the first quarter due to resets of accruals for payroll and benefits.

Joe Kauder: In 2025, we expect quarterly non-interest expenses to average $190 to 195 million as we balance continued focus on managing cost with the investments to grow our business. Our effective tax rate was lower in the Q4 due to tax benefits resulting largely from a state tax adjustment recorded in the Q4 to increase our deferred tax assets resulting from the filing of our 2023 state tax returns. For 2025, we expect our normal tax rate to be in the range of 27% to 28%. Turning to our balance sheet, as Jared Wolff mentioned, we have broad-based loan growth across the core portfolio. We are targeting loan growth in the mid to upper single-digit range in 2025, assuming a relatively stable economic environment with growth coming across all of our core areas. Our total deposits of $27.2 billion increased $364 million in the Q4.

Joe Cowder: In 2025, we expect quarterly non-interest expenses to average $190 to $195 million as we balance continued focus on managing cost with the investments to grow our business.

Thank you.

Our effective tax rate.

Joe Cowder: was lower in the fourth quarter due to tax benefits resulting largely from a state tax adjustment recorded in the fourth quarter to increase our deferred tax assets resulting from the filing of our 2023 state tax returns.

Joe Cowder: For 2025, we expect our normal tax rate to be in the range of 27 to 28 percent.

Joe Cowder: Turning to our balance sheet, as Jared mentioned, we have broad-based loan growth across the core portfolio.

Joe Cowder: We are targeting loan growth in the mid to upper single-digit range in 2025, assuming a relatively stable economic environment with growth coming across all of our core areas.

Joe Cowder: Our total deposits of $27.2 billion increased $364 million in the fourth quarter.

Joe Kauder: Average NIB deposits grew 1.4% from the prior quarter, while end-of-period non-interest-bearing deposits declined slightly due to the year-end outflows that we mentioned earlier on this call. Looking ahead into 2025, we are targeting deposit growth in the mid to upper single digits. Non-interest-bearing deposit growth remains important to our growth strategy, we are targeting NIB at over 30% of our total deposit base for 2025. At this time, I will turn the call back over to Jared.

Joe Cowder: Average NIB deposits grew 1.4% from the prior quarter, while end of period non-interest bearing deposits declined slightly due to the year-end outflows that we mentioned earlier on this call.

Joe Cowder: Looking ahead into 2025, we are targeting deposit growth in the mid to upper single digits.

Joe Cowder: Non-interest bearing deposit growth remains an important remains important to our growth strategy and we are targeting NIB at over 30% of our total deposit base for 2025.

Joe Cowder: At this time, I will turn the call back over to the Chair.

Jared Wolff: Thanks, Joe. With a successful year of merger integration and balance sheet repositioning actions behind us, we are primed for profitable growth going forward. Given the strength of our balance sheet with high levels of capital liquidity, as well as our attractive position in key markets, our company is very well-positioned. We are starting to see a higher level of loan demand, which we saw pick up at the end of Q4. We are optimistic that loan demand will continue to improve in 2025, though we still expect more of the growth to come in H2 of the year as the market is anticipating the economy will expand. We will capitalize on these opportunities to grow with the economy while still maintaining our disciplined and conservative underwriting and pricing criteria.

Thanks, Joe.

Joe Cowder: with a successful year of merger integration and balance sheet repositioning actions behind us.

We are primed for profitable growth going forward.

Joe Cowder: Given the strength of our balance sheet with high levels of capital and liquidity, as well as our attractive position in key markets, our company is very well positioned.

Joe Cowder: We're starting to see a higher level of loan demand, which we saw pick up at the end of the fourth quarter.

Joe Cowder: We are optimistic that loan demand will continue to improve in 2025, but we still expect more of the growth to come in the back half of the year as the market is anticipating the economy will expand.

Joe Cowder: We will capitalize on these opportunities to grow with the economy while still maintaining our disciplined and conservative underwriting and pricing criteria.

Jared Wolff: We see good opportunities to grow across all loan areas given the talented teams we have in our markets. Our deposit gathering efforts, which remain a primary focus of the bank, continue to produce good results, and we expect to fund our loan growth with low-cost deposits added from new clients as well as current high levels of liquidity. We also expect to see expansion in our margin as we continue to reduce our cost of deposits and loans that are maturing or resetting, as loans that are maturing or resetting are doing so at higher rates. Q1 is typically slow and flat with Q4. As Joe mentioned, this is partly due to a reset of accruals, taxes, and other expenses while pipelines are building.

Joe Cowder: We see good opportunities to grow across all loan areas given the talented teams we have in our markets.

Joe Cowder: And our deposit gathering efforts, which remain a primary focus of the bank, continue to produce good results, and we expect to fund our loan growth with low-cost deposits added from new clients as well as current high levels of liquidity.

Joe Cowder: We also expect to see expansion in our margin as we continue to reduce our cost of deposits and loans that are maturing or resetting.

Joe Cowder: loans that are maturing or resetting are doing so at higher rates.

The first quarter is typically slow and flat with Q4.

Joe Cowder: As Joe mentioned, this is partly due to a reset of accruals, taxes, and other expenses while pipelines are building.

Jared Wolff: We typically see some seasonal weakness in overall deposit flows and loan demand in Q1 each year, but we feel very confident in our ability to deliver strong results ahead. We remain optimistic about the opportunities that lie ahead in 2025 to grow our business and drive higher returns. We believe we are well-positioned to generate strong financial performance in 2025 and create additional value for our shareholders. Let me say a few more words about the wildfires and the impact on Los Angeles County. As you have heard, the fires have been truly devastating and among the most expensive in California history. It is going to take $ billions, with current estimates exceeding $100 billion, to remedy and rebuild the affected areas.

Joe Cowder: We typically see some seasonal weakness in overall deposit flows and loan demand in the first quarter each year, but we feel very confident in our ability to deliver strong results ahead.

Thank you.

Joe Cowder: We remain optimistic about the opportunities that lie ahead in 2025 to grow our business.

Bye.

and drive higher returns.

Joe Cowder: We believe we are well positioned to generate strong financial performance in 2025 and create additional value for our shareholders.

Joe Cowder: Let me say a few more words about the wildfires and the impact on Los Angeles County.

Joe Cowder: As you have heard, the fires have been truly devastating and among the most expensive in California history.

Joe Cowder: It is going to take billions of dollars, with current estimates exceeding $100 billion, to remedy and rebuild the affected areas.

Jared Wolff: That said, the fires burned a little over 1.5% of the acreage of LA County, and by and large, most of the areas of the city were not affected at all, and the areas that were affected were largely residential. LA already had a housing shortage, and as you have no doubt read, the impact of the fires is compounding that issue. Further, we are watching very carefully what I call the spillover effect of the fires, the economic effect that trickles down to other areas of the city because the small businesses that were supporting the affected communities are now impacted too, and they can't bring home revenues to their communities.

Joe Cowder: That said, the fires burned a little over one and a half percent of the acreage of L.A. County.

Joe Cowder: And by and large, most of the areas of the city were not affected at all, and the areas that were affected were largely residential.

Joe Cowder: LA already had a housing shortage and as you have no doubt read, the impact of the fires is compounding that issue.

Joe Cowder: Further, we were watching very carefully what I call the spillover effect of the fires.

Joe Cowder: The economic effect that trickles down to other areas of the city because the small businesses that were supporting the affected communities are now impacted too, and they can't bring home revenues to their communities.

Jared Wolff: The banking industry can and should play a critical role in helping to support, stabilize, and revitalize impacted communities, and we are expected to do so here as well through targeted lending, payment relief, and other tailored programs. That is all in the initial phases, and we are committed to supporting it and playing an important role. Without in any way removing focus from the real tragedy that has occurred and is still ongoing with the fires, there is a silver lining to all of this as well that is likely to mean some very positive things for our city, county, and region in the years ahead. First, the city and state have enacted executive orders which are focused on streamlining development and clearing hurdles to ensure we can quickly get back and get to the rebuilding phase.

Joe Cowder: The banking industry can and should play a critical role in helping to support, stabilize, and revitalize impacted communities.

Joe Cowder: And we are expected to do so here as well through targeted lending, payment relief, and other tailored programs.

Joe Cowder: That is all in the initial phases and we are committed to supporting it and playing an important role.

Thank you.

Joe Cowder: without in any way removing focus from the real tragedy that has occurred and is still ongoing with the fires.

There is a silver lining to all of this.

Joe Cowder: well that is likely to be some mean some very positive things for our city.

county, and region in the years ahead.

Joe Cowder: First, the City and State have enacted executive orders which are focused on streamlining development and clearing hurdles to ensure we can quickly get back and get to the rebuilding phase.

Jared Wolff: Second, the mayor has appointed an experienced czar to be a point person for much of this, and we have numerous business leaders joining together to envision LA 2.0. Third, if we look at what happened in Houston following Hurricane Harvey in 2017 or New Orleans following Katrina in 2005, there was an initial period of economic disruption followed by a multi-year economic boom spurred by development. Given the size of the LA economy and the fact most of it was spared, I'm very optimistic about the prospects of this region and believe that we too will organize and build back better in a way that could spur very substantial growth for such an important part of our nation's economy. As the largest independent bank headquartered in Los Angeles, we are poised to play a leadership role and to help our clients and communities.

Joe Cowder: Second, the mayor has appointed an experienced czar to be a point person for much of this. We have numerous business leaders joining together to envision LA 2.0.

Thank you.

Joe Cowder: Third, if we look at what happened in Houston following Hurricane Harvey in 2017 or in New Orleans following Katrina in 2005, there was an initial period of economic disruption followed by a multi-year economic boom spurred by development.

Joe Cowder: Given the size of the L.A. economy and the fact most of it was spared, I'm very optimistic about the prospects of this region and believe that we too will organize and build back better in a way that could spur very substantial growth for such an important part of our nation's economy.

Speaker Change: As the largest independent bank headquartered in Los Angeles, we are poised to play a leadership role and to help our clients and communities.

Jared Wolff: I'm incredibly proud of everything that our talented team has accomplished during the course of 2024 and how our company has performed. We always say that banking is a team sport, and that is true now more than ever. Our team banded together and worked tirelessly during the recent wildfires to support each other, our clients, and our local communities. I'm privileged to lead this team and look forward to what we can accomplish together in 2025. I hope that I have been very clear about how much opportunity for growth we see ahead. With that, let's go ahead and open up the lines for questions.

Thank you.

Speaker Change: I'm incredibly proud of everything that our talented team has accomplished during the course of 24 and how our company has performed

Speaker Change: We always say that banking is a team sport, and that is true now more than ever. Our team banded together and worked tirelessly during the recent wildfires to support each other, our clients, and our local communities.

Speaker Change: I am privileged to lead this team and look forward to what we can accomplish together in 25.

Speaker Change: I hope that I have been very clear about how much opportunity for growth we see ahead. With that, let's go ahead and open up the lines for questions.

Operator 2: Today's first question comes from Timur Braziler with Wells Fargo. Please go ahead.

Speaker Change: Thank you. If you would like to ask a question, please first start on the one on your telephone keypad. If you're using a speakerphone, we ask that you please pick up your handset before pressing the keys.

Speaker Change: If your question has already been addressed and you'd like to remove yourself from the queue, please press star then two.

Speaker Change: Today's first question comes from Teamer Braziller with Wells Fargo. Please go ahead.

Timur Braziler: Hi. Good morning.

Hi, good morning.

Jared Wolff: Good morning.

Good morning.

Timur Braziler: Jared, maybe starting on expenses, can you maybe help us just bridge the gap between the current rate, it's been a couple of quarters of being able to work those down pretty well, just the current rate versus guidance, and maybe the timing there. Is that all expected to bounce back in Q1, or do you expect to grow into that guided range?

Joe Cowder: Jared, maybe starting on expenses, can you maybe help us just bridge the gap between the current rate? You know, it's been a couple quarters of being able to work those down pretty well. Just current rate versus guidance.

Speaker Change: And maybe the timing there, is that all expected to bounce back in the first quarter, or do you expect to grow into that guided range?

Jared Wolff: Yeah. Let me start, and then I'm going to turn it over to Joe for the details and the timing. If we achieve the low end of our range, the low end of expenses for 2024, excuse me, for 2025, that would represent 3% savings relative to a normalized 2024. If we achieve the high end of our range, that's 6%. Again, even though there's some increase in expenses relative to the low point of Q4, we're still expected to continue saving through 2025. That being said, we really need to grow this company, and we expect to grow this company. The expenses will not grow if growth doesn't come along with it. We're looking to expand our margin, expand our earnings, and we think that these estimates are maybe conservative, but probably reasonable in light of the growth that we expect.

Joe Cowder: Yeah, let me let me start and then I'm going to turn over to Joe for the details and the timing.

if we achieve the low end of our range.

Joe Cowder: the low end of expenses for 24, excuse me, for 25. That would represent 3% savings.

relative to a normalized 24.

Joe Cowder: If we achieve the high end of our range, that's 6%.

Again, so even though, you know, there's

Joe Cowder: some increase of expenses relative to kind of the low point of Q4.

Joe Cowder: we're still expected to continue saving through 25. That being said, we really need to grow this company and we expect to grow this company and the expenses will not grow if growth doesn't come along with it.

Joe Cowder: We're looking to expand our margin and expand our earnings and we think that these estimates are maybe conservative But probably reasonable in light of the growth that we expect Joe. Why don't you add detail there?

Jared Wolff: Joe, why don't you add detail there?

Joe Kauder: As we mentioned earlier, Timur, Q1 is seasonally high usually for things like comp expense versus Q4. As payroll taxes reset, certain benefits, for example, 401(k) matches, all these other things reset. That's usually the quarter that some of the inflation kicks in for wage inflation and stuff. I think we will see it go up, and then as the year progresses, it will hopefully trend down. I want to reinforce what Jared said. We have a real focus on cost, and it's something that we certainly think about every day and will continue to work. We have lots of initiatives going on. We also want to grow our balance sheet, and we want to grow earnings.

Thank you.

Joe Cowder: Yeah, so we would, you know, as we mentioned earlier, Timur, the...

Joe Cowder: The first quarter is seasonally high usually for things like comp expense.

versus the fourth quarter, and that's, you know, as...

Joe Cowder: payroll taxes reset, certain benefits like for example 401k matches, all these other things.

Jared Wolfe: reset. You also have, that's usually the quarter that, you know, some of the inflation kicks in for wage inflation and stuff. And so, you know, I think we will see it go up and then as the year progresses, it will, it will hopefully trend down. But we, you know, I want to reinforce what Jared said. We have a real focus on cost.

Jared Wolfe: and it's something that we certainly think about every day and will continue to work. We have lots of initiatives going on.

Jared Wolfe: But we also want to grow our balance sheet and we want to grow earnings. And so we believe that if you look at our, you know, with our afford guidance on loan growth and NIM expansion, that we think that we'll continue to, you know, with this expense base, we'll continue to grow operating leverage.

Joe Kauder: We believe that if you look at our forward guidance on loan growth and NIM expansion, that we think that with this expense base, we'll continue to grow operating leverage, and we're well-positioned to have a good 2025.

Jared Wolff: I guess I would add there that for us, this is kind of optimistic in that we need expenses to support growth. If we were kind of trending down and going down, it might suggest that we were intending to be a little bit flatter. As we guided previously, we thought we would be low single digits in terms of loans. Now we're guiding to mid to upper single digits, and we're just seeing some good shoots in the ground right now and feel good about 2025 where we sit today. Obviously, all economic dependent. We don't think there's going to be any rate cuts in 2025. If there are, that's great.

in that we see we need expenses to support growth.

Jared Wolfe: And, you know, if we were kind of trending down and going down, it might suggest that we were intending to be a little bit flatter. And as we've guided previously, we thought we would be low single digits in terms of loans. Now we're guiding to mid to upper single digits.

Jared Wolfe: And we're just seeing some good shoots in the ground right now, and feel good about 25 where we sit today. Obviously all economic dependent, we don't think there's going to be any rate cuts in 25, and if there are, that's great.

Timur Braziler: Okay, thanks. Then maybe just sticking on the loan growth expectations, just looking at Q4, production was up quarter-on-quarter, line usage was up, but also payoff and paydown activity was a little bit elevated. As you look towards that higher mid to high single-digit guide for 2025, is that more payoff stabilizing? Is that expected line usage, loan production kind of? What are the dynamics within that 2025 guide that you expect to grow from?

Speaker Change: Okay, thanks. And then maybe just sticking on the loan growth expectations, just looking at 4Q, production was up quarter and quarter, line usage was up, but also payoff and pay down activity was a little bit elevated. I guess as you look towards the higher mid to high single digit guide for...

Speaker Change: 25, is that more payoff stabilizing, is that expected line usage, loan production kind of, what are the dynamics within that 25 guide that you expect to grow from? Yeah, I think that if you're starting to see a lot more activity, I think that paydowns and payoffs have to be up there as well.

Jared Wolff: Yeah. I think that if you're starting to see a lot more activity, I think that paydowns and payoffs have to be up there as well because that's just kind of normal. It's just the part of the overall cycle of other banks are experiencing paydowns and payoffs, and we're taking out lines at other banks and putting them here. Some of our clients we might not want to renew them. We're going to try to minimize the payoffs and the paydowns that we think we can hold onto. There's a lot more money circulating in the economy when that happens. We think about it in terms of what's the net growth number that we want to target. Obviously, to net grow, you want to keep your base stable and grow on top of it. We're going to try to minimize the paydowns and payoffs.

Speaker Change: because that's just kind of normal. It's just the part of the overall cycle of you know, other banks are experiencing paydowns and payoffs and we're taking out lines at other banks and putting them here.

Speaker Change: Some of our clients, we might not want to renew them. We're going to try to minimize the payoffs and the paydowns that we think we can hold on to.

Speaker Change: But there's a lot more money circulating in the economy when that happens. So we think about it in terms of what's the net growth number that we want to target. And obviously to net grow, you want to keep your base stable and grow on top of it. So we're going to try to minimize.

Jared Wolff: If they happen, we're going to have to grow on top of it. We think about it in terms of net growth. We're prepared for it. That's part of the normal cycle. In some ways, it's really good when that happens because there's a lot more money circulating in the economy. If you look at our table on page 16, you can really see the pickup in activity relative to where it was. That's, I think, a good sign.

Speaker Change: The paydowns and payoffs and if they happen we're going to have to grow on top of it So we think about it in terms of net growth. We're prepared for it, but that that's part of the normal cycle And in some ways it's really good when that happens because there's a lot more money circulating in the economy We saw if you look at our table on page 16

Speaker Change: mean you can really see the pickup in activity relative to where it was and and so that that's I think a good sign

Timur Braziler: Just last for me, on the deposit side, just maybe talk to the broader competitive landscape, what you're seeing in terms of some higher cost runoff in the coming quarter, then maybe one for Joe, just the deposit spot rate at the end of the year.

Speaker Change: Great and then just last for me on the deposit side just maybe talk to the broader competitive landscape what you're seeing in terms of some higher costs runoff in the coming quarter and then maybe one for Joe just a deposit spot rate at the end of the year.

Jared Wolff: Yeah. We see less competition on deposit pricing. We're starting to see less demand for higher rates. That's going to allow us, as we get a little bit further from the rate cuts, we're going to take another bite of the apple and start moving deposit costs down again. We've been doing it effectively. Our teams have done a great job with it. We do have deposits that are coming off still in the 5s. That we have the opportunity to reprice down, and that's going to continue to be a tailwind for us.

Yeah, we see

We see less competition on deposit pricing.

Speaker Change: We're starting to see less demand for higher higher rates. So that's going to allow us

Speaker Change: As we get a little bit further from the rate cuts, we're going to take another bite at the apple and start moving deposit costs down again.

Speaker Change: We've been doing it effectively. Our teams have done a great job with it. We do have deposits that are coming off still in the fives that we have the opportunity to reprice down, and that's going to continue to be a tailwind for us.

Joe Kauder: Yeah.

Timur Braziler: Great.

And yeah, um...

Joe Kauder: Tim, you had to add on to that?

Joe Cowder: Anything we want to... Joe, did you want to provide a spot rate? Did we provide a spot rate at the end of the year?

Jared Wolff: Spot rate, Joe. Joe, did you want to provide a spot rate? Do we provide a spot rate at the end of the year on deposit?

Joe Kauder: No. We haven't provided a specific spot rate, but I think you can assume it's just right around the, maybe slightly below the cost that we provided to you for 4Q, which was cost deposit of $2.26. Just probably a little bit below that.

Joe Cowder: You know we haven't we haven't provided a specific spot rate but I think you can assume it's just you know right around the maybe slightly below the cost that we provided to you for 4Q which was your cost deposit of 2.26 and just probably a little bit below that.

Timur Braziler: Great.

Joe Kauder: I do want to say, when you look out into 2025, we still have a fair amount of higher cost deposits, like brokered CDs and other things that we put on at the beginning of this year as we were going through all of our restructuring. Those things are going to roll over. As they roll over, we're looking at picking up, whether they roll over and we are able to replace them with core deposits, or even if we have to replace them with brokered again. It's meaningfully lower rates that we're rolling those things over at. We feel good about our ability to continue to bring down the cost of deposits.

Joe Cowder: But I do want to say, you know, when you look out into 2025, we still have a fair amount of, you know, higher cost.

Joe Cowder: deposits like brokered CDs and other things that we put on at the beginning of this year as we were going through all of our Restructuring and those things are going to roll over and as they roll over, you know, we're looking at picking up, you know

Joe Cowder: whether they roll over and we're able to replace them with core deposits or even if we have to replace them with brokered again, it's meaningfully lower rates that we're rolling those things over at.

Joe Cowder: And so, you know, we feel good about our ability to continue to bring down the cost of deposits.

Timur Braziler: Great. Thank you.

Great, thank you.

Operator 2: Thank you. Our next question today comes from Chris McGratty at KBW. Please go ahead.

Speaker Change: Thank you. And our next question today comes from Chris McGrady at KBW. Please go ahead.

Chris McGratty: Hey, Jared. Hey, Joe. Question on NII. Jared, you've had 2 quarters in a row of sequential but modest growth in net interest income. Taking the seasonal factors of Q1 out, is that the cadence as we kind of go through the year that you grow off of this mid-$230s base?

Hey, Jared. Hey, Joe.

Speaker Change: Question on NII, Jared, you've had two quarters in a row of sequential but modest growth in net interest income. Taking the seasonal factors of Q1 out,

Speaker Change: Is that the cadence as we kind of go through the years that you grow off of this mid-230s base?

Jared Wolff: I think so. I think with loan growth and I was on the credit committee this morning, and we had a $10 million loan for a great customer of ours that it's coming off in the mid fours, and we're repricing it in the mid sixes. We're seeing a fair amount of that. It just feels like we should keep expanding there. Our margin is going to expand. I'd like to do more than what we guided to, but I just don't know. The margin is largely an output for us. We kind of know it.

Speaker Change: I think so. I think with loan growth and I was on the credit committee this morning and we had a $10 million loan for a great customer of ours that is coming off in the mid-fours and we're repricing it in the mid-sixes.

Speaker Change: and so we're seeing a fair amount of that and so it just it just feels like we should keep expanding our margin is going to expand

We're going to keep

Speaker Change: You know, I'd like to do more than what we guided to, but I just don't know. We're not gonna, the margin is largely an output for us. We kind of know it when we get there. And we have loan committee, we price loans, I think, fairly conservatively.

Joe Kauder: Yeah

Jared Wolff: when we get there. We have loan committee. We price loans, I think, fairly conservatively. It seems to be like we're getting good momentum. Our loan yield for new production was just above 7 on average, but it can be a little bit higher than that. We had some lower-rated residential and CRE loans that kind of brought the average down that came on in the quarter. Overall, Chris, I think the answer is yes, for those reasons.

Speaker Change: It seems to be like we're getting good momentum. Our loan yield for new production was just above seven on average, but it can be a little bit higher than that. We had some lower-rated residential and CRE loans that brought the average down that came on in the quarter. Overall, Chris, I think the answer is yes.

for those reasons.

Chris McGratty: Okay.

Joe Kauder: Chris, I just layer in. The same factors I talked about for the cost of deposits, how we think they're still going down. That same trend on the loan side. The loans that roll off are rolling off at lower rates, and loans that are rolling on are rolling on significantly higher rates. We expect that trend to continue in 2025 as well.

Speaker Change: Yeah, and Chris, I'd just layer in, you know, the same factors I talked about like for the cost of deposit, how we think it's still going down, so that same trend on the loan side, so the loans that roll off or are rolling off at lower rates and loans that are rolling on are rolling on significantly higher rates.

Speaker Change: So we expect that trend to continue in 2025 as well.

Chris McGratty: Okay. Just to put a bit of a finer point on the net interest income, Jared. The cash and liquidity, the securities and cash, if you're targeting mid to high single-digit loan growth, presumably some of that'll get funded. Earning asset growth might be positive but less than the guide that you've given for loans. Is that right?

Speaker Change: Okay, and just to put a bit of a finer point on the net interest income, Jared, the...

Speaker Change: the cash and liquidity, the securities and cash, like if you're targeting mid to high single digit loan growth, presumably some of that will get funded, so earning asset growth might be positive but less than the guide that you've given for loans, is that right?

Jared Wolff: Joe, what do you think?

Joe, what do you think?

Joe Kauder: I think it's pretty consistent. I think one thing you might see for us in 2025 is we're working hard on looking at some of our liquidity numbers, and we might bring our cash numbers down slightly in 2025, which will help us fund that growth and grow non-earning assets or earning assets.

Joe Cowder: I think it's pretty consistent. I think one thing you might see for us in 2025 is, you know, we're working hard.

Speaker Change: on our, you know, looking at some of our liquidity numbers and we might bring our cash numbers down.

Joe Cowder: slightly in 2025, which will help us fund that growth and grow non-earning assets.

Jared Wolff: Or-

Chris McGratty: Or maybe-

Okay. All right.

Jared Wolff: Yeah, go ahead, Chris.

Chris McGratty: No, no. Go for it, Jared. Sorry.

Yeah, go ahead, Chris.

No, no, no. Go for it, Jared. Sorry.

Jared Wolff: No, you're asking if our cash balance comes down, we're going to reduce the earnings on the cash, because we're going to get a higher return on yield. I think that's probably true, but net, it's going to be higher.

Jared Wolfe: No, I was going to, you know, you're asking if our cash balancer comes down, we're going to reduce the earnings on the cash because we're going to get a higher return on yield. So I think that's probably true, but it's net-net it's going to be higher.

Chris McGratty: Okay. Got it. If we do get a cut, I see on slide 6 you gave the ECR cost of 27 to 29. What's the sensitivity to that number if you get a cut?

Speaker Change: Okay, got it. And then if we do get a cut, I see on slide 6 you gave the ECR cost of $27 to $29. What's the sensitivity to that number if you get a cut?

Jared Wolff: Well, I'm trying to figure out how to answer this with the information that we've provided because I don't want to give out more than we have. A certain portion of our HOA balances are tied to Fed funds, and there is 100% beta with Fed funds. It might be that our formula is we're paying them 75% of Fed funds. When Fed fund goes down, that whole thing goes down by however much Fed fund goes down. I don't know that we've disclosed the dollar amount that is tied to that ECR, but that's how it works.

Speaker Change: Well, I'm trying to figure out how to answer this with the information that we provided because I don't want to give out more than we have.

The, a certain portion of our

of our HOA balances.

Speaker Change: tied to Fed funds and there's a hundred percent beta with Fed funds so it might be that our formula is we're paying them 75% of Fed funds but when Fed fund goes down that whole thing goes down by

Speaker Change: as much as however much that fund goes down. So I don't know that we've disclosed the dollar amount that is tied to that ECR, but that's how it works.

Chris McGratty: Directionally, if we get a

Jared Wolff: I have to-

Chris McGratty: that number shouldn't be higher. It should be lower.

Speaker Change: But directionally, if we get a cut, that number shouldn't be higher, it should be lower.

Jared Wolff: No, it's going to be lower.

Speaker Change: No, it's going to be lower and it's going to help and actually you can probably figure it out by looking at what happened.

Chris McGratty: Yeah

Jared Wolff: it's going to help. Actually, you can probably figure it out by looking at what happened quarter over quarter, right?

Chris McGratty: Yeah.

Jared Wolff: We don't have a full quarter of it yet, but we said how much of it was from ECR. You can figure out how much it changed quarter over quarter. Our HOA business is really great. Alan and his team do a great job, and it's something that we are looking to grow. As I mentioned, we had some customers that were kind of more expensive, and we try to reduce the impact of those customers by shrinking those relationship balances and growing other balances that were with other customers. Bringing in new relationships, and we're very focused on doing that.

Speaker Change: quarter over quarter, right? We don't have a full quarter of it yet, right? We don't have a full quarter of it yet, but we said how much of it was from

Speaker Change: From ECR and so you can figure out how much it changed quarter over quarter We you know our business our HOA business is really great Alan and his team do a great job and

Speaker Change: you know, it's something that we were looking to grow. As I mentioned, we had some customers that were kind of more expensive, and we tried to reduce the impact of those customers by shrinking.

Speaker Change: those relationship balances, and growing other balances that were with other customers, and bringing in new relationships. And we are very focused on doing that.

Joe Kauder: Banc of.

Ann DeVries: Yep. Chris, on page 12, it says ECR-related expenses are $27.5 million. We're down 8% quarter-over-quarter. We're down 8%, and that was without a full quarter of rate cuts. You can see that there.

Thanks a lot.

Speaker Change: Chris, on page 12, it says ECR-related expenses of $27.5 million were down 8% quarter-over-quarter, and that was...

Speaker Change: were down 8% and that was without a full quarter of rate cuts so you can you can

See you later.

Chris McGratty: Yep, thank you.

Yep, thank you.

Operator 2: Okay.

Operator 2: Our next question today comes from Matthew Fleischer at Piper Sandler. Please go ahead.

Speaker Change: And our next question today comes from Matthew Clark at Piper Sandler. Please go ahead.

Matthew Fleischer: Good evening, everyone. Thanks for the questions. Can you give us the average margin in the month of December?

Take care, everyone.

Thanks for the questions.

Speaker Change: Can you give us the average margin in the month of December?

Joe Kauder: We haven't been providing monthly margins. Yeah.

We have been providing monthly margins.

Matthew Fleischer: Go ahead, Joe.

Joe Kauder: Yeah. I was going to say we stopped providing that just because there can be noise in that, and we didn't necessarily find it helpful. I'll just say that it's close to where we ended for the quarter.

Speaker Change: Go ahead, Joe. Yeah, you know, I was going to say, you know, we stopped providing that just because there's a lot of, there can be noise and that, and we didn't necessarily find it helpful. I'll just say that it's pretty much where, you know, it's close to where we ended for the quarter.

Matthew Fleischer: Okay. Just on the comp line, the $77.7 million, obviously going to bounce back here, but can you give a sense for how much reversal of comp accruals might impact that number? I'm just trying to get a sense for where that run rate of comp might go here in Q1.

Speaker Change: Okay, and then just on the comp line, the $77.7 million.

Speaker Change: I'm obviously going to bounce back here, but can you give a sense for how much, you know, reversal of comp accruals might have impacted that number? I'm just trying to get a sense for where that run rate of comp might go here in the first quarter.

Joe Kauder: I don't think we put out that level of specificity. I'll just say that it will go up a bit, maybe 10% or so. It might be a good somewhere in that range. It's driven by all the things we talked about on the call.

Speaker Change: I don't think we've put out that level of specificity. I'll just say that it will go up.

Speaker Change: a bit, maybe 10% or so, it might be a good, somewhere in that range. It's driven by all the things we talked about on the call.

Matthew Fleischer: Well, Joe, let me ask you this. Is the ratio of comp in our non-interest expense about the same? If non-interest expense is all going up, is it all going up proportionally or are some lines going up more than others?

Speaker Change: Well, Joe, let me ask you this, is our comp expense, is the ratio of comp...

in our non-interest expense.

about the same.

So, you know, if non-nish expense is all going up.

Speaker Change: You know is it all going up proportionally or some lines going up more than others?

Joe Kauder: Yeah, some lines have gone up more than others. It is mostly comp and maybe one or two other things, but small things, but it is largely a comp increase.

Speaker Change: Yeah, some lines of government more than others. It's mostly comp and maybe one or two other things, small things, but it's largely a comp increase. So of that increase, Matthew, I think a disproportionate amount is going to be comp.

Joe Kauder: Of that increase, Matthew, I think a disproportionate amount's going to be comp. I'm just getting a sense that maybe that run rate is below the $190 in the upcoming quarter, but we can deal with that. On the ECR deposits, can you give us the average ECR deposits in the quarter? I think they were at $3.7 billion last quarter.

Speaker Change: Yeah, I'm just getting a sense that maybe that run rate is below the 190 in the upcoming quarter, but we can deal with that.

Thank you.

Okay, and then on the...

Speaker Change: ECR deposits, can you give us the average ECR deposits in the quarter? I think they were 3.7 billion last quarter. Yeah, I think that was in this year, right? I think that was end of period though, I was trying to get a sense for the average.

Joe Kauder: Yeah, I think that was in this here, right?

Matthew Fleischer: I think that was end of period, though. I was trying to get a sense of the average.

Joe Kauder: Yeah. We'll look at it. Yep.

Speaker Change: Dan, would you mind looking at that while we're... Yeah, we'll look at it.

Matthew Fleischer: Okay. I can move on. Okay, just on your CET1 continues to grind higher. Any updated thoughts on the buyback this year?

Okay, we can move on.

Thank you. Bye.

Speaker Change: Okay, and then just on the, you know, your CT1 continues to grind higher, any updated thoughts on the buyback this year?

Joe Kauder: Look, we're continuing to look at it. We're really pleased with the fact that our capital keeps growing, and we're going to make sure that we are actively considering all possibilities to use our capital. We have a couple things in mind that we'd like to use it for, and we're going through some analysis now.

Speaker Change: Look, we're continuing to look at it. We're really pleased with the fact that our capital keeps growing and we're going to make sure that we are actively considering all possibilities.

Speaker Change: to use our capital. We have a couple things in mind that we'd like to use it for and we're going through some analysis now.

Matthew Fleischer: Okay. Just back on the ECR costs, assuming those ECR balances were flat, it would imply kind of a 50% beta in the quarter. I mean, is that how we should think about ECR costs with our assumption around Fed funds?

Okay.

And then just back on the ECR.

costs, um, assuming...

those ECR balances were flat.

It would imply

Speaker Change: kind of a 50% beta in the quarter? I mean, is that how we should think about ECR costs with?

you know, our assumption around Fed funds.

Joe Kauder: Well, for the deposits that are impacted, it has been 100% beta. You also got to look at the timing of the cut and everything to figure out what the impact is. For those deposits that have ECR, they are largely, like I said, 100 now. Going forward, we believe that trend to largely continue.

Speaker Change: Well, for the deposits that are impacted, it has been 100% beta, but you also got to look at the timing of the cut and everything to figure out what the impact is. But for those deposits that have...

Speaker Change: that have ECR, they are largely, as I said, 100 now. Going forward, we believe that trend to largely be continued.

Matthew Fleischer: Okay, great. If you can dig up that average ECR deposit balance, that'd be great. Thank you.

Speaker Change: Okay, great. If you can dig up that average ECR deposit balance, that'd be great. Thank you.

Jared Wolff: No problem. Thanks, Matthew.

Good.

No problem. Thanks, Matthew.

Operator 2: All right.

Operator 2: Our next question today. Yep. Nope, follow up please.

Any last questions today?

Hope to see you soon.

Jared Wolff: Nope, please go ahead. Next question.

Nope. Please go ahead. Next question.

Operator 2: Yes, sir. Our next question comes from Gary Tenner at D.A. Davidson. Please go ahead.

Speaker Change: Yes, sir. Our next question comes from Gary Tunner at D.A. Davidson. Please go ahead.

Gary Tenner: Thanks. Morning. I guess another expense question. I just want to make sure, Joe, that I heard that initial answer you gave correctly in terms of that 190 to 195 range. I think you suggested earlier that it would be maybe towards the upper end and then come down over the course of the year. I just want to be sure I heard that correctly in terms of setting Q1 expectations, obviously given some of the seasonality, but just wanted to make sure I heard your comment correctly.

Thanks, good morning.

Bye.

Speaker Change: I guess another expense question, I just want to make sure, Joe, that I heard that initial answer you gave correctly in terms of that $190,000 and $195,000 range. I think you suggested earlier that it would be maybe towards the upper end and then come down over the course of the year. I just want to make sure I heard that correctly in terms of setting first quarter expectations, obviously, given...

Speaker Change: some of the seasonality, but just want to make sure I heard your comment correctly.

Joe Kauder: I guess I didn't mean to give any more refinement other than to give the range that we had, the $195 to 190. I think you can assume that comp expense in and of itself, comp expense is seasonal and comp expense tends to peak in the Q1 with respect to certain metrics. There's other things that might impact it going forward. That's what I meant to say.

Speaker Change: So, I guess what I don't, I didn't mean to give any more refinement other than to give the range that we had, the 190.

Speaker Change: 5 to 190 I think you can I think you can assume that comp expense in and of itself comp expense is seasonal

Speaker Change: and comp expense tends to peak in the first quarter with respect to certain metrics. Now there's other things that might impact it going forward, but that's what I meant to say.

Gary Tenner: Okay. Appreciate that. Could you just remind us, in terms of seasonality within the HOA business, what's the low point typically in the year?

Okay, appreciate that.

Speaker Change: Could you just remind us, in terms of seasonality within the HOA business, what's the low point typically in the year?

Jared Wolff: Go ahead, Joe.

It's actually – go ahead, Joe.

Joe Kauder: I believe it's towards the end of the year. It's usually when it flows out, then it tends to flow back in at the beginning of the year.

Speaker Change: I believe it's towards the end of the year. It's usually when it flows out and it tends to flow back in.

Jared Wolff: That's right. We see outflows at the end of the year, then it starts flowing back in. The other thing you see is you see it build up at the beginning of the month, you see it flow out at the end of the month because people make their HOA payments at the beginning of the month, it gets distributed out from our bank throughout the month and builds down. Then it builds back up at the beginning of the month, it goes out through the month. I would say if there is a low point to it's toward the end of the year. Gary, let me go back to a question that Matthew asked about the average ECR deposits. It's about $3.7 billion. Most of our HOA deposits have an ECR tied to them.

Speaker Change: That's right. We see outflows at the end of the year, and then it starts falling back in. But the other thing you see is you see it build up at the beginning of the month.

Speaker Change: and then you see it flow out at the end of the month because people make their HOA payments at the beginning of the month and then it gets distributed out.

Speaker Change: from our bank throughout the month and builds down and then it builds back up at the beginning of the month and then it goes out through the month.

Speaker Change: But I would say if there is a low point to it, it's toward the end of the year.

Thank you.

Speaker Change: Gary, let me go back to a question that Matthew asked about the average GCR deposits. It's about $3.7 billion.

Speaker Change: Most of our HOA deposits have an ECR tied to them. The formulas are all different, but the average is about 3.7 billion.

Jared Wolff: The formulas are all different, but the average is about $3.7 billion.

Joe Kauder: Well, I got to refine the numbers. 3.65. Right on top of it.

Bye.

Speaker Change: I've got to refine it over 3.65, so right on top of it here. 3.65, there we go. All right, 3.65. 3.65 for the quarter.

Jared Wolff: 0.65. There we go. All right. 3.65.

Joe Kauder: 3.65 for the quarter.

Gary Tenner: Okay. Obviously, all else equal, lower rates brings the cost down. I think you implied in the past that's still a business you would like to actively grow, correct?

Speaker Change: Okay, so obviously all SQL lower rates brings the cost down, but I think you implied in the past that's still a business you would like to actively grow, correct?

Jared Wolff: We are trying to actively grow it. Absolutely.

We are trying to actively grow it, absolutely.

Gary Tenner: Okay. Dollar terms may trend a little bit differently. Okay. Last question, if I could. I know, Jared, you had been pretty positive on the pull-through in terms of rate cuts on the deposit side, at least through the first 75 basis points cuts. Could you give any indication if that's kind of held with the December cut and what you've seen around that?

Okay, okay, so dollar terms may

Joe Cowder: trend a little bit differently. Okay and then last question if I could. I know, Jared, you had been pretty positive on the pull-through in terms of rate cuts on the deposit side, at least through the first 75 basis points cuts. Can you give any indication if that's...

Joe Cowder: Kind of held with the December cut and and what you've seen around that

Jared Wolff: Yeah, we've achieved approximately a 54% beta. You kind of have to measure it over time and see what happens and make sure that you have the stability. Look, we had a really good quarter. Our cost of deposits, our team is managing them exactly the way they should. We're showing deposit growth as we're bringing costs down. We're bringing in the right types of relationships. We're in a market that's absolutely poised to grow. We had solid loan growth from certain segments of our company without it being broad-based loan growth across the entire company. It was meaningful. The opportunity to grow loans across our entire company in all of our segments is, I think what we see ahead, which is pretty exciting. The real estate markets were completely locked up in California, and now they're starting to open back up again.

Yeah, we've achieved approximately a 54% beta.

Joe Cowder: you know you kind of have to measure it over time and see what happens and make sure that you have the stability but you know look I

Joe Cowder: We had a really good quarter. Our cost of deposits, our team is managing them exactly the way they should. We're showing deposit growth as we're bringing costs down. We're bringing in the right types of relationships.

Joe Cowder: We're in a market that's absolutely poised to grow. We had

Joe Cowder: solid loan growth from certain segments of our company without it being broad based loan growth across the entire company.

Joe Cowder: and it was meaningful. And so the opportunity to grow loans across our entire company and all of our segments is I think what we see ahead, which is pretty exciting. You know, the real estate markets were completely locked up in California and now they're starting to open back up again.

Jared Wolff: We're starting to see some activity in mini-perms and other things that will, I think, provide a lot of opportunity. Real estate transactions employ a lot of people. Every transaction has a broker, has an appraiser, has an adjuster. I mean, it's just a lawyer. There's a lot of people involved in escrow, title, tons of people involved in real estate transactions. It really drives the economy when that starts picking up. As everybody knows, this economy in Southern California, there's a lot tied to real estate. I'm excited about what we're seeing here.

And so we're starting to see some activity in mini-PIRMs.

Joe Cowder: other things that will I think provide a lot of opportunity and a lot you know real estate transactions employ a lot of people every transaction has a

Joe Cowder: as a broker, as an appraiser, as an adjuster, I mean it's just a lawyer, there's a lot of people involved in escrow, title, tons of people involved in real estate transactions and so it really drives the economy when that starts picking up and as everybody knows, this is

Joe Cowder: this economy has really had, in Southern California, there's a lot tied to real estate. So I'm excited about what we're seeing here.

Gary Tenner: Thank you.

Thank you.

Operator 2: Our next question today comes from Andrew Terrell with Stephens. Please go ahead.

Speaker Change: And our next question today comes from Andrew Terrell with Stevens. Please go ahead.

Andrew Terrell: Hey, good morning.

Thank you.

Jared Wolff: Morning.

Hey, good morning.

Good morning.

Andrew Terrell: Jared, I wanted to go back to a point just a minute ago on capital you made. I think you mentioned you were looking at a host of kind of different options throughout the year. I'm just curious, you've got $2.3 billion of held-to-maturity securities still on the balance sheet. Is one of the options or leverage you're kind of looking at repositioning of HTM book?

Speaker Change: Um, Jared, I want to go back to a point just a minute ago on capital you made. I think you mentioned you were looking at, you know, some kind of different options throughout the year. I'm just curious. You know, you've got $2.3 billion of.

Speaker Change: held to maturity security is still on the balance sheet. Is one of the options or levers you're kind of looking at repositioning of the HTM book?

Jared Wolff: Yes.

Yes.

Andrew Terrell: Okay.

Jared Wolff: I think there are some very specific dynamics around that. Obviously our intent and capacity to hold to maturity exists, and that's our position today. Whether we would change our intent is a factor of a whole bunch of things. That doesn't mean that you wouldn't do any analysis to look at how that would work, what it would mean, what that would look like, and we have to figure that out. It is hanging over us, right? A very low-yielding, long-duration HTM book. There have been a couple other banks that have taken that bite and repositioned their HTM and seen a big uptick in earnings. I think it's incumbent upon us to evaluate that and figure out what that means and understand what opportunities are out there. We have not in any way changed our intent as of now.

Speaker Change: Okay. You know I think I think there are some very specific dynamics around that.

Speaker Change: That takes, you know, obviously our intent and capacity to hold to maturity exists and that's our position today. Whether we would change our intent is a factor of a whole bunch of things.

Speaker Change: But that doesn't mean that you wouldn't do any analysis to look at how that would work, what it would mean.

Speaker Change: you know, what that would look like and we have to figure that out. But it is hanging over us, right? A very low-yielding, long-duration HTM book. There have been a couple of other banks that have.

Speaker Change: taken that bite and repositioned their HTM and seen a big uptick in earnings. And so I think it's incumbent upon us to evaluate that and figure out what that means and understand what opportunities are out there. But we have not in any way changed our intent as of now.

Andrew Terrell: Okay. I appreciate the added color there. If I could ask, Joe, just on the tax rate this quarter, could you quantify the impact of the DTA benefit that you recognized in the tax line this quarter?

Okay, I appreciate the added color there.

Speaker Change: If I could ask, Joe, just on the tax rate this quarter, could you quantify the impact of the DTA benefit that you recognized in the tax line this quarter?

Joe Kauder: I think it was about $5 million.

I think it was about 5 million bucks.

Andrew Terrell: Okay. Then I was maybe a little surprised to see the pickup in the non-accrual loans this quarter, given, I think you mentioned the charge-offs this quarter were the loans that had previously migrated NPL. Just curious if you could speak to, I know it was about $20 million, but could you speak to the step-up in the non-accrual loans this quarter?

Okay. Thank you.

Speaker Change: And then I wanted to ask on just the, I was maybe a little surprised to see the pickup in the non-accrual loans this quarter, given I think you mentioned the charge-offs this quarter with the loans that had previously migrated NPL. Just curious if you could speak to, I know there's about 20 million bucks, but could you speak to the...

Speaker Change: to step up in the nonaccrual loans quarter? Yep, yep, yep. It was primarily one relationship, the borrower died.

Jared Wolff: Yep. It was primarily one relationship. The borrower died. We have two properties that are one's multi-family and one is a medical office that are occupied, full cash flowing. We're dealing with the trust. The guy died, and now they've got to settle it, and the kids are working it out, and it's being, I think, a little bit been disruptive for the family. Those two loans are $34 million. That's a huge part of the increase in non-accruals. As we said, it's a big part of it, if not most of it. That's the story there. We're going to get paid back, but it's going to be disruptive until we can work through it with the estate and the trustee.

Speaker Change: We have two properties that are one's multifamily and one is a medical office that are occupied full cash flowing but we're dealing with the trust it's you know it's kind of a family the guy died and now they've got to settle it and the kids are working it out and it just

Speaker Change: It's being I think a little bit been disruptive for the family. And so, you know the two those two loans are

Speaker Change: $34 million. So that's a huge part of the increase in non-accruals, as we said.

Speaker Change: It's a big part of it, if not most of it.

Speaker Change: So that's the story there. We're going to get paid back, but it's going to be disruptive until we can.

work through it with the estate and the trustee.

Andrew Terrell: Got it. Okay. I appreciate it. Actually, if I could ask just one more. For the charge-offs you took this quarter, could you bifurcate how much was the life sciences versus CIVIC?

Speaker Change: Got it. Okay. Um, I appreciate it. And actually, if I got us just one more for the for the charges you took this quarter, can you could you bifurcate how much was the life sciences versus civic?

Jared Wolff: $14 million was life sciences. The rest was CIVIC. Fundamentally, rough numbers.

14 million was life sciences. The rest was civic.

Fundamentally, rough numbers.

Andrew Terrell: Is that larger than most typical? I thought most of the life sciences loans were generally smaller than that. Is that on the larger end of the life sciences spectrum?

Speaker Change: Is that larger than most of the typical, I thought most of the life sciences loans were generally smaller than that. Is that on the larger end of the life sciences spectrum?

Jared Wolff: I'd say it is. The other thing I would say is that this portfolio has performed exceedingly well. We're very committed to it. We like it. I spend a lot of time with it. It's going to happen. I mean, it's just we have $4 billion of deposits and $ a billion and a half of loans in our venture book and rough numbers. It's going to happen. This hasn't happened since, I don't know, 2018 or 2019. Again, we were very aggressive. We could have probably taken another stance. It's not a zero. We have an opportunity to get some money back later. I just said, Let's do it. I think I've been very clear with everybody that I didn't want there to be any headwinds in 2025 that we had the ability to control in 2024.

Speaker Change: I'd say it is and the other thing I would say is that this portfolio has performed exceedingly well.

Speaker Change: We're very committed to it. We like it. I spent a lot of time with it. It's going to happen. I mean, it's just, look, we have 4 billion of deposits and a billion and a half of loans in our venture book and rough numbers.

Speaker Change: It's going to happen. This hasn't happened since, I don't know, 2018 or 19, but again, we were very aggressive. We could have probably, you know,

Speaker Change: taking another stance. It's not a zero. We have an opportunity to get some money back later and I just I just said let's do it. I think I've been very clear with with everybody that I didn't want there to be any headwinds in 25 that we add the ability to control in 24.

Jared Wolff: We are really focused on clearing the decks for 2025 and making sure that it is a really great year for us and for our teams. This was something I think was fairly aggressive that we thought was the right thing to do. It's on the larger side, and fortunately, we had the capacity to do it. Our provision in the Q4 was $13 million, which was larger than we'd been able to do in prior quarters, and we still earned $0.28. Those things all factored in. It's not saying we wouldn't have charged it off if it meant we were going to earn less money. I would have because I wanted to make sure that we could, again, clear the decks for 2025. It's isolated. It happens.

Speaker Change: We are really focused on clearing the decks for 25 and making sure that it is a really great year for us and for our teams. And so this was something I think was fairly aggressive that we thought was the right thing to do.

Speaker Change: It's on the larger side and, fortunately, we have the capacity to do it. Our provision in a quarter was $13 million, which was larger than we had been able to do in prior quarters, and we still earned $.28.

Speaker Change: those things all factored in. It's not saying we wouldn't have charged it off if it meant we were gonna earn less money. I would have because I wanted to make sure that we could.

Speaker Change: Again clear the decks for 25, but it's isolated it happens. I'm proud that we have the ability to do it And I think our team did a great job You know getting to this point, and you know we'll move on

Jared Wolff: I'm proud that we have the ability to do it, and I think our team did a great job getting to this point, and we'll move on.

Andrew Terrell: Thank you for taking the questions.

Thank you for taking the questions.

Jared Wolff: Yeah, absolutely.

Yeah, absolutely.

Operator 2: Thank you. Our next question comes from David Feaster with Raymond James. Please go ahead.

Speaker Change: Thank you. And our next question comes from David Feaster with Raymond James. Please go ahead. Thank you. And our next question comes from David Feaster with Raymond James.

David Feaster: Hi, good morning, everybody.

All right, good morning, everybody.

Jared Wolff: Morning.

Morning. Morning.

David Feaster: Just I want to start on the loans side. It sounds like it's going to be a bit more back half-weighted. I think you alluded to that, but have you started to see an improvement or a shift in sentiment thus far? Have you started to see any improvement in the pipeline early in 2025? What are you expecting to be the key drivers? It sounds like it's going to be much more diversified than we've seen recently. You've had early success in the venture and warehouse segments, just thoughts on the sentiment and demand in the pipeline and then what you expect to be some of the key drivers.

Speaker Change: Just, I wanted to start on the loan side, you know.

Speaker Change: It sounds like it's going to be a bit more back half-weighted, I think you alluded to that. Have you started to see an improvement or a shift in sentiment thus far? Have you started to see any improvement in the pipeline?

Speaker Change: early in 2025, and just what are you expecting to be the key drivers? It sounds like it's going to be much more diversified than we've seen recently. You've had early success in the venture and warehouse segments, but just thoughts on the sentiment and demand in the pipeline, and then what do you expect to be some of the key drivers?

Jared Wolff: Sure. We expect warehouse fund finance to continue to perform. We expect lender finance to start picking up as our team has now been here for a little bit, and they're starting to show some deals that we really, really like. I think we saw another deal this morning from our equipment finance team that looked great. There's a lot of things that are going to continue to move. I think our general just lending in our community banking space, which is our regions that are across California as well as Colorado, North Carolina, that's where we're seeing a lot of pickup. A good part of that is just your run-of-the-mill real estate and C&I loans. Those seem to be coming with more volume at this point, and there seems to be a pickup in activity, and so we're excited about that.

Sure, so we expect warehouse fund finance

to continue to perform.

Speaker Change: We expect lender finance to start picking up as our team has now been here for a little bit and they're starting to show some deals that we really really like.

Speaker Change: I think we saw another deal this morning from our equipment finance team that looked great. So there's a lot of things that are going to continue to move. I think our general just lending in our community banking space, which is our regions.

Speaker Change: that are across California as well as Colorado and North Carolina, I think that's where we're seeing a lot of pickup and a good part of that is just your run-of-the-mill real estate and C&I loans. Those seem to be

Speaker Change: coming with more volume at this point. And there seems to be a pickup in activity. And so we're excited about that.

Jared Wolff: My bias is still that we're going to see it more at the back half of the year than the front half of the year, meaning the volume of loans is going to be higher later just because I don't think people just turn on the spigot and then it all comes at once. I think the momentum will just build, and that's naturally going to occur. I'm still optimistic that Q1 and Q2 will be good. Generally because of other factors, even if loans grow, I think earnings in Q1 tends to be relatively flat with Q4 and maybe it's a little bit better, maybe it's flat, whatever. It's not a huge delta because of expenses ride up in Q1 and then they start tapering down again. I feel very good about where we are, David Feaster.

Speaker Change: My bias is still that we're going to see it more at the back half of the year than the front half of the year. Meaning, you know, the volume of loans is going to be higher later just because it

Speaker Change: I don't think people just turn on the spigot and then it all comes at once, and so I think the momentum will just kind of build and that's naturally going to occur. But I'm still optimistic that Q1 and Q2 will be good, generally because of other factors.

Speaker Change: Even if loans grow, I think earnings in Q1 tends to be relatively flat with Q4, and maybe it's a little bit better, maybe it's flat, whatever. It's not a huge delta because expenses kind of ride up in Q1 and then they start tapering down again.

I feel very good about where we are, David.

David Feaster: Yeah. Okay. Do you see a similar dynamic on the deposit front? Just from a timing perspective, I mean, your growth targets are really strong. I'm just curious, the timeline of that, do you expect that to be similarly back H2-weighted and where are you seeing the most opportunity? It sounds like there could be some HOA growth and just what's the marginal cost of new core deposit growth on a blended basis?

Speaker Change: Yeah, okay. Do you see a similar dynamic on the deposit front? you know just from a Timing perspective. I mean your growth targets are really strong. I'm just kind of curious

Speaker Change: the timeline of that, do you expect that to be similarly back half-weighted and where are you seeing the most opportunity? It sounds like there could be some HOA growth and just kind of what's the marginal cost of new core deposit growth on a blended basis?

Jared Wolff: I think it's all moving together. I think the loans and deposit volumes really come together. I think we're still seeing a lot of inflow from the banks that have left the market where people ended up at some bank that acquired the bank that left and we're getting opportunities there. It's pretty spread out and we are very focused on non-interest-bearing deposits, but we had growth in just our average deposits in the quarter because we'll pay a reasonable rate for deposits, and we want our folks to bring in all sorts of deposits. We're not adverse to other types of deposits. They're coming in at lower rates, allowing us to let higher cost brokered and higher cost CDs run off. David, in terms of your two questions, I think it's going to flow in concert with loans.

Speaker Change: I think it's all moving together. I think the loans and deposit volumes really come together.

Speaker Change: I think we're still seeing a lot of inflow from the banks that have left the market where people ended up at some bank that acquired the bank that left and we're getting opportunities there.

Speaker Change: It's pretty spread out and we are very focused on non-interest bearing deposits, but we had growth in just our average deposits in the quarter because we will pay a reasonable rate for deposits and we want our folks to bring in all sorts of

Speaker Change: And so we're not adverse to other types of deposits. They're coming in at lower rates, allowing us to let higher cost brokered and higher cost CDs run off.

And so... Thank you.

Speaker Change: David I think it's going to, in terms of your two questions, I think it's going to flow in concert with loans. I think those things kind of go in together. And second,

Jared Wolff: I think those things kind of go in together. Second, I think the cost is going to come down from where we are now, and we're focused on NIB, but we'll take money market and savings accounts too.

Speaker Change: I think, you know, the cost is, it's going to come down from where we are now. And we're focused on NIB, but we'll take, you know, money market and savings accounts too.

David Feaster: Terrific. Just last one from me. I'm just curious, we've talked a lot about the expenses side, and I'm just curious, what are some of the investments that you've got embedded in there? Obviously, there's natural expense growth from raises and normal inflation, but what kind of investments are you focused on right now? People, systems, processes, or even additional build-out of some of the other initiatives that you've got or other business lines like Deepstack or the payments stuff. I'm just kind of curious, what are some of the investments and initiatives that you've got embedded in there?

Thank you.

Perfect.

Speaker Change: And then just last one from me, I'm just curious, you know, we've talked a lot about the expenses.

Speaker Change: I'm just curious, what are some of the investments that you've got embedded in there? Obviously, there's natural expense growth from raises and normal inflation.

Speaker Change: but what kind of investments are you focused on right now? People, systems, processes, you know, or even additional build out of some of the other initiatives that you've got or other business lines like DeepStack or the payments stuff. I'm just kind of curious, what are some of the, you know, investments and initiatives that you've got embedded in there?

Jared Wolff: Sure. We'll tick off a couple of things. First is always people and making sure we have teams, and we are hiring business teams in our key markets right now. Very focused on that to support the growth that we know is there. When you hire business teams and the growth shows up, you have to make sure your gearing ratios are right in the back office and make sure that you have the right support teams in there so you're not burying your team. We're going to need to do that and make sure that our credit teams are supported and our risk teams are supported and our branch teams are supported, and we're going to have to do that if the growth shows up, which we expect it to do. We try to balance that. You don't necessarily hire ahead of the growth.

Speaker Change: Sure, we'll tick off a couple things. First is always people and making sure we have teams and we are hiring business teams in our key markets right now and very focused on that to support the growth that we know is there and when you hire business teams and the growth shows up you have to

Speaker Change: You have to make sure your gearing ratios are right in the back office and make sure that you have the right support teams In there, so you're not burying your team So we're going to need to do that and make sure that you know Our credit teams are supported and our risk teams are supported and our branch teams are supported and we're going to have to do that If the growth shows up, which we expect it to do so

Speaker Change: but we try to balance that. You don't necessarily hire ahead of the growth. You could try to hire in tandem and do it in a smart way.

Jared Wolff: You try to hire in tandem and do it in a smart way. Second is we are investing in our systems. We have an nCino project that we've been working on that's really good. We have Salesforce. We're about to finish our program that will allow us to open accounts digitally across the bank, which we're excited about. That's been an important investment for us. We have some cloud migration projects for IT where we have to move from 4 remote locations to 2 co-located facilities. We want to move it to the cloud. These things are investments. We have a big data project.

Second is we are investing in our systems and so

Speaker Change: We have an Encino project that we've been working on that's really good. We have Salesforce for, we're about to finish our program that will allow us to open accounts digitally across the bank.

Speaker Change: which we're excited about. That's been an important investment for us. We have some.

Speaker Change: some, you know, cloud migration projects for IT where we have to move from, you know, four remote locations to two co-located facilities, and then we want to move it to the cloud. These things are investments. We have a big data project. You know, we have too many systems in our company.

David Feaster: Yeah

Jared Wolff: too many systems in our company. One of the things that we're trying to do is harmonize the data, which will really inform, give us incredible reporting, will allow us to modernize our financial systems. These things you have to invest early and you get the benefits later. You don't necessarily see the benefits while you're doing it, but they're huge, very important projects for us to be the company that we want to be a couple of years from now. We don't aspire to be where we are today. We aspire to have the systems, visibility, and data to be a much more profitable company that might be larger than we are today. We have to invest as if we're going to be here for a while.

Speaker Change: And one of the things that we're trying to do is harmonize the data which will really inform, give us incredible reporting, will allow us to modernize our financial systems.

Speaker Change: These things you have to invest early and you get the benefits later.

Speaker Change: You don't necessarily see the money, see the benefits while you're doing it, but they're huge, very, very important projects for us to be the company that we want to be a couple years from now. We don't aspire to be where we are today. We aspire to have the systems.

Speaker Change: and visibility and data to be a much more profitable company that might be larger than we are today. And so we have to invest as if we're gonna be here for a while. And so those are some of the investments that we have on top of where we are now.

Jared Wolff: Those are some of the investments that we have on top of where we are now.

David Feaster: That's terrific. Thanks. That's a great color. Thank you.

That's terrific. Thanks. That's a great call. Thank you.

Jared Wolff: Thank you.

Thank you.

Operator 2: Our next question today comes from Jared Shaw of Barclays Capital. Please go ahead.

Moderator: And our next question today comes from Jared Shaw of Barclays Capital. Please go ahead.

Jared Shaw: Hey, guys. Thanks. I guess most of my questions have been asked, but looking at capital, around this time last year, you had called out sort of 11% CET1 as a level that you would look at reconsidering options after you got to it. Do you think you still need to be at 11%? A lot has changed in the industry positively over the last year. Do you feel like an ultimate CET1 level could be lower than where we are in sort of the near to midterm?

Jared Shaw: Hey guys, thanks. I guess most of my questions have been asked, but looking at capital, you know, around this time last year you had called out, you know, sort of 11% CET1 as a level that you would...

Jared Shaw: look at reconsidering options after you got to it. Do you think you still need to be at 11%? You know, a lot has changed in the industry positively over the last year. Do you feel like an ultimate CT1 level could be lower than where we are in sort of the near to midterm?

Jared Wolff: I think so. I think it really matters all of your metrics. When we sit down with our regulators and look at how the company's performing across the board, how quickly we're building up capital, how much liquidity we have, what the quality of that liquidity is, the quality of our loan portfolio, and how well reserved we are. All of those things are taken into account when we ask for permission to dividend up enough money to redeem capital. I don't think that there is a line in the sand. I think it could be lower than 11. They do look at peers too. They want to make sure you're in line with peers and you're not somehow constantly below them, but you're seeking to do something that your other peers are not.

Speaker Change: I think so. I think it really matters all of your metrics and when we sit down with our regulators.

Speaker Change: and look at how the company's performing across the board, how quickly we're building up capital, how much liquidity we have, and what the quality of that liquidity is.

Speaker Change: and, you know, the quality of our loan portfolio and how well-reserved we are. All of those things are taken into account when we ask for permission to dividend up enough money to redeem capital.

Speaker Change: And so I don't think that there is a line in the sand and I think it could be lower than 11. They do look at peers too. They want to make sure you are in line with peers and you are not somehow constantly below them, but you are seeking to do something that your other peers are not. So we have to look at all those things, but I don't think there is a line in the sand.

Jared Wolff: We have to look at all of those things, but I don't think there's a line in the sand.

Jared Shaw: Yeah, it sounds like from a couple other companies that reported this quarter, they're waiting for the first mover as well. Maybe once you get that first one and then the peer group all changes quickly. It could happen faster.

Yeah, it sounds like from a couple other...

Speaker Change: companies that reported this quarter, they're waiting for the first mover as well. So, you know, maybe once you get that first one and then the peer group all changes quickly, it could happen. Absolutely, and we're probably not the first mover for a whole bunch of reasons, but I think we are very intentional and are very focused on

Jared Wolff: Absolutely. We're probably not the first mover for a whole bunch of reasons. I think we are very intentional and are very focused on when we build up capital, deploying it the right way. These things are not mutually exclusive. We can invest in our company. We can reduce our share count. We can do a whole bunch of things simultaneously, but we want to do it in a very prudent way.

Speaker Change: When we build up capital, deploying it the right way, these things are not mutually exclusive. We can invest in our company. We can reduce our share count. We can do a whole bunch of things simultaneously, but we want to do it in a very prudent way.

Joe Kauder: I just have one other thing, Jared. Take, for example, the preferred shares. Repaying the preferred shares doesn't impact CET1. Now it impacts other ratios that we'd have to consider, but that might be something you want to think about, we want to think about.

Jared Shaw: I just have one other thing, Jared, that, like, take, for example, the preferred shares, that does, you know, repaying the preferred shares doesn't impact CET1.

now impacts other ratios that we'd have to consider, but.

Jared Shaw: that might be something you want to think about, we want to think about.

Jared Wolff: Yep. It's a good point, Joe. Our preferred is something that we talk about a lot. The issue with the preferred, of course, is that it's not callable. We have to buy what we can get in the open market, or you have to tender for it, or you got to wait till maturity. If you wait till maturity, you can take it out at par. Ahead of maturity, you probably have to factor in some premium to get people to be willing to tender it to you, then you got to do the math on that.

Jared Shaw: Yep, that's a good point Joe. You know, CT, our preferred is something that we talk about a lot.

Joe Cowder: The issue with the preferred, of course, is that it's not callable, so we have to buy what we can get in the open market, or you have to tender for it, or you've got to wait until maturity. If you wait until maturity, you can take it out at, you know.

Jared Shaw: At par, ahead of maturity, you probably have to factor in some premium to get people to be willing to tender it to you and then you got to do the math on that.

Jared Shaw: Yep. Okay. Then I guess just finally for me, you talked about the yields on new loans and the opportunities there. What's going on with the spreads on new loans? Are you seeing spread compression with competition at this point, or are spreads holding up?

Yep.

Speaker Change: Okay, and then I guess just finally for me, you talked about the yields on new loans and the opportunities there. What's going on with the spreads on new loans? Are you seeing spread compression with competition at this point or are spreads holding up?

Jared Wolff: I'd say a little bit. Just to throw a couple numbers out there, the numbers are still pretty good. Multifamily, I would say, is where you would see the spread compression. The permanent multifamily loans is where we're seeing spread compression. On all of our other areas are really in the mid sevens and higher. They're holding up really well. Multifamily is low to mid sixes right now. Maybe even lower. I think Fannie Mae and Freddie Mac are doing permanent financing in the mid upper fives. We have $5 billion in multifamily. We got a project called Project Reset, where when these loans are coming up for maturity, we go out to our borrowers and we ask them if they want to keep their loan with us. The benefit is they don't need to do a reappraisal and the documentation's a lot easier.

Speaker Change: I'd say a little bit. I mean, I'll look just to throw a couple numbers out there, but the numbers are still pretty good. I mean are

Speaker Change: Multifamily I would say is where you would see the spread compression, the permanent multifamily loans.

Speaker Change: where we're seeing spread compression but on all of our other areas are really in the mid mid sevens you know and higher and so they're they're holding up really really well multifamilies

Speaker Change: low to mid-sixes right now, and maybe even lower. I mean, I think Fannie and Fred are doing permanent financing.

Speaker Change: in the mid to upper fives. And we have five billion in multifamily. We got a project called Project Reset where when these loans are coming up for maturity,

We.

Speaker Change: We go out to our borrowers and we ask them if they want to keep their loan with us, and the benefit is they don't need to do a reappraisal and the documentation is a lot easier. And so they should be willing to pay us a little bit more than going through that whole process with an agency where they're also tied up for a while. We're doing three years at...

Jared Wolff: They should be willing to pay us a little bit more than going through that whole process with an agency where they're also tied up for a while. We're doing 3 years at between 590 and 610 or 615, which we think is a pretty good rate. That's where we've seen more of the compression.

Speaker Change: between $5.90 and $6.10 or $6.15, which we think is a pretty good rate. But that's where we've seen kind of more of the compression.

Jared Shaw: Great. Thanks a lot.

Jared Wolff: By the way, those loans are coming off at the low 4s. We're keeping our portfolio flat. We're getting a nice uptick in price. We already know these loans. They're performing well. There's no problems. We're not taking any loans that have any scars on them. We're not setting it out too far out. We're getting a nice uptick in pickup and yield.

Speaker Change: Thanks a lot and by the way those loans are coming off at the low force so we're keeping our portfolio flat we're getting a nice uptick in price we already know these loans they're performing well there's no problems we're not taking any loans that you know

Speaker Change: have any scars on them. We're not setting it out too far out and we're getting a nice uptick in pickup and yield.

Jared Shaw: Thanks.

Thanks.

Jared Wolff: Thanks.

Thanks.

Operator 2: Our next question comes from Chris McGratty at KBW. Please go ahead.

Speaker Change: And our next question comes from Chris McGrady at KBW. Please go ahead.

Chris McGratty: Oh, great. Just a quick follow-up on the margin. Within the guide of 320 to 330, what's the level of accretion income that's factoring in?

Speaker Change: So, great. Just a quick follow-up on the margin. Within the guide of 320 to 330, what's the...

What's the level of accretion income that's factored in there?

Joe Kauder: It's just our baseline.

Thank you. Bye-bye.

Speaker Change: It's it's just it's just our baseline. Yeah. Yeah, it's our baseline accretion. There's nothing accelerated in there

Jared Wolff: Yeah.

Joe Kauder: Yeah. It's our baseline accretion. There's nothing accelerated in there.

Chris McGratty: Okay. We can use the schedule you guys provided I think it was last spring as the annual cadence for NII?

Speaker Change: Okay, so we can use the schedule you guys provided, I think it was last spring, as kind of the annual cadence for NII?

Joe Kauder: I'll have to go back. Yeah, I believe so.

I'll have to go back. Yeah, I believe so.

Chris McGratty: I don't think.

Joe Kauder: Accretion goes down a little bit each quarter because as stuff does pay off and then the baseline gets a little bit smaller every quarter. The total accretion for 2020, in the 2025 plan, is a little bit below what we actually experienced in 2024.

Speaker Change: I don't think that's right. Because, you know, accretion goes down a little bit each quarter, right, because as stuff does pay off in the base, I think it's a little bit smaller every quarter. So the total accretion for 2020.

Speaker Change: like in the 2025 plan is a little bit below what we actually experienced in 2024.

Jared Wolff: Okay, thanks.

Okay, thanks.

Operator 2: Thank you. This concludes today's question and answer session and today's conference. We thank you all for attending today's presentation. You may now disconnect your lines and have a wonderful day.

Speaker Change: Thank you. And this concludes today's question and answer session and today's conference. We thank you all for attending today's presentation. You may now disconnect your lines and have a wonderful day.