Q3 2025 Citigroup Inc Earnings Call

Operator: Third quarter 2025 earnings call. Today's call will be hosted by Jennifer Landis, Head of Citi Investor Relations. We ask that you please hold all questions until the completion of the formal remarks, at which time you will be given instructions for the question and answer session. Also, as a reminder, this conference is being recorded today. If you have any objections, please disconnect at this time.

Hello and welcome to Citigroup's third quarter 2025 earnings call. Today's call will be hosted by Jennifer Landis, Head of Investor Relations.

We ask that you please hold all questions until the completion of the formal remarks, at which time you will be given instructions for the question-and-answer session.

Jennifer Landis: Ms. Landis, you may begin.

Jane Fraser: Thank you, operator.

Jennifer Landis: Good morning and thank you all for joining us.

Also, as a reminder, this conference is being recorded today. If you have any objections, please disconnect at this time. Miss Landis, you may begin.

Jane Fraser: Joining our third quarter 2025 earnings call. I'm joined today by our Chief Executive Officer Jane Fraser and our Chief Financial Officer Mark Mason.

Jennifer Landis: I'd like to remind you that today's presentation, which is available for download on our website, Citigroup.com, may contain forward-looking statements which are based on management's current expectations and are subject to uncertainty and changes in circumstances. Actual results may differ materially from these statements due to a variety of factors, including those described in our earnings materials.

Thank you, operator. Good morning, and thank you all for joining our third quarter 2025 earnings call. I'm joined today by our Chief Executive Officer, Jane Fraser, and our Chief Financial Officer, Mark Mason.

I'd like to remind you that today's presentation, which is available for download on our website, Citigroup, may contain forward-looking statements that are based on management's current expectations and are subject to uncertainty and changes in circumstances.

Jane Fraser: As well as in our SEC filings.

Jennifer Landis: With that, I'll turn it over to Jane. Thank you, Jen. A very good morning to everyone. This morning we reported another very good quarter with net income of $3.8 billion and earnings per share of $1.86 with an ROTCE of 8%. Excluding the goodwill impairment from the Banamex transaction, our adjusted EPS was $2.24 with an adjusted ROTCE of 9.7%. Revenues were up 9% and every business had record third quarter revenue and improved returns. We continue to generate positive operating leverage for the firm and in each of our five businesses. The consistently strong results that we've been delivering are a consequence of how we have fundamentally changed the bank in recent years. We're running the businesses differently and capturing the synergies between them. We've added new senior leaders to complement the excellent talent we already had.

Actual results may differ materially from these statements due to a variety of factors, including those described in our earnings materials, as well as in our SEC filing.

And with that, I'll turn it over to James.

Thank you, Jen and a very good morning to everyone.

This morning, we reported another very good quarter with net income of $3.8 billion and earnings per share of $1.86, with an ROTCE of 8%.

Now, excluding the Goodwill impairment from the Banamex transaction, adjustments have been made. EPS was $224, with an adjusted ROTC of 9.7%.

Revenues were up 9%, and every business had record third quarter revenue and improved returns.

We continue to generate positive operating leverage for the firm and in each of our five businesses.

The consistently strong results that we've been delivering are a consequence of how we have fundamentally changed the bank in recent years.

Jennifer Landis: We are disciplined stewards of our shareholders' capital, investing it where we should and returning what we don't deploy. The best part is there is much more upside ahead. Turning to the businesses, Services had a record quarter with revenues growing by 7%. Pleasing growth in cross-border transactions and U.S. dollar clearing reflects the sharp focus we put on increasing fee revenue. AUCA grew 13% reaching nearly $30 trillion. New client wins and share gains demonstrate the confidence our clients have in our ability to help them navigate a very dynamic global environment and to lead through innovation. Despite low volatility, Markets had a record third quarter. Revenues were up 15% as we continue to drive momentum and traction with clients. Activity in rates was particularly high and equities grew nicely with continued progress in prime where balances were up over 40%, complementing our historical strength in derivatives.

We're running the businesses differently and capturing the synergies between them. We've added new senior leaders to complement the excellent talent we already had.

We had disciplined stewards of our shareholders' capital, investing it where we should and returning what we don't deploy.

And the best part is, there is much more upside ahead.

Turning to the businesses.

Services had a record quarter, with revenues growing by 7%.

Pleasing growth in cross-border transactions and U.S. dollar clearing reflects the sharp focus we've put on increasing fee revenue.

Auca grew 13%, reaching nearly $30 trillion.

New client wins and share gains demonstrate the confidence our clients have in our ability to help them navigate a very dynamic global environment and to lead to innovation.

Despite low volatility markets, we had a record third quarter.

Revenues were up 15% as we continue to drive momentum and traction with clients.

Jennifer Landis: In Banking, increased clarity around tariffs and record equity prices fueled CEO confidence. We capitalized on this with investment banking fees up 17% with continued growth across all products. On the back of our investment in talent, we improved our position in tech, healthcare, consumer, and with sponsors. We continue to add talent to the team which will help us deepen or establish relationships that will bear fruit over the next two to three years. Wealth had another good quarter with revenue up 8% driven by Citigold and the private bank. Our emphasis on growing investment assets resulted in record net new investment assets of $18.6 billion and client investment assets increasing by 14%. We announced a new partnership with BlackRock where they will manage $80 billion of our clients' assets, fully aligning to an open architecture strategy.

Activity and rates were particularly high, and equities grew nicely with continued progress in Prime, where balances were up over 40%, complementing our historical strengths in derivatives.

In banking, increased clarity around tariffs and record equity prices fueled CEO confidence.

We capitalized on this with investment banking fees up 17%, with continued growth across all products.

On the back of our investment in talent, we improved our position in tips, health care, consumer, and responses.

We continue to add talent to the team, which will help us deepen or establish relationships that will bear fruit over the next 2 to 3 years.

Well, we had another good quarter, with revenue up 8% driven by City Gold and the private bank.

Our emphasis on growing investment assets resulted in record net new investment assets of $18.6 billion and client investment assets increasing by 14%.

We announced a new partnership with BlackRock, where they will manage $80 billion of our clients' assets.

Jennifer Landis: USPB had record quarterly revenue of $5.3 billion, reaching 12 straight quarters of positive operating leverage, and delivered an ROTCE of over 14%. We drove momentum in Branded Cards with the well-received launch of our Citi Strata Elite card, and this quarter we will introduce a new mid-tier product to round out the Citi/AAdvantage portfolio. It will elevate the travel experience for American Airlines customers and create access to premium benefits in the retail bank. We continue to innovate, including by the launch of instant payments through FedNow and enabling digital issuance for Citibank debit cards. The retail bank continues to strengthen as a pipeline to our wealth business. With $4 billion in deposits transferred in the quarter, Wealth is capitalizing on those transfers, and we continue to see improved investment penetration and significantly higher investment-related revenue from those customers.

Fully aligning to an open architecture strategy.

USB had record quarterly revenue of $5.3 billion, reaching 12 straight quarters of positive operating leverage and delivering an ROTCE of over 14%.

City strata Elite card. And this quarter, we will introduce the new mid-tier products to round out the Citi aadvantage portfolio. It will Elevate the travel experience for American Airlines customers and create access to premium benefits.

In the retail bank, we continue to innovate, including the launch of instant payments through FedNow and enabling digital assurance for Citibank debit cards.

And the retail bank continues to strengthen as a pipeline to our wealth business, with $4 billion in deposits transferred in the quarter.

Well, we are capitalizing on those transfers, and we continue to see improved investment penetration and significantly higher investment-related revenue from those customers.

Jennifer Landis: We returned over $6 billion in capital to our common shareholders during the third quarter. The $5 billion in share repurchases was $1 billion more than we guided, and this reflects our commitment to returning capital. Year to date, we have repurchased $8.75 billion of shares as part of our $20 billion repurchase plan. We ended the quarter at a Common Equity Tier 1 capital ratio of 13.2%, over 100 bps above our regulatory requirement. At quarter end, the agreement with Fernando Chico Pardo to purchase a 25% equity stake is a very significant step towards the divestiture of Banamex and progresses the overall timeline to deconsolidation and beyond. We are confident that this path is in the best interest of our stakeholders in terms of certainty and value, and we could not be more pleased to have Fernando, with his proven track record for investors, as our partner.

We returned over $6 billion in capital to our common shareholders during the third quarter.

The $5 billion in share repurchases was $1 billion more than we guided, and this reflects our commitment to returning capital.

Yet to date, we have repurchased $8.75 billion of shares as part of our $20 billion repurchase plan.

We entered the quarter at a common equity Tier 1 capital ratio of 13.2%, over 100 basis points above our regulatory requirement at quarter end.

The agreement with Fernando Chico Pardo to purchase a 25% equity stake is a very significant step towards the best year of Banamex and progresses the overall timeline to Decon and beyond.

Jennifer Landis: As we simplify, we continue to invest in technology to catalyze our transformation and become a more agile and modern bank. We have been relentless in our execution, and it is creating results. Over two-thirds of our transformation programs are at or are close to our target state, and we're making very good progress in the remaining areas. I'm particularly pleased with the improvement in our controls this year through standardizing, automating, and digitizing them. We continue to lead in digital payments innovation, enabling payments clearing and settlement capabilities to operate on an always-on basis across multiple borders and currencies. As networks evolve towards an always-on future, we are taking the next step by integrating Citi Token Services with our 24/7 clearing platform. Now, this integration will allow Citi clients to seamlessly send funds to third-party banks real time within our U.S.

We are confident that this path is in the best interest of our stakeholders in terms of certainty and value. And we could not be more pleased, Fernando, with his proven track record for investors as our partner.

As we simplify, we continue to invest in technology to catalyze our transformation and become a more agile and modern bank.

We have been relentless in our execution, and it is creating results over two-thirds of our transformation. Programs are at or are close to our target state, and we're making very good progress in the remaining areas. I'm particularly pleased with the improvement in our controls this year through standardizing, automating, and digitizing them.

We continue to lead in digital payments, with innovation enabling payments clearing and settlement capabilities to operate on an always-on basis across multiple borders and currencies.

Jennifer Landis: Solar Clearing network, and that's delivering true interoperability across more than 250 institutions. We are committed to embedding AI into how we work. Nearly 180,000 colleagues in 83 countries now have access to our proprietary AI tools and have used them almost 7 million times this year. These tools save hours each day by automating routine work, analyzing data, and creating materials in minutes instead of hours. Our services and USPB teams are using AI to resolve client inquiries faster. In Wealth, advisors are gaining real-time insights that help them deliver more personalized advice, and AI-driven automated code reviews have exceeded 1 million so far this year and are dramatically improving our developers' productivity. This innovation alone saves considerable time and creates around 100,000 hours of weekly capacity. That's a very meaningful productivity uplift. In September, we launched a pilot of Agentic AI for 5,000 colleagues.

As networks evolve towards an always on future. We are taking the next steps by integrating City token services with our 247 clearing platform. Now this integration will allow for the clients for seamlessly send funds to third party Banks real time within our US dollar tiering networks. And that's delivering true interoperability across more than 250 institutions.

We are committed to embedding AI into how we work.

Nearly 180,000 colleagues in 83 countries now have access to our proprietary AI tools and have used them almost 7 million times this year.

These tools save hours each day by automating routine tasks, analyzing data, and creating materials in minutes instead of hours.

Our services and USPB teams are using AI to resolve client increases faster.

In wealth, advisors are gaining real-time insights that help them deliver more personalized advice.

AI-driven automated code reviews have exceeded 1 million so far this year and are dramatically improving our developers' productivity.

This innovation alone saves considerable time and creates around 100,000 hours of weekly capacity. That's a very meaningful productivity uplift.

Jennifer Landis: It allows complex multi-step tasks to be completed with a single prompt, and the early results are very promising. We'll expand access to this in the months ahead. Finally, we have launched a firm-wide effort to systematically embed AI in our processes end to end to drive further efficiencies, reduce risk, and improve client experience. Taking a step back, the macro environment reflects a global economy that's proved more resilient than many anticipated. The U.S. continues to be a pacesetter, driven by consistent consumer spending as well as tech investments in AI and data centers. That said, there are pockets of valuation frothiness in the market. I hope discipline remains. Overall, while growth is cooling somewhat and keeping an eye on the labor market, America's economic engine is indeed still humming. In Asia, China's domestic spending has slowed.

In September, we launched a pilot of agentic AI for 5,000 colleagues. It allows complex multi-step tasks to be completed with a single prompt, and the early results are very promising. We will expand access to this in the months ahead.

Finally, we have launched a firm-wide effort to systematically embed AI in our processes end-to-end to drive further efficiencies, reduce risk, and improve client experience.

It's proved more resilient than many anticipated.

The U.S. continues to be a pace-setter driven by consistent consumer spending as well as tech investments in AI and data centers.

That said, there are pockets of valuation fluffiness in the market. So I hope discipline remains.

But overall, while growth is cooling somewhat and we're keeping an eye on the labor market, America's economic engine is indeed still coming.

Jennifer Landis: However, the investments they are making in technology are staggering, and the world should take notice. India's fundamentals of a young tech-savvy labor force and robust domestic consumption continue to drive high growth there, but in Europe, structural challenges still need to be dealt with for the continent to escape this low growth cycle. One certainty through all of this is our commitment and ability to serve our clients with excellence no matter what challenge they face. As you can see, the steady and disciplined execution of our strategy is delivering better business performance quarter after quarter and improving our returns. The cumulative effects of what we have done over the past years, our transformation, our refreshed strategy, our simplification have put Citi in a materially different place in terms of our ability to compete.

In Asia, China's domestic spending has slowed.

However, the investments they are making in technology are staggering, and the world should take notice.

India's fundamentals of a young, tech-savvy labor force and robust domestic consumption continue to drive high growth there.

But in Europe, structural challenges still need to be dealt with for the continent to escape this low growth cycle.

One certainty, through all of this, is our commitment and ability to serve our clients with excellence, no matter what challenge they face.

As you can see, the steady and disciplined execution of our strategy is delivering better business performance quarter after quarter and improving our returns.

Jennifer Landis: We know success isn't linear, but I am so proud of the progress our people have made and how things are coming together. We intend to end the year with momentum into 2026 as we close in on our medium-term return target in terms of what will come next. We very much look forward to sharing that with you at our next Investor Day, which will be on May 7th of next year. There is still so much upside left for us to capture and we look forward to laying out how we are going to do it. With that, I'll turn it over to Mark and then we'll be happy to take your questions.

The cumulative effect of what we have done over the past year—our transformation, our refresh strategy, our simplification—has put City in a materially different place in terms of our ability to compete.

We know success isn't linear, but I am so proud of the progress our people have made and how things are coming together.

We intend to end the year with momentum into 2026 as we close in on our medium-term return target.

In terms of what will come next?

We very much look forward to sharing that with you at our next Investor Day, which will be on May 7th of next year.

There is still so much upside left for us to capture, and we look forward to laying out how we are going to do it.

Mark Mason: Thanks Jane and good morning everyone. I'm going to start with the firm wide financial results focusing on year-over-year comparisons unless I indicate otherwise and then review the performance of our businesses in greater detail. On slide 6, we show financial results for the full firm. This quarter we reported net income of $3.8 billion, EPS of $1.86, and an ROTCE of 8% on $22.1 billion of revenues, generating positive operating leverage for the firm and each of our five businesses on an adjusted basis, excluding the impact of a notable item consisting of the goodwill impairment that Jane mentioned earlier. We reported net income of $4.5 billion, EPS of $2.24, and an ROTCE of 9.7%. Total revenues were up 9%, driven by growth in each of our businesses and legacy franchises, partially offset by a decline in corporate other net interest income.

With that, I'll turn it over to Mark, and then we will be happy to take your questions.

Thanks, Jane, and good morning, everyone. I'm going to start with the firmwide financial results, focusing on year-over-year comparisons unless I indicate otherwise, and then review the performance of our businesses in greater detail.

On slide 6, we show financial results for the full firm.

This quarter, we reported net income of $3.8 billion, EPS of $1.86, and an ROTCE of 8% on $22.1 billion of revenue, generating positive operating leverage for the firm and each of our five businesses.

On an adjusted basis, excluding the impact of a notable item consisting of the goodwill impairment that Jane mentioned earlier.

We reported net income of $4.5 billion, EPS of $2.24, and a ROTCE of 9.7%.

Total revenues were up 9%, driven by growth in each of our businesses and legacy franchises, partially offset by a decline in corporate others.

Mark Mason: Excluding Markets, which you can see on the bottom left side of the slide, was up 6%, driven by USPB, Services, Wealth, legacy franchises, and Banking, partially offset by a decline in corporate other non-interest revenues. Excluding Markets, were up 12% as better results in Banking, Wealth, and legacy franchises were partially offset by declines in corporate other, Services, and USPB, and total Markets revenues were up 15%. Expenses of $14.3 billion were up 9%, largely driven by the goodwill impairment I just mentioned. On an adjusted basis, expenses of $13.6 billion were up 3%. Foster credit was $2.5 billion, primarily consisting of net credit losses in U.S. cards as well as a firm wide net ACL bill.

Net interest income, excluding markets, which you can see on the bottom left side of the slide, was up 6%, driven by U.S. Personal Banking Services, Wealth Management, Legacy Franchises, and Banking, partially offset by a decline in Corporate Other.

Non-interest revenues excluding markets were up 12%, as better results in banking, wealth, and legacy franchises were partially offset by declines in corporate other services and USPB.

And total markets revenues were up 15%.

Expenses of $14.3 billion were up 9%, largely driven by the Goodwill impairment.

On an adjusted basis, expenses of $13.6 billion were up 3%.

Mark Mason: Looking at the firm on a year-to-date basis, total revenues were up 7%, driven by growth in each of our five businesses along with the benefit of foreign exchange translation, partially offset by a decline in all other. Expenses, which have also been impacted by foreign exchange translation, were up 2% and flat. On an adjusted basis, we've generated positive operating leverage for the full firm and each of our five businesses and reported an ROTCE of 8.6% and 9.2% on an adjusted basis. On slide seven, we show the expense and efficiency trend over the past five quarters. On an adjusted basis this quarter, we improved our efficiency ratio by approximately 360 basis points. The increase in adjusted expenses was driven by higher compensation and benefits along with the impact of foreign exchange translation.

Faster credit was $2.5 billion, primarily consisting of net credit losses and U.S. cards, as well as a firmwide net ACL bill.

Looking at the firm on a year-to-date basis, total revenues were up 7%, driven by growth in each of our five businesses along with the benefit of foreign exchange translation, partially offset by a decline in all others.

Expenses, which have also been impacted by foreign exchange translation, were up 2% and flat on an adjusted basis.

We've generated positive operating leverage for the full firm.

And reported a ROTCE of 8.6% and 9.2% on an adjusted basis.

On slide 7, we showed the expense and efficiency trend over the past 5 quarters.

On an adjusted basis, this quarter we improved our efficiency ratio by approximately 360 basis points.

Mark Mason: As you can see on the bottom right side of the slide, the increase in compensation and benefits was driven by performance-related compensation, higher severance, and investment in transformation and technology productivity, and stranded cost reduction partially offsetting continued growth in the businesses. Year to date we have incurred approximately $650 million of severance, slightly above our original expectation for the full year. As we've said in the past, we are very focused on managing our expense base in a disciplined manner, reducing stranded costs, and generating productivity savings to largely self-fund investments in transformation, technology, and the businesses. This discipline, combined with top line revenue momentum, will continue to drive improvement in our operating efficiency. On slide 8, we show consumer and corporate credit metrics. As I mentioned, the firm's cost of credit was $2.5 billion, primarily consisting of net credit losses in U.S.

The increase in adjusted expenses was driven by higher compensation and benefits, along with the impact of foreign exchange translation.

As you can see on the bottom right side of the slide, the increase in compensation and benefits was driven by performance-related compensation, higher severance, and investment in transformation and technology, with productivity and stranded cost reduction partially offsetting continued growth in the businesses.

Year to date, we have incurred approximately $650 million, which is slightly above our original expectation for the full year.

As we've said in the past, we are very focused on managing our expense space in a disciplined manner, reducing stranded costs and generating productivity savings to largely self-fund investments and transformation technology in the businesses.

This discipline, combined with top-line revenue momentum, will continue to drive improvement in our operating efficiency.

On slide 8, we show consumer and corporate credit metrics.

Mark Mason: cards as well as a firm-wide net ACL build. Our reserves continue to incorporate an 8-quarter weighted average unemployment rate of 5.2%, which includes a downside scenario average unemployment rate of nearly 7%. At the end of the quarter, we had nearly $24 billion in total reserves with a reserve to funded loan ratio of 2.7%. We continue to maintain a high credit quality card portfolio with approximately 85% to consumers with FICO scores of 660 or higher and a reserve to funded loan ratio in our card portfolio of 8%. It is worth noting that across our U.S. cards portfolios, delinquency and NCL rates continue to perform in line with our expectations.

As I mentioned, the firm's cost of credit was $2.5 billion, primarily consisting of net credit losses in U.S. cards, as well as a firmwide net ACL bill.

Our reserves continue to incorporate an 8-quarter weighted average unemployment rate of 5.2%, which includes a downside scenario with an average unemployment rate of nearly 7%.

At the end of the quarter, we had nearly $24 billion in total reserves, with a reserve-to-funded loan ratio of 2.7%.

We continue to maintain a high credit quality card portfolio, with approximately 85% of consumers having FICO scores of 660 or higher, and a reserve to funded loan ratio in our card portfolio of 8%.

Mark Mason: Looking at the right-hand side of the slide, you can see that our corporate exposure is primarily investment grade, and while corporate non-accrual loans increased in the quarter resulting from idiosyncratic downgrades, they remain low, as do corporate net credit losses. We feel good about the high-quality nature of our portfolios, which reflect our risk appetite framework and our focus on using the balance sheet in the context of the overall client relationship. Turning to capital and the balance sheet on slide 9, where I will speak to sequential variance, our $2.6 trillion balance sheet increased 1% driven by growth in cash and loans. End of period loans increased 1% driven by Markets and Services. Our $1.4 trillion deposit base remains well diversified and increased 2% driven by Services and Wealth. We reported a 115% average LCR and maintained over $1 trillion of available liquidity resources.

And it's worth noting that across our U.S. cards, portfolios' delinquency and NCL rate continued to perform in line with our expectations.

Looking at the right-hand side of the slide, you can see that our corporate exposure is primarily investment grade. While corporate non-accrual loans increased in the quarter, resulting from idiosyncratic downgrades, they remain low, as do corporate net credit losses.

We feel good about the high-quality nature of our portfolios, which reflect our risk appetite framework and our focus on using the balance sheet in the context of the overall client relationships.

Turning to Capital and the balance sheet on slide 9, where I will speak to sequential variance.

Our $2.6 trillion balance sheet increased by 1%, driven by growth in cash and loans.

And the period loans increased 1%, driven by markets and services.

Our $1.4 trillion deposit base remains well diversified and increased by 2%, driven by services and wealth.

Mark Mason: We ended the quarter with a preliminary 13.2% CET1 capital ratio, which is 110 basis points above our 12.1% regulatory capital requirement during the third quarter, effective October 1. Our new standardized CET1 capital ratio requirement is 11.6%, which incorporates the reduction in our SDB from 4.1% to 3.6%. That said, we're still waiting for clarity from the Federal Reserve on whether the averaging of SDB results from the previous two consecutive years will become effective in the next few months. Given this uncertainty, we will be targeting a standardized CET1 ratio closer to 12.8%, which incorporates a two-year average SDB of 3.8% as well as a 100 basis point management buffer. As we've said in the past, we remain very focused on efficient utilization of both standardized and advanced RWA while providing the businesses with the capital needed to pursue accretive growth opportunities.

We reported a 115% average LCR and maintained over $1 trillion of available liquidity resources.

We entered the quarter with a preliminary 13.2% CET1 capital ratio, which is 110 basis points above our 12.1% regulatory capital requirement during the third quarter.

Effective October 1st, our new standardized CET1 capital ratio requirement is 11.6%, which incorporates the reduction in our STP from 4.1% to 3.6%.

That said, we're still waiting for clarity from the Federal Reserve on whether the averaging of STB results from the previous two consecutive years will become effective in the next few months.

Given this uncertainty, we will be targeting a standardized CET1 ratio closer to 12.8%, which incorporates a 2-year average STB of 3.8% as well as a 100 basis point management buffer.

Mark Mason: We will continue to prioritize returning capital to shareholders through buybacks, as evidenced by the $5 billion of buybacks in the third quarter and nearly $9 billion year to date. Turning to the businesses, on Slide 10, we show the results for Services in the third quarter. Revenues were up 7%, driven by growth across both Treasury and Trade Solutions and Securities Services. NII increased 11%, primarily driven by the increase in average deposit balances as well as higher deposit spreads, while NIR was down 3% due to the impact of higher lending revenue share. Total fee revenue was up 6%. We see very strong activity and engagement with corporate clients and momentum across underlying fee drivers, with cross-border transactions up 10%, U.S.

As we've said in the past, we remain very focused on the utilization of both standardized and advanced RWA while providing the businesses with the capital needed to pursue creative growth opportunities.

And we will continue to prioritize returning Capital to shareholders through BuyBacks as evidenced by the 5 billion dollars of Buybacks in the third quarter and nearly 9 billion dollars a year to date.

For services in the third quarter.

Revenues were up 7%, driven by growth across both TTS and Security Services.

NII increased 11%, primarily driven by the increase in average deposits. Balance is as well as higher deposit spreads.

While NIR was down 3%, due to the impact of higher lending revenue share total fee, revenue was up 6%.

Mark Mason: dollar clearing volume up 5%, and assets under custody and administration up 13% as we continue to roll out our innovative products and services with digital capabilities into new markets. Expenses increased 5%, primarily driven by higher compensation and benefits, including severance, as well as higher volume and other revenue-related expenses. Average loans increased 8%, driven by continued demand for trade loans as we continue to support clients as they plan for potential shifts in trade corridors. Average deposits also increased 8% with growth across both North America and international, largely driven by an increase in operating deposit services, generated positive operating leverage for the fifth consecutive quarter and delivered net income of $1.8 billion with an ROTCE of 28.9% in the quarter and 26.1% year to date. Turning to Markets on Slide 11, revenues were up 5% driven by growth across both fixed income and equity.

We see very strong activity and engagement with corporate clients and momentum across underlying fee drivers, with cross-border transactions of 10%, a clearing volume of 5%, and assets under custody and administration of 13%. As we continue to roll out our innovative products and services with digital capabilities into new markets.

Expenses increased 5%, primarily driven by higher compensation and benefits, including severance, as well as higher volume and other revenue-related expenses.

Average loans increased 8%, driven by continued demand for trade loans, as we continue to support clients as they plan for potential shifts in trade corridors.

Average deposits increased by 8% with growth across both North America and international markets, largely driven by an increase in operating debt.

Services generated positive operating leverage for the fifth consecutive quarter and delivered net income of $1.8 billion, with a ROTCE of 28.9% in the quarter and 26.1% year to date.

Mark Mason: Fixed income revenues increased 12% with rates and currencies up 15%, largely driven by growth in rates amid policy uncertainty and elevated client activity and spread. Products and other fixed income was up 8%, largely driven by higher mortgage trading, higher financing activity, and lower commodities activity. Equities revenues were up 24% driven by higher client activity in derivatives and increased volumes in cash as well as continued momentum in prime with balances up approximately 44%. Expenses increased 5%, primarily driven by higher compensation and benefits along with the impact of FX translation. Transactional and product servicing expenses were down as growth in transaction volumes was more than offset by efficiency actions. Average loans increased 24% primarily driven by financing activity and spread products.

Turning to slide 11, revenues were up 15%, driven by growth across both fixed income and equities. For fixed income, revenues increased 12%, with rates and currencies up 15%, largely driven by growth in REITs amid policy uncertainty and elevated client activity.

And spread products and other fixed income were up 8%, largely driven by higher mortgage trading, higher financing activity, and lower commodities activities.

Equities revenues were up 24%, driven by higher client activity and derivatives, and increased volumes in cash, as well as continued momentum in Prime, with balances up approximately 44%.

Expenses increased 5%, primarily driven by higher compensation and benefits, along with the impact of FX translation.

Transactional and product servicing expenses were down as growth in transaction volumes was more than offset by efficiency actions.

Mark Mason: Markets generated positive operating leverage for the sixth consecutive quarter and delivered net income of $1.6 billion with an ROTCE of 12.3% in the quarter and 13.5% year to date. Turning to Banking on Slide 12, revenues were up 34% driven by growth in corporate lending and Investment Banking. Investment Banking fees increased 17% with growth across all products. M&A was up 8% with momentum across several sectors and with continued share gain with financial sponsors and more sell side activity. ECM was up 35% with growth across all products, notably in convertibles given the favorable environment, and DCM was up 19% driven by leveraged finance. Corporate lending revenues excluding mark to market on loan hedges increased 39%, driven by an increase in lending revenue.

Average loans increased 24%, primarily driven by financing activity and spread products.

Markets generated positive operating leverage for the sixth consecutive quarter and delivered net income of $1.6 billion, with a ROTCE of 12.3% in the quarter and 13.5% year to date.

Turning to Slide 12, revenues were up 34%, driven by growth in corporate lending and investment banking.

Investment banking fees increased 17%, with growth across all products.

M&A was up 8%, with momentum across several sectors and continued share gains with financial sponsors and more sell-side activity.

ECM was up 35%, with growth across all products, notably in convertibles, given the favorable environment.

And DCM was up 19%, driven by leveraged finance.

Mark Mason: Share expenses increased 2%, driven by higher volume related transactional and product servicing expenses as well as compensation and benefits, which includes recent investments we've made in the business. Cost of credit was $157 million, which included a net ACL build of $148 million, driven by changes in portfolio composition including exposure growth. Banking generated positive operating leverage for the seventh consecutive quarter and delivered net income of $638 million with an ROTCE of 12.3% in the quarter and 10.7% year to date. Turning to wealth on Slide 13, revenues were up 8% driven by growth in Citigold and the private bank, partially offset by a decline in wealth at work. NII, which you can see on the bottom left side of the slide, increased 8% driven by higher deposit spread, partially offset by lower mortgage spread.

Corporate lending revenues, excluding mark-to-market on loans and hedges, increased 39%, driven by an increase in lending revenue share.

Expenses increased 2%, driven by higher volume-related transactional and product servicing expenses, as well as compensation and benefits, which includes recent investments we've made in the business.

Foster credit was $157 million, which included a net ACL build of $148 million driven by changes in portfolio composition, including exposure growth.

Banking generated positive operating leverage for the seventh consecutive quarter and delivered. Net income of 638 million with an rotce of 12.3% in the quarter and 10.7% year to date.

Turning now to slide 13, revenues were up 8%, driven by growth in City Gold and the Private Bank, partially offset by a decline in Wealth at Work.

Mark Mason: NIR increased 9% driven by higher investment fee revenues as we grew client investment assets by 14% despite a reduction of approximately $33 billion related to the sale of our trust business. We had record net new investment assets of $18.6 billion in the quarter and over $52 billion in the last 12 months, representing approximately 9% organic growth. Expenses increased 4%, driven by investments in technology and volume-related transactional and product servicing expenses, partially offset by continued productivity savings. End of period, client balances continued to grow, up 8%. Average loans were up 1% as we continue to be strategic in deploying the balance sheet to support growth in client investment assets. Average deposits were flat as operating outflows and a shift from deposits to higher yielding investments on Citi's platform were offset by net new deposits as well as client transfers from USPB.

The knee, which you can see on the bottom left side of the slide, increased 8%, driven by higher deposit spreads partially offset by lower mortgage spreads.

Despite a reduction of approximately $33 billion related to the sale of our trust business.

We had record net new investment assets of $18.6 billion in the quarter and over $52 billion in the last 12 months, representing approximately 9% organic growth.

Expenses increased 4%, driven by investments in technology and volume-related transactional and product servicing expenses, partially offset by continued productivity savings.

End of period client balances continued to grow by 8%.

Average loans were up 1% as we continue to be strategic in deploying the balance sheet to support growth in client investment assets.

Mark Mason: Wealth had a pretax margin of 22%, generated positive operating leverage for the sixth consecutive quarter and delivered net income of $374 million with an ROTCE of 12.1% in the quarter and 12.5% year to date. Turning to U.S. Personal Banking on Slide 14, revenues were up 7% driven by growth in Branded Cards and Retail Banking, partially offset by a slight decline in Retail Services. Branded Cards revenues increased 8% driven by higher loan spread, higher interest earning balances which were up 5% and higher gross interchange, partially offset by higher rewards costs. We continue to see strong customer engagement, with spend volume also up 5%. Retail Banking revenues increased 30%, largely driven by the impact of higher deposit spreads and balances. Retail Services revenues were down 1%, largely driven by higher partner payment accruals.

Average deposits were flat as operating outflows and a shift from deposits to higher-yielding investments on the city's platform were offset by net new deposits as well as client transfers from USBP.

Well, we had a pre-tax margin of 22%, generated positive operating leverage for the sixth consecutive quarter, and delivered net income of $374 million with a ROTCE of 12.1% in the quarter and 12.5% year-to-date.

Turning to Personal Banking, on slide 14, revenues were up 7%, driven by growth in branded cards and retail banking, partially offset by a slight decline in retail services.

Branded cards revenues increased 8%, driven by higher loan spreads, higher interest-earning balances, which were up 5%, and higher gross interchange, partially offset by higher rewards costs.

We continue to see strong customer engagement, with spend volume also up 5%.

Retail banking revenues increased 30%, largely driven by the impact of higher deposits, spread, and balances.

Mark Mason: Expenses were flat as lower advertising and marketing expenses as well as compensation and benefits were offset by higher volume-related transactional and product servicing expenses. Cost of credit was $1.8 billion, driven by net credit losses in cards. Average deposits increased 6% as net new deposits were partially offset by the client transfers to wealth that I mentioned earlier. USPB generated positive operating leverage for the 12th consecutive quarter and delivered net income of $858 million with an ROTCE of 14.5% in the quarter and 12.9% year to date. Turning to Slide 15, we show results for all other on a managed basis, which includes corporate other and legacy franchises and excludes divestiture-related items. Revenues were down 16% with a declining corporate other, partially offset by an increase in legacy franchise.

Retail Services revenues were down 1%, largely driven by higher partner payments or tools.

Expenses were flat.

As lower advertising and marketing expenses, as well as compensation and benefits, were offset by higher volume-related transactional and product-serving expenses.

The cost of credit was $1.8 billion, driven by net credit losses and cards.

Average deposits increased 6% as net new deposits were partially offset by the client transfers to wealth that I mentioned earlier.

USB generated positive operating leverage for the twelfth consecutive quarter and delivered net income of $858 million, with a ROTCE of 14.5% in the quarter and 12.9% year to date.

Turning to slide 15, we show results for all other on a managed basis, which includes corporate other and legacy franchises, and excludes the vesture-related items.

Mark Mason: The declining corporate other was driven by lower NII resulting from actions that we've taken over the past few quarters to reduce the asset sensitivity of the firm in a declining rate environment, as well as lower NIR. Growth in legacy franchises was driven by Mexico, which included the impact of Mexican peso appreciation, partially offset by the impact of continued reduction from our exit and wind down. Market expenses increased 4% with growth in corporate other, which included higher severance largely offset by a decline in legacy franchise. Cost of credit was $331 million, primarily consisting of net credit losses of $297 million driven by consumer loans in Mexico. As you can see on the bottom right side of the slide, divestiture-related expense items in the quarter included the $726 million goodwill impairment, which is capital neutral and based on the fair value of 100% of the entity.

Revenues were down 16%, with a decline in corporate other, partially offset by an increase in Legacy franchise.

The declining corporate other was driven by lower knee resulting from actions that we've taken over the past few quarters to reduce the asset sensitivity of the firm in a declining rate environment, as well as lower nir.

Growth and legacy franchises were driven by Mexico, which included the impact of the Mexican peso appreciation, partially offset by the impact of continued reduction from our exits and wind-down markets.

Expenses increased 4%, with growth in Corporate Other, which included higher severance, largely offset by a decline in the Legacy franchise.

And the cost of credit was $331 million, primarily consisting of net credit losses of $297 million, driven by consumer loans in Mexico.

Mark Mason: On Slide 16, we provide an overview of the agreement with Fernando Chico Pardo to purchase a 25% equity stake in Banamex. This transaction progresses the overall timeline to exit Banamex, but is subject to certain closing conditions and local regulatory approval. Before I walk through the financial impacts related to this stake at closing, I'd like to ensure you understand the net capital impact at a full exit. The cumulative capital benefit to Citi upon full exit will be driven by two things. One, the capital release associated with the RWA reduction, and two, the cumulative impact of any potential gains and losses on sale. However, between now and then, there will be a few steps to get there, and it starts with this transaction.

As you can see on the bottom right side of the slides, the vest is your related expense items in the quarter included the $726 million goodwill impairment, which is capital neutral. This is based on the fair value of 100% of the entity.

On slide 16, we provide an overview of the agreement with Fernando Chico regarding the purchase of a 25% equity stake in Banamex.

This transaction progresses the overall timeline to exit BMX, but is subject to certain closing conditions and local regulatory approval.

Before I walk through the financial impacts related to this stake at closing, I'd like to ensure you understand the net capital impact at a full exit.

The cumulative capital benefit to the City upon full exit will be driven by two things.

1. The capital release associated with the RWA reduction.

The cumulative impact of any potential gains and losses on sales.

However, between now and then, it will be a few steps to get there.

Mark Mason: Looking at the right-hand side of the page, at the time of close and subject to the book value of Banamex at closing, we expect assets to increase by approximately $2.3 billion for the total consideration paid for the 25% stake, which reflects the fixed price to book value multiple of 0.8. Total equity will also increase by a net $2.3 billion, but it will be driven by a few factors. First, it will be a temporary benefit to stockholders' equity due to the reclassification of the negative cumulative translation adjustment from stockholders' equity to non-controlling interest, which will be slightly offset by the loss on sale. Second, the non-controlling interest will increase by the 25% of the Banamex book value sold, but this will be largely offset by the CTA that was reclassified as part of this transaction.

And it starts with this transaction.

So, looking at the right-hand side of the page at the time of closure and subject to the book value of Banamex at closing, we expect assets to increase by approximately $2.3 billion.

For the total consideration paid for the 25% states.

Which reflects the fixed Price to Book value multiple of 0.8.

And total equity will also increase by a net $2.3 billion, but it will be driven by a few factors.

First, there will be a temporary benefit to stockholders' equity.

Due to the reclassification of the negative cumulative translation adjustment from stockholders' equity to non-controlling interests, this will be slightly offset by the loss on sales.

Mark Mason: Net, net, a $2.3 billion increase in assets and, on the equity side, a $1.8 billion increase in stockholders' equity and a $500 million increase in non-controlling interest. At deconsolidation, there will be balance sheet impacts and P&L impacts. As it relates to the balance sheet, all of Banamex assets and liabilities will be removed from our balance sheet and be partially offset by any remaining equity stake. In terms of the P&L, the entire amount of the cumulative translation adjustment related to Banamex, which is approximately $9 billion, will flow through the P&L as a loss and will reverse the temporary capital benefit from prior sale. Therefore, at deconsolidation, the cumulative impact of CTA is capital neutral.

Second, the non-controlling interest will increase by 25% of the Banamex book value sold. However, this will be largely offset by the CTA that was reclassified as part of this transaction.

So, net-net, a $2.3 billion increase in assets.

And on the equity side, a $1.8 billion increase in stockholders' equity and a $100 million increase in non-controlling interest.

At Decon, there will be balance sheet impacts and P&L impacts.

As it relates to the balance sheet,

All acts, assets, and liabilities will be removed from our balance sheet and will be partially offset by any remaining equity states.

In terms of the P&L, the entire amount of the cumulative translation adjustment related to Banamex, which is approximately $9 billion, will flow through the P&L as a loss.

And will reverse the temporary capital benefit from prior sale.

Mark Mason: To wrap it up, while there are a number of accounting nuances between now and full exit, the cumulative capital impact to Citi will be the full release of RWA associated with Banamex and the cumulative impact of any potential gains and losses on sale. Turning to the full year 2025 outlook on slide 17, before I get into the outlook, I want to say how proud I am of the company as we execute against our strategy and drive top-line revenue growth, which continues to be fueled by our investments across the businesses and in key areas such as technology and data. We've made significant progress in terms of improving return with an adjusted year-to-date ROTCE of 9.2%. Now, with regard to the outlook, given the very strong year-to-date top-line revenue growth of 7%, we remain confident in our ability to exceed $84 billion in revenues for the year.

Therefore, in deconsolidation, the cumulative impact of CTA is capital neutral.

So, to wrap it up, while there are a number of accounting nuances between now and full exit, the cumulative capital impact to the city will be the full release of RWA associated with Banamex and the cumulative impact of any potential gains and losses on sales.

Turning to the full year 2025 outlook on slide 17.

Before I get into the outlook, I want to express how proud I am of the company as we execute against our strategy and drive topline revenue growth, which continues to be fueled by our investments across the businesses. In key areas such as technology and data, we’ve made significant progress in terms of improving returns, with an adjusted year-to-date ROTCE of 9.2%.

So now with regard to the Outlook,

Mark Mason: We now expect NII ex Markets to be up around 5.5% for the full year, incorporating stronger performance as well as the impact of FX relative to our previous expectations for NII ex Markets. We expect continued momentum in underlying fee drivers and in Markets. Historically, we've seen revenues decline 15% to 20% from the third to fourth quarter. However, given the strong performance in the third quarter, the sequential decline could exceed that range this year. Now, turning to expenses, our year-to-date expense base incorporates both the level and mix of revenue we've seen as well as the impact of FX. Given what I just mentioned about revenues, full year expenses will come in higher than we previously guided.

Given the very strong year-to-date, topline revenue growth of 7%. We remain confident in our ability to exceed $84 billion in revenues for the year.

We now expect knee X markets to be up around 5.5% for the full year, incorporating stronger performance as well as the impact of FX relative to our previous expectations.

For Nirx Markets, we expect continued momentum and underlying fee drivers.

And in markets, historically, we've seen revenues decline 15% to 20% from the 3rd to the 4th quarter.

However, given the strong performance in the third quarter, the sequential decline could exceed that range this year.

Now, turning to expenses, our year-to-date expense base incorporates both the level and mix of revenue we've seen, as well as the impact of FX.

Mark Mason: However, you should expect the efficiency ratio for the full year to be consistent with the revenue and expense guidance that we provided during the course of the year, which is slightly below 64% excluding the impact of the goodwill impairment this quarter. In terms of credit, our expectations for the year remain unchanged and we will continue to repurchase shares in the fourth quarter under our $20 billion program. As we take a step back, the performance in the quarter and so far this year represents significant progress towards our goal of improved firmwide and business performance. We remain steadfast and focused on executing our transformation, achieving our ROTCE target of 10% to 11% next year and further improving returns over time. With that, Jane and I would be happy to take your questions.

And given what I just mentioned about revenues for the full year, expenses will come in higher than we previously guided.

However, you should expect the efficiency ratio for the full year to be consistent with the revenue and expense guidance that we provided during the course of the year, which is slightly below 64%. Excluding the impact of the goodwill impairment this quarter and in terms of credit, our expectations for the year remain unchanged.

And we will continue to repurchase shares in the fourth quarter under our $20 billion program.

% Next year and further improving returns over time. And with that, Jane and I would be happy to take your questions.

Operator: At this time, we will open the floor for questions. If you would like to ask a question, please press Star 5 on your telephone keypad. You may remove yourself at any time by pressing 5 again. Please note you will be allowed one question and one follow-up question. Again, that is Star 5 to ask a question. We'll pause just a moment. Our first question will come from Mike Mayo with Wells Fargo. Your line is now open. Please go ahead.

Time. We will.

If you would like to ask a question, please press *5 on your telephone keypad. You may remove yourself at any time by pressing *5 again.

Please note: You will be allowed 1 question and 1 follow-up question again. That is Star 5 to ask a question, and we'll pause just a moment.

Jane Fraser: Hi.

Our first question will come from Mike Mayo with Wells Fargo. Your line is now open. Please go ahead.

[Analyst]: I think you said you're at least two thirds done with a lot of the transformation. I assume that relates to the consent order, can you just give us an update on your actions with the consent order as relates to risk, compliance, controls, and reg data? If you can elaborate on the reg data part, because in this current regulatory environment, I don't know why so much effort needs to go to something that's more process oriented, which they're trying to get away from, as opposed to just financial strength. Thank you.

Jane Fraser: Good morning, Mike. Yes, I do feel good about the progress we've made. As you refer, over two thirds of our programs are at or mostly at Citi's target state. Some of the biggest bodies of work are now embedded into how we run the bank and operate it on a BAU basis. You've heard me talk about risk and the progress we've made and compliance. Those are two areas where we are largely at the target state and are running through sustainability. We're also now at the back end of the working controls. This is a big body of work this year to drive automation to implement more preventative controls. We now have preventive controls for any large and anomalous payments in 85 countries. That covers about $1.3 trillion in payments daily and covers 55 payment acts. We also have preventive controls covering over 99% of manual payment flows.

Hi. Um, so I think you said you're at least 2/3 done with a lot of the transformation, and I assume that relates to the consent order. So can you just give us an update, uh, on your actions with the consent order as it relates to risk, compliance controls, and RAG data? And if you can, elaborate on the RAG data part because in this current regulatory environment, I don't know why so much effort needs to go to something that's more process-oriented, which they're trying to get away from, as opposed to just financial strain. Thank you. Thank you. Um, good morning, Mike. Um, so yes, I do feel good about the progress we've made, and as you referred, over 2/3 of our programs are at or mostly at Citi's target state. And some of the biggest bodies of work are now embedded just into how we run.

The bank operates on a bow basis.

So you've heard me talk about risk and the progress you've made, and compliance, and those are two areas where we are largely at the target state, um, and are running through sustainability. Um, but we're also now at the back end of the working controls.

And this is a big body of work this year to drive automation and to implement more preventative controls. So, we now have preventative controls for any large and anomalous payments in 85 countries that cover about $1.3 trillion in payments daily and include 55 payment apps.

Jane Fraser: In our institutional businesses, we standardized controls.

And we also have preventive controls covering over 99% of manual payment flows in our institutional businesses.

Jennifer Landis: For common processes across the firm.

Jane Fraser: That was very much enabled by the org simplification that we did. We're now in line with peers in terms of level of automation and preventative controls. All of this work is going to help us implement AI across our processes, as I referred to in the earlier remarks. Data for reg reporting is going to take more time, but we have made significant progress in the last 12 months through our own testing. We're seeing really improved, dramatically improved accuracy for our most critical regulatory reports. We're also putting in tech and AI-powered customer support tools to ensure we sustain these improvements on a BAU process and basis. In terms of regulatory environment, we are clearly seeing changes in the reg environment coming from D.C. I think like everyone, we welcome the proposed changes, including recalibration to center on safety and soundness.

Um, we've standardized controls. So, common processes across the firm that was very much enabled by the orgs simplification that we did. And we're now in line with peers in terms of level of Automation and preventive controls. And all of this work is going to help us Implement AI, um, across our, our processes, as I referred to in the, in the um, uh, the earlier remarks.

Now, data for rake reporting is going to take more time.

But we have made significant progress in the last 12 months through our own testing. We're seeing really improved dramatically improved accuracy for our most critical regulatory reports. We're also putting in Tech and AI enabled capabilities to ensure we sustain these improvements on a bow process um and bassist

Um, in terms of the regulatory environment, we are clearly seeing changes in the regulatory environment coming from D.C.

Jane Fraser: For us, we're on track with what we're doing across all the programs, including data. We're focused on getting over the finishing line for our work and we're looking forward to the transformation expense coming down next year because as we complete the different bodies of work, the associated expense comes off both as a result of the implementation, but also from the efficiencies that we're gaining.

Um, and I think like everyone, we welcome the proposed changes, including a recalibration to center on safety and soundness. But for us, we're on track with what we're doing across all the programs, including data. We're focused on getting over the finishing line for our work, and we're looking forward to the transformation expense coming down next year.

[Analyst]: A short follow up, the transformation expense for 2025, maybe this is for you, Mark, you said it was going to be more than $3 billion, so it was like $3.5 billion, $4 billion, $5 billion.

Because as we complete the different bodies of work, the associated expense comes off both as a result of the implementation, but also from the efficiencies that we're gaining.

And a short follow-up: the transformation expense for...

Mark Mason: Any kind of range for that, Mike? I'd say it's a little bit under.

Uh, 2025 maybe this is for you, Mark, because you said it was going to be more than $3 billion. So it's like $3.5 billion, $4 billion, $5 billion, and a kind of range for that.

[Company Representative]: $3.5 billion in 2025. As Jane mentioned, a lot of work is being put in place to execute on that more efficiently, which is going to help bring that number down in 2026.

Mike, I'd say it's a little bit under $3.5 billion in 2025.

And again, as Jane mentioned, a lot of work is being put in place to execute on that more efficiently, which is going to help bring that number down in 2026.

Operator: Your next question will come from Betsy Gracek with Morgan Stanley. Your line is now open. Please go ahead.

Jennifer Landis: Hi, good morning.

Your next question will come from Betsy Grac with Morgan Stanley. Your line is now open. Please go ahead.

Hi, good morning.

Jane Fraser: Hey, Betsy.

Jennifer Landis: Jane, I did just want to understand how you're thinking about the Banamex transaction. I heard all the prepared remarks and we understand that you prefer to go with the IPO route in ultimate.

Hey Betsy.

Um, I did just want to understand how you're thinking about the Dynamics transaction. I heard, you know, all the prepared remarks, and we understand that you prefer to go with the IPO route in Ultimate.

[Analyst]: Value.

Um,

value.

Jennifer Landis: For shareholders, I wanted to understand how you're thinking about the timing between the offers that you've received versus the IPO timing that you are planning on executing. Is there a timeframe in mind for ultimate value determination? Thank you.

Um,

I guess I wanted to understand how you're thinking about the timing between.

the offers that you've received versus the

IPO.

Timing that you would that you are planning on executing.

And is there a time frame in mind for ultimate?

Um, value.

Jane Fraser: Yeah. Yep. First, I just say, look, the 25% stake is a very significant step in our path towards deconsolidation and ultimately a full exit, which is what everyone is focused on. We firmly believe that this transaction and a subsequent IPO is going to both maximize value for our shareholders and critically has a high degree of certainty around it. Those two have been our north stars as we've been going through this process. I would also just point to the Mexican president and her government have been publicly very supportive of this investment and our path forward. That obviously gives us a higher degree of comfort around the certainty of close.

Determination. Thank you. Yeah.

Yep.

Jane Fraser: Now, when we look at this path forward, I think the investment by Fernando Chico Pardo is a real show of support for Banamex and we believe his partnership is going to be very valuable as we move towards an IPO, deconsolidation, and ultimately full exit. There are a couple of big reasons for that. One, he's a highly reputable business leader. He's got a 50-year track record of really driving value in his investments. He's going to be a strong partner in realizing greater value from Banamex. He also brings a lot of experience and credibility that is very attractive to other investors. His investment alone is a strong endorsement of Banamex relevance and potential. That's also going to be very helpful as we look at bringing other investors through the IPO and the like into the mix here.

Um so first of all, I just say look the 25% stake is a very significant path um is stepping up path towards decolonization and ultimately a full exit which is like where everyone is focused on. Um we firmly believe that this transaction and the subsequent IPO is going to both maximize value for our shareholders and critically has a high degree of certainty around it and those 2 have been our North Stars. Um, as we've been, going through this process and and and I would also just point to the maximum president, and her government have been publicly very supportive of this investment and our path forward, and that obviously gives us a higher degree of comfort around the certainty of clothes.

Um, now, um, when we look at, um, this path forward, I think the investment by Fernando is a real show of support for Banamex. We believe his partnership is going to be very valuable as we move towards an IPO, de-consolidation, and ultimately Flex it. And there are a couple of big reasons for that.

He’s a highly reputable business leader. He’s got a 50-year track record of really driving value in his investments, so he’s going to be a strong partner in realizing greater value from Banamex.

Jane Fraser: In terms of the next steps, the 25% stake requires regulatory approval. In Mexico, that typically takes nine to twelve months. For obvious reasons, it makes a lot of sense to get Fernando's regulatory approval ahead of the IPO. He has filed his regulatory approval. He's already in with the government, so that will go through the process. He is not dilly dallying and hanging around on this, I'm delighted to say. We will be ready to move forward once we get those approvals. We're not hanging around either in terms of getting all the work done for that.

He also brings a lot of experience and credibility that is very attractive to other investors, and his investment alone is a strong endorsement of BAMX, its relevance and potential. And that's also going to be very helpful as we look at bringing other investors through the IPO and the like into the mix here.

So,

in terms of the next steps, the 25% stake requires regulatory approval in Mexico that typically takes 9 to 12 months. Um, and then for obvious reasons, it makes a lot of sense to get Fernando's regular regulatory approval ahead of the IPO. Um, so we're um he has filed his uh, the reg. His regulatory approval is already in with the government. Um, so that will go through the process. Um, he is not Billy dying and hanging around on this. I'm delighted to

To say, um, and uh, you know, we will be ready to, uh, move forward, uh, once we get those approvals, and we're not hanging around either in terms of getting all the work done for that.

[Analyst]: Okay.

[Analyst]: The nine to 12 month approval.

Jennifer Landis: Timing, when does that commence?

Jane Fraser: That's already started because his regulatory approval filing was put in this week.

Okay. And the 9 to 12 months approval timing—when does that commence?

Oh, that's already started because his regulatory approval filing was put in this week.

Operator: Your next question will come from Glenn Schorr with Evercore.

Your next question will come from Glenn Shore with Evercore.

[Analyst]: Hello there. Hello.

Mark Mason: What I want to get at is.

[Analyst]: This question is evolution versus revolution in stablecoin adoption. I've seen some press releases, I've seen you join the Euro stablecoin banking coalition. I saw your announcement on Citi Payments Express. I'm assuming you're making a lot of investments towards this evolution. What I want to do is take your pulse on what is the pace of stablecoin adoption? How important is it to your traditional banking and payments pipelines? Do you feel like you're ahead of the curve and you can make more money, not less, as this all plays out? Thank you so much.

1 of get. Hello. It's what I want to get out with. This question is, is is Evolution versus revolution in in stablecoin adoption. So, um, I I I've seen some press releases. I've seen you join the Euro stable coin. Um, banking Coalition, I saw your announcement on City payments Express. I'm assuming you're making a lot of Investments towards

Jane Fraser: Yeah, of course. Glenn. Look, I want to take a step back on this one because frankly for our client base, the institutional client base, we see tokenized deposits as delivering what the client needs. This is an area that we've invested in most heavily. What the clients are after is real-time money movement with minimal to no friction and low cost. As we talked about last earnings call, we've been driving innovation around digital assets for many years. What is it our clients want? They want interoperable multi-bank cross-border always-on payment solutions. They want it provided in a safe and sound manner, and they want all the complexities solved for them: compliance, reporting, accounting, tax, AML. That frankly is best done by tokenized deposits. We are that one-stop shop for our clients. We're constantly linking in new capabilities, emerging technologies, we're bringing in partners.

Towards this evolution, what I want to do is take your pulse on the pace of stablecoin adoption. How important is it to your traditional banking and payments pipelines? Do you feel like you're ahead of the curve and you can make more money, not less, as this all plays out? Thank you so much.

Yeah, of course. Glenn look. I I, I want to take a step back on this 1 because frankly, um, for our client base the institutional client base, we see tokenized deposits as delivering what the client needs. Um, and this is an area that we've invested in most heavily and what the clients are after is real-time money movement with minimal to, no, friction and low cost.

Jane Fraser: We offer that holistic killer app for the institutional clients. You saw us this earnings call, we're talking about linking our Citi Token Services to the 24/7 U.S. dollar clearing network. That means we can facilitate transactions across 250 banks in 40+ markets. That allows clients to frictionlessly transfer funds 24/7 to suppliers and third parties who hold accounts within Citi's extensive 24/7 U.S. dollar clearing network. We are seeing demand and adoption increasing. Frankly, the gating factor is our clients' treasury departments being ready for an always-on environment, and they just aren't at the moment. What does that mean for stablecoin? We will stand ready to support our clients' needs, whatever they are. We view stablecoin as another option in the overall digital asset toolkit. It's got more friction because of the on-off ramp.

So, we sold for them compliance reporting, accounting, tax, and AML that frankly is best done by tokenized deposits. Um, and we are that one-stop shop for our clients. Um, we're constantly linking in new capabilities, emerging technologies. We're bringing in partners so we offer that holistic killer app for the institutional clients.

You saw us, um, this uh, earnings call. We're talking about, uh, linking our city tokenized services to the 24/7 US dollar clearing network. Now, that means we can facilitate transactions across 250 banks in 40-plus markets.

And that allows clients to frictionlessly transfer funds, 24/7, to suppliers and third parties who hold accounts within cities. Extensive 24/7 US dollar clearing network. We are seeing demand and adoption increasing. But frankly, the gating factor is our clients' treasury departments being ready for an always-on environment, and they just aren't at the moment. So what does that mean for stablecoin?

Jane Fraser: It's got more friction because the tax, the accounting, the AML, these other requirements that our tokenized deposit capabilities avoid. We will continue to provide the on-off ramp solutions for stablecoin exchanges. We'll be providing and are providing custodial solutions to crypto assets to our asset manager clients. We'll be providing corporate cash management services to the stablecoin providers. We're about to go live with a number of new capabilities in that, and we're considering issuing our own true Citi stablecoin. I think there's an over focus on stablecoin at the moment, whereas as a major payments player, most of this is going to get solved by the tokenized deposit capabilities.

We will stand ready to support our clients' needs, whatever they are. We've used stablecoin as another option in the overall digital asset toolkit. It's got more friction because of the on-off ramp. It's got more friction because of the tax, the accounting, the AML, and these other requirements that tokenized deposit capabilities avoid.

But we will continue to provide the Ahnaf ramp solutions for stablecoins. Exchanges will be providing and are providing custodial solutions to crypto assets for asset manager clients, and we'll be providing corporate cash management services to the stablecoin providers.

We're about to go live with a number of new capabilities in that and we're considering issuing our own true City, stable coin, but I think when we there's a I think there's an over focus on stablecoin at the moment. Um, whereas there's a major, um, payments player most of this is going to get solved by um by uh the tokenized deposit capabilities.

[Analyst]: That was a great answer. Thank you, Jane.

Jane Fraser: I'm passionate about it. Sorry, Glenn.

That was a great full answer. Thanks, Jane. I'm passionate about this.

[Analyst]: I love it. I can't wait for maybe just a super quick follow-up. You're fired up about tokenized deposits and what that can mean and way ahead of that.

Sorry, Glenn. I love it. I can't wait for May. Um, uh, can we...

Mark Mason: Is there a potential for the.

Maybe just this is a super quick follow-up to you? You're fired up about tokenized deposits and what that can mean anyway ahead of that.

[Analyst]: Tokenization of all securities? Does that change how financial markets operate in general? Just wonder if you could expand that thought and then I'll back.

Jane Fraser: Absolutely. I was just talking about the payments piece. In the future, clients are going to want solutions that seamlessly offer financing, securities issuance, and settlement in a regulated, trusted environment. You can imagine oil, you can imagine equities. This is going to go much more broader, and we will be providing that as part of our toolkit. That is definitely in the equation here. It's really terrific that the regulators are now letting us innovate in a responsible way, because I think that is going to help the development of the market as we and other banks participate in this space. It will really help scale up.

Does the potential is there a potential for the tokenization of all securities? Does this? That change how financial markets operate in general? I just wonder if you could just expand that though. Yeah. And then I'll back. Absolutely. I yeah. I I was just too about the payments piece. Um, in the few in the future clients are going to want solutions that seamlessly offer financing Securities issuance and settlement in a regulated. Trusted environment. Do you imagine oil? You can imagine equities like this. This is going to go much much more broader.

And we will be providing that as part of our our tool kit. Um, so that's that is definitely in the equation here and um I it's really terrific. That The Regulators are now letting us innovate in a responsible way because I think that is going to help the development of the market as we and other Banks um participate uh, in this space. Um, it it, it will really help scale up

Operator: Your next question will come from John McDonald with Truist. Your line is open. Please go ahead.

Your next question will come from John McDonald with Truist. Your line is open. Please go ahead.

Mark Mason: Thank you. I wanted to ask about the efficiency ratio.

[Company Representative]: Path for next year. It seems like you have some potential tailwinds to drive expenses lower next year, potentially lower severance, transformation spend, and stranded costs.

Mark Mason: Mark, I wanted to ask, is that fair that you see a path for directionally down expenses next year even if revenues are strong? Do you still see the potential?

[Company Representative]: To exit next year at an efficiency ratio below 60%?

Mark Mason: Thanks, Johnny, and good morning.

Thank you. Uh, wanted to ask about the efficiency path for next year. It seems like you have some potential tailwinds to drive expenses lower next year, potentially lower severance, transformation spend, and stranded costs. So, Mark wanted to ask, is that fair that you see a path for directionally down expenses next year, even if revenues are strong? And do you still see the potential to exit next year at an efficiency ratio below 60?

[Company Representative]: I point to a couple of things as we think about 2026, and I just remind you and others that we're targeting an ROTCE of 10 to 11% next year. It's important that we continue to show progress in our returns across the franchise. The second thing I'd point to is that, if I just kind of go back to where we are year to date for a second, we are demonstrating strong top line momentum. The year to date revenues up 7%. If you look at our expenses against that, leaving out the goodwill impairment, our expenses are flat. We are showing very strong top line momentum and very strong discipline around managing our expense base.

Um, you know, if I just kind of go back to where we are year-to-date for a second, we are demonstrating strong topline momentum. The year-to-date revenue is up 7%, and if you look at our expenses against that, leaving out the goodwill impairment, our expenses are flat.

Mark Mason: As I think about 2026, that.

[Company Representative]: Has to continue for us to deliver on the 10% to 11%, that is to say continued top line momentum. I've given, obviously, it's more of what you've seen through the year-to-date performance and continued expense discipline. That expense discipline is going to consider at least two things. One are the greater efficiencies that we've talked about in the past. You mentioned some of those. The transformation expense coming down, the legacy stranded cost continuing to come down, productivity from BAU activity. I've mentioned in the past a lower severance, a more normalized severance, but it's also going to require investment in order to continue to fuel that top line momentum. Investments, one that's tied to those higher revenue levels but also continued investments in parts of the franchise, like banking, in parts of the franchise, like services.

So we're showing very strong Topline momentum, and very strong discipline around managing our expense base. So, as I think about 2026 that has to continue for us to deliver on the 10 to 11, that, is the say continued Topline momentum. And I, I've given obviously, it's more of what you've seen through, uh, the year to date performance and continued expense discipline, and that expense discipline is going to consider at least 2 things.

So 1 are the more the greater efficiencies that we've talked about in the past. You've mentioned some of those the transformation expense coming down.

[Company Representative]: You just heard Jane mention the investments we're making in Citi Token Services, and striking that right balance so that we are not only delivering 10% to 11%, but north of that beyond 2026 is really important. What does all of that mean? That means as I think about 2026, I lead with the 10% to 11%, I follow on by productivity and the need for investments. I'm targeting the less than 60% as I come out of 2026 or in 2026, as I've said before.

The legacy stranded costs continue to come down, productivity from BAU activity. I've mentioned in the past a lower severance, a more normalized severance, but it's also going to require investments in order to continue to fuel that topline momentum. So, investments 1, that's tied to those higher revenue levels, but also continued investments in parts of the franchise like Banking and parts of the franchise like Services. You just heard Jane mention the investments we're making in token services and so strike.

Striking that right balance so that we are not only delivering 10% to 11%, but north of that beyond 2026 is really important. So what does all of that mean? That means, as I think about 2026, I lead with the 10% to 11%.

I follow on by productivity and the need for investments. I'm targeting those less than 60 as I come out of 2026 or in 2026, as I've said before.

Mark Mason: Great, that's really helpful. Just a quick follow up, thinking a little bit longer term, what's.

[Company Representative]: The ultimate end state for the $3.5 billion or so in transformation spend?

Mark Mason: Does it go away? Does it morph into kind of a regular BAU investment spend at some point?

[Company Representative]: How does that evolve over time? I'm smiling here, John, because I knew as soon as I shared the number the very next question would be what happens with it? Right. I think as I mentioned, it's going to come down in 2026 for all the reasons we've mentioned, including making significant progress on the transformation. We'll obviously share more with you in terms of where the expense base is going and the transformation expenses are going beyond that at Investor Day. I'll ask you to kind of stay tuned as it relates to that.

Great, that's really helpful. And then just a quick follow-up: thinking a little bit longer term, what's the ultimate end state for the $3.5 billion or so in transformation spend? Does it go away? Does it morph into kind of a regular BAU investment spend at some point? How does that evolve over time?

[Company Representative]: I don't want to kind of miss the opportunity to state again that in order for us to get to the improved returns beyond 2026, we've got to have that right balance of squeezing out as much as we can in efficiencies and redeploying so that we can capture growth and upside as we serve our clients beyond 2026.

I'm smiling here John because I knew as soon as I shared the number, the very next question would be what happens with it right and and look I think I I think as I mentioned it's going to come down in 2026. Um for all the reasons we've mentioned including making significant progress on the transformation, we'll obviously share more with you in terms of where the expense bases going and the transformation, uh, expenses are going beyond that at investor day and so I'll ask you to kind of stay tuned, you know, as it relates to that, but I I don't want to kind of miss the opportunity to to state again, that in order for us to get to the improved returns Beyond 2026. We've got to have that right? Balance of squeezing out as much as we can.

Jane Fraser: I encourage everyone just to look at the track record we've got. We've been consistently growing revenues whilst investing in the transformation, whilst investing in the businesses. At the same time, we've been keeping the expense base at a low and very disciplined level. That's a discipline you can expect to see us continuing.

Hand inefficiencies and redeploying so that we can capture growth and upside as we serve our clients Beyond 26 and and I encourage everyone, just to look at the track record. We've got, I mean, we've been consistently growing revenues, um, whilst investing in the transformation whilst investing in the um, in the businesses. And at the same time, we've been, um, keeping the expense base, um, at a, at a, um, low and very disciplined level, and that's a discipline, you can expect to see us continuing

Operator: Your next question will come from Jim Mitchell with Seaport Global. Your line is open. Please go ahead.

[Analyst]: Hey, good morning, Mark.

Your next question will come from Jim Mitchell with Seaport Global. Your line is open. Please go ahead.

Mark Mason: Maybe just a question on NII.

[Analyst]: I think based on the guidance for this year, seems like you're flat to up in the fourth quarter. As you guys have pointed out in your Qs, you have limited sensitivity to U.S. dollars. How do you, is Q4 a decent jumping off point for next year? Can you grow from that level? How should we think about the puts and takes around asset repricing and balance sheet growth and headwinds from rates?

[Company Representative]: Yeah, you know what I'd say is a couple things. One, I do expect to see continued growth in NII as we go into 2026 at this point. We're obviously putting together our operating budgets now, but I do anticipate continued growth and I think there are a couple of drivers, many of which have played out through most of the year here. One is, I expect that we'll see continued growth in deposits, operating deposits, deposits on our Retail Banking side, both of which have shown up quite healthily in the quarter. I expect that to continue. I expect to see continued loan momentum, particularly on the Branded Cards side, but also in the trade lending activity, which also showed up very nicely this quarter.

Hey, good morning. Um, Mark, maybe just a question on knee. I think based on the guidance for this year, it seems like you're flat to up in the fourth quarter because you guys have pointed out on your Qs that you have limited sensitivity to US dollars. So, how do we think about Q4 as a decent jumping-off point for next year? Can you grow from that level? How should we think about the puts and takes around asset repricing, balance sheet growth, and headwinds from rates?

Yeah, you know what I’d say is a couple of things. 1. Um, you know, I do expect to see continued growth in knee as we go into 2026. At this point, we’re obviously putting together our operating budgets now, but I do anticipate continued growth. I think there are a couple of drivers, many of which have played out through most of the year here. So,

[Company Representative]: I'd expect that the investment portfolio that you've heard me talk about before will continue to roll off and mature and we'll be able to deploy that yet still at higher rates in cash and other securities as we go through 2026. The final piece is obviously I would also expect that there'd be more rate cuts and the discipline around pricing and the importance of us reminding our clients that our offering is a lot more than just holding their deposits will help to mitigate some of that pressure. When I put all of that together, I do see continued growth in NII, perhaps not at the same pace, but certainly continued growth ex Markets as I go into 2026. I hope that helps a little bit.

Um, I expect that the investment portfolio that you've heard me talk about before will continue to roll off and mature, and we'll be able to deploy that yet still at higher rates in cash and other securities as we go through 2026.

[Analyst]: That's very helpful. Maybe just on the capital target of 12.8% and stepped up buybacks this quarter, is this a pace we should expect until you get to 12.8%? Just curious on your thoughts on how quickly you get to 12.8%.

And then the final piece is obviously, I would also expect that there'd be more rate cuts and the discipline around pricing. Um, and the importance of us reminding, our clients that our offering is a lot more than just holding their deposits, uh, will help to, to mitigate some of that pressure. And so, when I put all of that together, um, I do see continued growth in knee perhaps. Not at the same Pace, but certainly continued growth, uh, X markets, uh, as I go into 2026. I hope that helps a little bit.

[Company Representative]: I'm smiling again, Jim, because the last quarter I said that we weren't going to give guidance on a quarterly basis as it relates to buybacks, and I want to stick to that. I would remind you that we do have a $20 billion buyback program that's out there. We've been making good progress against that, and we'll continue to make progress against that. 12.8% is what we will target from a CET1 capital ratio, and I think you'll see that come, our 13.2% come down towards that over the next couple of quarters. We're going to strike the right balance between deploying capital back into the business at accretive returns in order to continue to drive growth that improves returns and returning capital to shareholders, particularly given where we're trading.

No, that's that's very helpful and maybe just on on the capitol Target of of 12.8% and the stepped up by access quarter. Is this is this a pace? We should expect until you get to 12.8 just sort of curious on your thoughts on the how quickly you get to 12.8.

Smiling again, Jim, because in the last quarter I said that we weren't going to give guidance on a quarterly basis as it relates to buybacks, and I want to stick to that. But I would remind you that we do have a $20 billion buyback program that's out there. We've been making good progress against that. We'll continue to make.

[Company Representative]: While we have seen good performance in the stock over the course of the year, we're still at and around kind of one times tangible book value. I think there's more upside to the stock, and we want to strike that right balance between return on and return of.

Progress against that. Uh, 12.8 is what we will uh Target from a cet1 ratio. And I think you'll see that come our 132 come down towards that over the next couple of quarters and we're going to strike the right balance between deploying Capital back into the business at a creative returns in order to continue to drive growth that improves returns and returning Capital to, to shareholders, uh, particularly given where we're trading. Right? And so, what we have seen good uh, performance in the stock over the course of the Year. We're still adding around kind of 1 times tangible Book value and I think there's more upside to the stock. And so, uh, we want to strike that right back, right balance between, uh, return on and return of

Operator: Your next question will come from Erica Najarian with UBS. Your line is open. Please go ahead.

[Analyst]: Hi, good morning. My first question is just wanted to make sure I understand all of the technical nuances that you laid out on slide 16. The CTA impact is essentially neutral at deconsolidation, and in addition, we should get the capital release from the RWA reduction. I think it was $27 billion from the Mexican financial statements and any gains and losses on sale. The CTA is separately capital neutral, but the ultimate capital benefit will be determined by that capital release and the ultimate valuation of Banamex. If I'm understanding that correctly, had to slip it in there, what is the allocated TCE to Banamex?

People come from Erica, nagger, and with UBS. Your line is open. Please go ahead.

Hi. Um, good morning. My first question is just wanted to make sure I understand all of the technical nuances that you laid out on slide 16. So, you know, the seats, the CTA impact is essentially neutral at the consolidation, and in addition, we should get the capital release from the RWA reduction. I think it was $27 billion from the Mexican financial statements, and any gains and losses on sales. So the seat, the CTA is separately capital neutral, but the ultimate capital benefit will be determined.

Mark Mason: Sure.

[Company Representative]: Let me just clarify one point. I think you've largely got it, which is there's an important distinction between deconsolidation and full exit. The deconsolidation, as you point out, would trigger that CTA flowing through the P&L and ultimately that will be capital neutral. That is absolutely correct. At the full exit, what we would expect in the way of the capital impact will be the capital associated with the risk weighted assets and the gain or loss, the cumulative gain or loss on sale, the capital associated with the risk weighted assets, the risk weighted assets, about $37 billion. You can kind of run the math of a 13.2% against the $37 billion and get a proxy for how much capital we have allocated here.

Determined by that capital release and the ultimate, um, you know, uh, valuation of Banamex. And if I'm understanding that correctly, I had to slip it in there, what is the allocated TCE to Banamex?

Sure, so let I, let me just kind of clarify 1 point, I think you've largely got it, which is there's an important distinction between the consolidation and full exit the Decon consolidation. As you point out, will trigger that CTA flowing through the pnl and ultimately that will be Capital neutral.

All right, so that is absolutely correct. And then at the full exit, what we would expect in the way of the capital impact will be the capital associated with the risk-weighted assets.

Um, and the gain or loss, the cumulative gain or loss on sale, the capital associated with the, uh, risk-weighted assets, the risk-weighted assets is about $37 billion.

Jennifer Landis: Perfect.

Okay, so you can kind of run the math of a of a 132 against the 37 billion, and get a, a proxy for how much, how much Capital we have allocated here.

[Analyst]: My second question is for Jane. Jane, your reward for all the improvement that you've shown is a higher bar, right? I think that is what you're seeing. We're all looking forward to this May Investor Day. I guess this is a two-part question. As you approach the 10% to 11% return on tangible common equity goal for next year, and you think about being two-thirds of the way done with that transformation, is May the right time to address maybe more end state capital targets the way JP Morgan has addressed, and Wells also gave us an update today? If we get more regulatory certainty, you've obviously gotten a lot of volatility in the past from stress test results, especially as we think about deconsolidating and fully exiting Banamex and the regulatory momentum. Is 100 basis points still the right buffer for this company as we look forward?

Perfect. Um,

Improvement that you've shown is a higher bar, right? I think it's what you're seeing, and we're all looking forward to this. You may invest today. And I guess this is a two-part question. You know, as you approach the 10 to 11%.

Jane Fraser: There is a lot in that. Let me just try and unpick a few pieces of it. We have always been clear. 10 to 11% ROTCE target is a waypoint, not a destination. In May, as I talked about earlier, we see a lot of different areas of upside. Mark talked about some of the different areas earlier in the call on the revenue growth dimension.

Certainty. You know, you've obviously gotten a lot of volatility in the past from, you know, stress test results. And especially as we think about deck consolidating and fully exiting Banamex. And the regulatory momentum is 100 basis points. So the write buffer for this company, as we look forward,

Jennifer Landis: We'll lay out what do we.

Jane Fraser: See for the different businesses, what is the path forward and therefore what is the longer term targets that we're expecting to see in terms of the regulatory environment, I think we're very happy to see a lot of the proposals getting more clarity. We saw ESLR coming through. We would expect to see GCIB, Basel III, CCAR with much more clarity in the first quarter. That will be good timing for being able to lay out what that means for the May Investor Day, assuming that remains at pace, obviously not in our hands as the timing around it. I think you will end up with much more clarity about what is the end state, if there ever is an end state. Mark, why don't you jump in?

Wow, there's a lot there's a lot in that. Um, let me just try and unpick a few pieces of it. So we've always been clear, 10 to 11% ROTC, Target is a way point, not a destination, and so in may we um, as I talked about earlier, we see a lot of different areas of upside Mark talked about some of some of the different areas uh, earlier in the call on the revenue growth Dimension. So we'll lay out what do we see for the different businesses? What is the path forward?

Um, and therefore, what is the, um, what is the longer term? Um, targets that we're expecting to see in terms of the regulatory environment? I think we're very happy to see, uh, a lot of the proposals, um, getting more clarity. We saw eslr coming through. We'd expect to see GC Basel 3, c car, um, with much more clarity in the first quarter.

[Company Representative]: Yeah, the only thing I'd add to that is with the progress we're making and executing on the strategy, I'm sure you've noticed that we're generating a more steady and predictable earnings stream, and on top of that growing our earnings. That in part has shown up in the stress capital buffer reduction that we've now seen for two years in a row. Now we have to get clarity on kind of how that's going to be applied, whether it be averaging or not. I highlight that because we're going to continue the work and how we're running the franchise in order to improve and therefore continue to reduce what happens in a CCAR stressed analysis.

So that will be good timing for being able to lay out what that means. For the May investor day. I'm assuming that remains at PACE, obviously not in our hands as the timing around it. And so, I think you, you will end up with, um, much more clarity about what that, uh, what is the, um, end state if there ever is an end State, Mark, why don't you jump in? Yeah, the only thing I I'd add to that is, um, you know, with the with the progress we're making and executing on the strategy, I'm sure you've noticed that, you know, we're generating a more steady and predictable earning stream and on top of that growing our earnings and and that in part has shown up in the stress Capital buffer reduction, that we've now seen for 2 years uh in a row. Now we have to get clarity on kind of how that's going to um uh be applied whether it be averaging or not. But I highlight that because we're going to continue the work and how we're run running the franchise in order to

[Company Representative]: The other piece that I'd highlight is there are obviously other aspects to the regulatory environment that are still in flux, although they look like they will be favorable, G-SIB, the Basel III endgame, et cetera. By the time we get to May, we hope to have clarity on that, which can therefore inform how we think about the future as it relates to the management buffer. You've heard me mention repeatedly that we look at that all the time, and we're constantly looking at everything from the certainty we're getting in the regulatory capital requirements, and that's improving, as we've mentioned before, to how we think about internal stress analysis and the volatility in RWA and the like. We'll continue to look at that and look for opportunities where it makes sense to reduce that, and we'll share that if and when we get to that conclusion.

Improve and therefore continue to reduce, um, you know, what happens in a CCAR stressed analysis. The other piece that I'd highlight is there are obviously other aspects to the regulatory environment that are still in flux. Although they look like they will be favorable, um, G-SIB, the Basel 3 endgame, etc. And by the time we get to May, we hope to have clarity on that, which can therefore, uh, inform how we think about the future as it relates to the management buffer. You've heard me mention repeatedly that we look at that all the time.

And, and we're constantly looking at everything from, um, the certainty we're getting in the regulatory Capital requirements, uh, and that's improving as we mentioned before to, you know, how we think about internal stress analysis and, and the volatility in rwa and the like, and so we'll continue to look at that. Um, and look for opportunities where it makes sense to, to reduce that. And and we'll share that. If and when we get to that uh, that conclusion

Operator: Your next question will come from Ibrahim Poonawalla with Bank of America. Your line is open. Please go ahead.

Jennifer Landis: Good morning.

Your next question will come from Ibrahim Poonawalla with Bank of America. Your line is open. Please go ahead.

[Analyst]: Good morning, I guess good afternoon at this point. Just a quick question, Mark. You talked about credit reserves and the unemployment rate that you have there. Just talk to us, when we think about, and I think Jane said, like some softness in the economy, when we think about the consumer cards book expectations, any kind of red or yellow flags that you're seeing there, if you don't mind addressing. I'm looking at the non-accrual loans, a pretty decent jump in corporate non-accruals quarter over quarter. Was that a one-off? Do you expect that as some of the banking book seasons? Would love some perspective there.

Hey, good morning.

Good morning. Hey guys, good afternoon. Good afternoon at this point. Uh,

But just a quick question mark. You talked about, uh, credit reserves and the unemployment rate that you have there, but just talk to us when we think about.

I think Jane mentioned some softness in the economy when we consider the consumer cards book.

Mark Mason: Let me start with.

Expectations, any kind of red or yellow fat flags that you're seeing there. If you don't mind addressing like I'm looking at sort of the non-accrual loans, a pretty decent jump in sort of Corporate non-accruals Quarter over quarter. Like, was that a 1-off? Do you expect that? As some of the sort of, I guess banking, book Seasons would love some perspective there.

[Company Representative]: That piece and then we can come back to the consumer. We did see a tick up in NALs in the third quarter. The quarter-over-quarter increase is really driven by two idiosyncratic downgrades. I'd say the NALs represent a relatively small % of our funded loans, and when you look at the % there you can see on the page, it is a small number we're well reserved against from a coverage point of view. The NAL reserve coverage remains adequate at over two times, and in many cases with sufficient collateral and some upgrades expected. I think that while the number is large in terms of the increase, we could really point to two idiosyncratic names as the major driver and take some comfort in the NAL as % of funded loans remaining low in the quarter.

[Company Representative]: We're obviously watching this very closely, but again, with many of these still paying, we feel good about our exposure at this point. In terms of consumer, I'd point to a couple things. One, the losses that we've seen in the quarter are inside of the ranges that we've given both for the Branded Cards portfolio as well as for the Retail Services portfolio. I think consumers are being very discerning in terms of how they spend. The spend increase that we've seen is largely in Branded Cards and has tended to be in the higher income consumers. Importantly, when I look at the delinquency trends, the delinquency trends are also performing in a very normal fashion in terms of early buckets. I'm not seeing any signs of a change in that direction or in that normalcy. As I look at our book, I'm very comfortable with our exposure.

Of the increase. Uh we could really point to 2 2 in 2 idioms as the the major driver and and take some comfort in the uh in the Nal as percentage of funded loans. Remaining low uh in the quarter, we're obviously watching, you know, this very closely. Uh but again with uh many of these still paying uh we we we feel good about our exposure at this point. Um and um I in terms of consumer

I'd point to a couple things. So 1, um, the, the losses that we've seen in the quarter uh or are inside of the ranges that we've given both for the Branded card portfolio, as well as for the retail services portfolio. Um, I think consumers are being very Discerning in terms of how they spend. Uh, the spend increase that we've seen is largely in branded that 10 has tended to be in the higher income, uh, consumers, and I think importantly, when I look at the delinquency trends,

[Company Representative]: I'm very comfortable with the reserves that we have. I'm very comfortable, frankly, with some of the actions we took a year plus ago as we looked at how we wanted to underwrite consumers. I think that has afforded us some of what we're seeing here. I'm still very cautious. We're running our operations in a recession-ready mode. We're watching payments in order to get any early signals of stress. As I look at the book, I feel comfortable with where we are and where our consumers are trending. Jane, you may want to add to that.

Uh, the delinquency trends are also performing in a very normal fashion. Uh, in terms of early buckets, I'm not seeing any signs of a change in that direction or in that normalcy. Uh, and so, as I look at our book, I'm very comfortable with our exposure. I'm very comfortable with the reserves that we have. I'm very comfortable, frankly, with some of the actions we took a year plus ago. Uh

Jennifer Landis: I think one of the things.

Jane Fraser: I point to everyone is the advantage of our strategy. If you look at our consumer customers, 85% of them are prime. If you look at our corporate customers, you know, we've got a pretty pristine blue chip portfolio and we move from serving millions of clients internationally to a few tens of thousands. That affords us to have focus on them, a real understanding of them, a depth of diligence around them that is very beneficial. We're very disciplined in our credit assessments, in our client selection, in our concentrations, in our hedging, and in our sell downs. I look at an environment where you've had a sizable run up in the markets despite tariff and other headwinds.

As we looked at how we wanted to underwrite, uh, consumers, uh, and, and I think that has afforded us some of what we're seeing here. I'm still very cautious. We're we're running our, um, our operations in a recession, ready mode. Uh, we're watching Men payments, uh, in order to to get any early signals of stress. Um but again, as I look at the book, I I feel comfortable with where we are and where our consumers are trending. Uh, Jane you may want to add to that. Yeah, um, I I think 1 of the things I point to everyone is the advantage of our strategy. You know, if you look at our consumer customers, 85% of them are prime. Uh, if you look at our corporate customers, um, you know, we've got a, we've got a, a pretty pristine, um, blue check portfolio. And we move from serving millions of clients internationally to a few, a few tens of thousands.

And that affords um us to have t, focus on them. A real understanding of them a depth of uh diligence around them. Um, that is very beneficial, we're very disciplined in our credit. Um, you know, Assessments in our client selection in our concentrations, in our hedging, and in our sell Downs,

So, if I look at an environment where you've had a sizable run-up in the markets, ...

Jane Fraser: There could well be a correction at some point, but I feel very good about how we would be positioned around that and we have a very fiscally disciplined consumer base and, as I say, a very prime one. We're ready for whatever the environment is and well positioned.

Despite tariff and other headwinds, you know, it could well, be a correction at some point. Um, but I feel very good about how we, how we would be positioned around that and we have a very fiscally disciplined consumer base. Um, and uh, as I say, a very Prime 1. So we we're we're ready for whatever the environment is.

[Analyst]: That's helpful. Thank you both. I guess just one if we could get a mark to market on the wealth business. Jane, when I look at sort of the year-over-year operating leverage being meaningful revenue growth versus expense growth, but again a lot of that driven by NII. Just talk to us in terms of if the low hanging fruit been picked in terms of what Andy is doing in that business and what's the outlook from here both in terms of just how you think operating leverage and ROTCE improving.

And well, positioned.

That's helpful. Thank you both. And I guess just one, if we could get a mark-to-market on the wealth business. Jane, when I look at sort of the year-over-year operating leverage between meaningful revenue growth versus expense growth.

But again, a lot of that is driven by knee. I just talked to us in terms of...

Jennifer Landis: Thanks.

Jane Fraser: Yeah, thank you. No, I think this quarter is another good one for wealth in terms of good strong revenue growth at 8%. The improvement in the ROTCE as you the sixth consecutive quarter of positive operating leverage. I think the piece we were particularly pleased about was the record $18.6 billion of net new investment assets. This is a direct result of the strategy we've been implementing over the past couple of years that you can expect continuing and it centers on becoming the lead investment advisor for our client. That is the center of the strategy and what we've been doing. We've been strengthening the CIO research product, we've been retooling key areas of the investment product platform. You've seen us aligning behind open architecture as a key operating principle.

If the low-hanging fruit has been picked in terms of, uh, what Andy is doing in that business, what's the outlook from here, uh, both in terms of just how you think operating leverage and ROTC are improving. Thanks.

Yeah, thank you. Now, I think this quarter is not a good one for wealth, in terms of good strong revenue growth at 8%. The improvement in the ROC is the sixth consecutive quarter of positive operating leverage, and I think the piece we were particularly pleased about was the record $18.6 billion of net new investment assets. This is a direct result of the strategy we've been implementing over the past couple of years, and you can expect continuing, um, and it centers on becoming the lead.

Jane Fraser: We've been deepening our partnerships with top notch third party asset management firms and all of this is helping us drive up the investment fee revenues and executing across this famous $5 trillion of U.S. opportunity we have with our existing clients. We're also elevating collaboration between USPB Banking and Markets and we're seeing some very strong two way referrals between each of these different groups and that again supports our growth in net new investment assets and revenues in wealth overall. We're deploying new AI-powered customer support tools and that's also getting great early feedback. We've got Ask Wealth which is a gen AI-powered inquiry engine that's handling thousands of client and service questions with rapid update. We have Advisor Insights which was launched with very strong early adoption that delivers personalized data driven engagement opportunities for advisors.

Investment advisor for our client. That's the center of the strategy. Um, and what we've been doing is strengthening the CIO research product. We've been retooling key areas of the investment product platform. You've seen us aligning behind open architecture as a key operating principle. We've been deepening our partnerships.

Jane Fraser: We had a 75% usage rate on that, so a lot of advisor demand. What all of this means is this is driving our long term objectives of becoming the lead investment advisor for our clients with a long runway ahead of us as we scale up the business. We will just continue. Yep. We will continue to have good expense discipline, will be focused around how we use the balance sheet in the context of the overall client relationship. You can see from the numbers we've come a long way but there's just, you know, there's more work to do but there's just enormous upside as we go, we scale up and that scaling is all in our control. I hope that gives you a sense of one of the different elements. Thank you.

Um, we're also elevating collaboration between USPB Banking and Markets, and we're seeing some very strong two-way referrals. Um, between each of these different groups, and that again supports our growth in net new investment assets and revenues in wealth overall. Um, and we're deploying new AI-powered capabilities, and that's also getting great early feedback. We've got ASK Wealth, which is a generative AI-powered insights engine that's handling thousands of time and service questions. Um, with rapid updates, we have Advisor Insights, which was launched with very strong early adoption that delivers personalized, data-driven engagement opportunities for advisors.

Um, we had a 75% um, usage rate on that. So a lot of advisor demand. So what all of this means is this is driving our long-term. Um, objectives of becoming the lead investment advisor for our clients with a long Runway ahead of us as we scale up the business. And so we will just continue. Yep, we will continue to have good expense discipline will be focused around how we use the balance sheet in the context of the overall client relationship. You can see from the numbers we've come a long way but there's just, you know, there's more work to do but there's just enormous upside as we, uh, we go. We scale up,

And that scaling is all in our control.

I hope that you sense of what are the different elements. Thank you.

Operator: As a reminder, we invite you to ask one question and one follow-up today.

Jane Fraser: Thank you.

Operator: Our next question will come from Ken Houston with Autonomous Research.

As a reminder, we invite you to ask 1 question and 1 follow-up today. Thank you. Our next question. You're welcome. Our next question will come from Ken Houston with autonomous research.

Mark Mason: Thanks a lot. Just a quick one on the expense.

[Analyst]: Mark, you mentioned the sub-64% efficiency ratio for the year.

Uh, thanks a lot. Um, just a quick one on the expense side, Mark. Just, um, you mentioned...

Mark Mason: Just looking in the deck, it looks like the year to date's been 62. You typically do have a little bit of a higher exit on that. Just wanted to ask you what should we be thinking about as far as fourth quarter expenses versus the 13.

[Analyst]: 6 in the third quarter, x the.

Mark Mason: Impairment charge in terms of the seasonality, the expected kind of downdrift in trading that you mentioned earlier, and the other pieces on the severance and such.

[Analyst]: Thanks.

[Company Representative]: I think the couple things I'd point you to. One is the FX impact, which you can see in the back of the deck on page 26. You can see that's going to contribute to the $53.4 billion that we have out there to the tune of probably close to $400 million. It obviously, or I should say obviously, it's going to likely be EBIT neutral, but that's certainly the headwind to think about as you think about how much higher the $53.4 billion might be. The other piece to think about is the performance. What we assume in terms of how much higher than the $84.4 billion, if you include FX, how much higher that might be will be the other factor that drives the expenses up above the $53.8 billion, if you will. Right. I already guided towards N.A. Markets being up around 5.5%.

Um, the Sub sub 64, 53, ratio for the year. Just looking in the deck. It looks like the year to date has been 62. You typically do have a little bit of a higher exit on that, just wanted to ask you just what should we be thinking about? As far as fourth quarter expenses, versus the 136, and the third quarter at the impairment charge, you know, in terms of the seasonality, um, you know, the the expected kind of down drift in trading that you mentioned earlier and and and and the other pieces on um, the severance and such thanks.

Yeah, I think the um the couple things I'd point you to 1 is um, the FX impact uh, which you know, you can see uh, in the back of the, the deck on page 26. You can see that's going to contribute to the 534 uh that we have out there to the tune of probably, you know, close to 400 uh million dollars that obviously or I should say Obviously it is it's going to likely be even neutral. But that certainly the headwind to to think about as you think about what's, how much higher the 534 might be and then

[Company Representative]: That obviously is going to contribute to whatever the number is north of the $84 billion we have on the page. On the market piece, you know, again, I've given you some context for what we've seen historically. Given the strong quarter here, you have to make an assumption in terms of how much, how much sequential decline we might see in the fourth quarter. I think those are, those are.

Mark Mason: The puts it takes, really, that how.

[Company Representative]: Much higher we are than the 53.4% as a byproduct of FX and outperformance on the top line. Everything else we've been very disciplined about as it relates to the expense targets that we set.

The other piece to think about is the performance. So, what we assume in terms of how much higher than the 84, uh, 4, if you include, uh, FX how much higher that might be, uh, will be the other factor that drives the expenses up above the 538, if you will, right. And so, I already guided towards niix markets being up around 5 and a half percent that obviously is going to contribute to, uh, whatever the number is north of, uh, of of the 84. We have on the page and then on the markets piece, um, you know, again, I've given you some context for what we've seen historically, uh, but given the strong quarter here, you know, you have to make an assumption in terms of how much uh how much uh sequential decline. We might see in the fourth quarter so I think those are those are the puts. It takes really the how much higher we are than the 5334 as a byproduct of FX and outperformance on the top line um everything else we've been very

Very disciplined about, as it relates to the expense targets that we set.

[Analyst]: Okay, got it. All right, thanks, Mark.

Mark Mason: Yep.

Okay, got it. All right. Thanks, Mark.

Yeah.

Operator: Your next question will come from Gerard Cassidy with RBC.

[Analyst]: Hi, Mark. I'm Jane.

Your next question will come from Gerard Cassidy with RBC.

[Company Representative]: Hey, Gerard.

Mark Mason: Hey Gerard, can you share with us?

Hi Mark. I’m Jane. Hey, John.

[Analyst]: I think in your second quarter Q, you gave us the interest sensitivity of the balance sheet and obviously we'll see it in the third quarter. If I recall, I think 100 basis points instantaneous change in rates, you guys guided that NII could decline about $1.7 billion. If we just see the Fed, say the long end of the curve stays anchored around 4% to 4.5% and the Fed cuts another 50 basis points over the next three months or so, how does that impact your net interest income for over the next six months or so?

Mark Mason: I think the, you know.

Over the next 6 months or so.

[Company Representative]: The simple way to think about it is what I shared in the second quarter was for total U.S. and non-U.S. dollars, and it was a drag of about $1.8 billion for a 100 bps decline across all currencies and across the curve. When you break that down, Gerard, it's only about $400 million in the U.S. dollar. Right. That's again for assuming a parallel shift across the curve, 100 bps. We've been working to bring that down further. We'll report a number in the third quarter, Q3, and you'll see that number coming down. I don't want to disclose it at this point, but coming down from the negative $400 million. You can kind of do the math on that. Again, that's the parallel shift. It's not that different if you were to look at just on the overnight rate change.

You know, I I think the, you know, the simple way to think about it is um, what I shared in the second quarter was for total us and non US dollars.

And it was a drag of about, uh, $1 billion for a 100 basis point decline across all currencies and across the curve.

So, when you break that down, Gerard, it's only about $400 million in U.S. dollars.

[Company Representative]: Most of our short-term exposures are out in the non-U.S. dollar. Hopefully that helps. You can see the number is relatively small and declining, assuming the 100 bps.

[Analyst]: Very good, thank you. As a follow up question, there's been a lot of discussion on other calls today amongst investors about loans to non-depository financial institutions, especially since when you look at the industry, it's more than doubled in about five years. Rapid loan growth is always something we want to pay attention to. You have, according to the regulatory filings at the end of the second quarter, about $104 billion here. Can you give us some color or insights into the different lines that you lend into and how comfortable you are with this credit? Thank you.

Right? And so, um, and that's again, for assuming a parallel shift across the curve, a 100 basis points. We've been working to bring that down further, so we'll report a number in the third quarter. Um, uh, uh, Q, uh, and you'll see that number coming down. I don't want to disclose it at this point, but coming down from the negative -400 million, so you can kind of do the math on that. Um, again, that's the parallel shift, it's not, uh, that different. Um, uh, if you were to look at kind of, you know, just on the, the overnight rate, change, most of our short-term, uh, exposures out in the non US dollars. So, um, hopefully that that helps. But you can see the number is relatively small and declining, uh, assuming the 100 basis points,

Thank you. And then, as a follow-up question,

There's been a lot of discussion on other calls today and um in amongst investors about loans to non-depository financial institutions especially since I mean you look at the industry it's it's more than doubled in about 5 years and Rapid loan. Growth is always something we want to pay attention to. Can you. And you guys have according to the regulatory filings at the end of the second quarter about 104 billion dollars here. Can you give us some color, insights into the different lines that you lend into and how comfortable you are with this? Um,

Mark Mason: Sure.

[Company Representative]: The first thing I'd point out is that this MBFI disclosure that all the banks do in the Y9C consists of a very broad set of exposures. It includes private credit, but it is very broad. The second point I'd make is that it's primarily made up of securitization exposures with diversified collateral pools. There's some consumer-related mortgage, credit card, auto; there's some corporate-related that includes the private credit or broadly syndicated; there's some commercial real estate. All of that is kind of captured in this MBFI category. Overall, I would say the MBFI exposure is predominantly investment grade. That's a consistent theme for us as a firm. It certainly is the case as it relates to how it's reflected in this disclosure. That means we're working with top-tier asset managers that are sponsors for private credit or established consumer platforms.

Credit, thank you.

Sure. So, the first thing I'd point out is that, you know, this mbfi disclosure that all the banks do in the y9c consists of a very broad set of exposures. Uh, it includes private credit, but it, it is very broad. Um, I the second point I'd make is that, um, it's primarily made up of securitization exposures with Diversified collateral pools,

Um, so there's some consumer-related, uh, mortgage credit card audit. There's some corporate-related— that includes the private credit um or broadly syndicated. There's some commercial real estate. All of that is kind of captured in this MBFI um category. Um, overall I would say the MBFI exposure is predominantly investment grade, uh, so that's a concern.

[Company Representative]: We're maintaining collateral pools that are well diversified with concentration limits. We're ensuring that there are structural protections, including ample subordination that helps to result in the high investment grade attachment point. We're monitoring all the underlying collateral and we have transparency at the loan-by-loan level. When I take a step back and look at that, we're very selective from a risk perspective as to how we play across all of these subcategories, particularly as it relates to private credit. I think the key takeaway is that category is very broad.

Consistent theme for us as a firm. Certainly, as the case, as it relates to how it's reflected in, in this disclosure, uh, that means we're working with top tier asset managers, um, that are sponsors for private credit, uh, or established consumer platforms. Um, we're maintaining collateral pools that are well Diversified with concentration limits,

Uh we're ensuring that they're structural protections uh including ample sub subordination uh that helps to uh result in the high investment grade attachment point. Uh and we're monitoring all the underlying collateral and we have transparency at the loan by loan level. And so, you know, when I when I kind of take a step back and look at that we we're very selective from a risk perspective, you know, as to how we play um, across all of these subcategories but particularly as it relates to to private credit. And I think the key takeaway is that, that category is very Broad.

Operator: Your next question will come from Scott Siefers with Piper Sandler. Your line is now open.

[Analyst]: Afternoon, everybody.

Your next question will come from Scott Cafre with Piper Sandler. Your line is now open.

Mark Mason: Thanks for taking the question. I was hoping you could expand a bit on the strategy in the card portfolio. I think with the Citi Strata Elite card, you kind of left the impression that Citi is becoming a more visible competitor near the upper end. Is there sort of a conscious...

[Analyst]: Change in the complexion of the card.

Mark Mason: Portfolio overall that we should expect to see evolve over the next few years?

[Analyst]: Is this more just that you're.

Definitely everybody. Thanks for taking the question. Um, thank you Mark. I was hoping you could expand a bit on the strategy in the card portfolio. I think with the the strata card you'll I'll left kind of left the impression that cities becoming a more visible competitor near the upper end. Uh, so is there a sort of a conscious change in the complexion of the card portfolio overall that we should expect to see?

Mark Mason: Kind of layering on a product that.

[Company Representative]: Was a bit of a gap previously?

Mark Mason: What's the best way to think about that?

Involved over the next few years, or is this more just that you're kind of layering on a product that was a bit of a gap previously? What's the best way to think about that?

Jane Fraser: I think the first thing you center around is we're a leader in payments and lending today. Top three rank with the U.S. Card balances, and we're growing our position by launching competitive innovations and new capabilities. As you see, you've seen a considerable expansion in our Branded Cards product and offering suite this year. We re-entered the premium rewards segment with the Citi Strata Elite card that's had a very strong reception in the market. We refreshed the value proposition in the Costco portfolio. We've begun to roll out the new and very unique, pretty exciting capabilities thanks to our partnership with American Airlines, like the points transfer with our Branded Cards portfolio and our own proprietary cards. As I've hinted, the team will shortly be announcing additional new offerings, particularly as we expand our partnership with American Airlines.

so,

With the city strata Elite, that's had a very strong reception in the market.

We refreshed the value proposition in Costco's portfolio. We've begun to roll out the new and very unique and pretty exciting capabilities, thanks to our partnership with American Airlines, like the points transfer with our branded card portfolio and our own proprietary cards.

Jane Fraser: I think you can expect to see more growth in the co-brand space versus the private label space. We're also investing significantly in AI-powered customer support tools that help us better serve our customers, also manage risk better and drive efficiencies. I think in all of this area you're seeing us very much on the front foot building out the ecosystems around our cards capabilities and being at the forefront of a lot of the innovation in AI and the like, applying it for our clients' benefits and for the shareholders' benefits. I'm excited by what we've got coming up. We'll also have the acquisition of the Barclays portfolio in the second quarter next year, which will be a nice boost to the scale of the franchise as well. Lots of good stuff going on.

And as I sort of hinted, um, the team will shortly be announcing additional new offerings. Um, in particular as we expand our partnership with American Airlines, I think you can expect to see more growth in the co-brand space versus the private label space. Um, and we're also investing significantly in AI capabilities to help us better serve. Our customers also manage risk better and drive efficiencies. And so I think in in all of this area you're seeing us very much on the front foot. Um building out the ecosystems around our our cards capabilities and being at the Forefront of a lot of the innovation in Ai and and the like um applying it for our clients benefits and for the shareholders benefits. So I'm I'm excited by what we've got coming up.

Mark Mason: Yeah, perfect. Okay, thank you very much for the color.

We'll also have the acquisition of the Barkley's portfolio, um, in the second quarter next year, um, which will be a nice boost to, uh, um, to the scale of the, the franchise as well. Lots of good stuff going on.

Yeah, perfect. Okay, thank you very much for the color.

Operator: Your next question will come from Chris McGrady with KBW.

Your next question will come from Chris McGrady with KBW.

[Analyst]: Oh great. Thanks for the question. Building on Ibrahim's question on Slide 4 and operating leverage, you touched on Wealth, Jane, that was helpful. Can you speak to the sustainability or perhaps source of improvement in operating leverage by segment as you near the 10 to 11% goal for ROTCE next year?

Oh, great, thanks for the question. Um, building on Ibrahim's question on slide 4 and operating leverage, you touched on... Well, James, that was helpful. Can you speak...

To the sustainability, or perhaps source of improvement in operating leverage by segment, as you near the 10% to 11% goal for ROI next year.

Jane Fraser: As we look at it, it's fairly simple in terms of services. As we say, we continue to grow the fee revenues, we're continuing to grow the volume, acquiring new clients and existing clients. I'm also on the market side. You've seen us be very disciplined there, where we're looking at the revenue growth potential that comes particularly in prime. You're seeing us in financing and in securitization. That's helping wealth we talked about in USPB. It's going to be the growth coming partly from the market, from the Barclays portfolio as well as from the product innovations and really driving customer engagement as well as bringing new customers in. Then you've got synergies across the businesses like the alpha trades we're seeing between Markets and Investment Banking, two-way referrals that we were talking about between Wealth Management and other businesses and the like.

We look at it. It's fairly simple in terms of services. As we say, you know, we continue to grow the fee revenues, we're continuing to grow the volume, acquiring new clients and existing clients.

Um, I'm also on the market side. Um, you've seen us be very disciplined there where we we're looking at. Um, the revenue growth potential that comes particularly in Prime you're seeing is in financing and insecurities, it's helped, that's helping um wealth. We talked about um in uspb. It's going to be the the growth coming partly from the market um, from the Bark's portfolio as well as from the product innovation.

Jane Fraser: Mark laid out, I think, very succinctly, the efficiencies that we're going to continue to be driving on the operation efficiency side. I think you've got a story of both revenue growth, investment in the businesses, and as Mark said, continued productivity improvement. They'll be common across the board.

Um, and really driving customer engagement as well as new custom as well as bringing new customers in. Um, and then you've got synergies across the businesses, like, the alpha trades. We're seeing between markets and banking to a referrals that we were talking about between wealth and other businesses. And the like, um, and then Mark laid out, I think very succinctly the, uh, the efficiencies that we're going that we're going to continue be driving on the operation efficiency side. So I think you've got a story of both Revenue growth.

[Company Representative]: Yeah, I think you can expect, obviously, we are targeting positive operating leverage for the full firm in 2026. You should expect that across most of the segments. If you don't see it in a segment, it's likely because we're leaning in on investments there. Generally speaking, the positive operating leverage for the full year, we should continue to see good momentum there. We'll give you more color on that at the Investor Day in terms of how we think about it. With all of these businesses driving improved return in 2026, that's likely to be how it plays out. I'd be careful on the quarterly look at that. For example, a Markets business in the fourth quarter, where we see downward pressure on the top line, there could be a quarterly dynamic there.

Investment in the businesses. And as Mark said, um, you know, continue, uh, continued productivity Improvement, and there'll be common across the board. Yeah, I think I think you can expect, obviously, we, we are targeting positive operating leverage for the full firm in 2026. Um, you should expect that across most of the segments, if you don't see it in a segment, it's likely, because we're leaning in on investments there. Um, but but generally speaking, um, the positive operating leverage for the full year. Uh, we should continue to see uh, good momentum there. So we'll give you more caller on that, you know, at the investor day in terms of how we think about it. But with all of these businesses driving improved return in 2026, um, you know, that's likely to be how it how it plays out. I'll be careful on the quarterly. Look at that. For example, a Market's business, for example, in the fourth quarter, where we see downward pressure on the top line, you know, there could be a

[Company Representative]: Again, I'd point you to a really strong year to date across every one of these segments. As the chart points out, consecutive quarters of positive operating leverage. I'll just remind you that continued top line momentum we certainly expect, but the need to invest is what's going to drive those improved returns beyond 2026.

[Analyst]: That's very helpful. Thank you.

Quarterly Dynamic, there. But, but again, I'd point you to a really strong, you know, year to date cross every 1 of these segments. And as the chart points out, you know, consecutive quarters, you know, of positive operating leverage and I'll just remind you that continued Topline momentum. We certainly expect, but the need to invest, is what's going to drive those improved returns Beyond 26,

Mark Mason: Yep.

That's very helpful. Thank you. Yep.

Operator: Your final question will come from Mike Mayo with Wells Fargo. Your line is now open.

[Analyst]: One more for Jane. How do you balance between celebrating wins and ensuring your team keep the intensity on for all the hard work ahead? I guess I heard a story that people were celebrating when the stock hit $100 a share, which I can understand. You met recent targets, you've made progress with the transformation, you have a new team in place. For those who've been around for a long while, we wouldn't want you to miss the forest, the trees. The returns are still under 10%. Efficiency is still over 60%. The stock still has underperformed this decade. I just thought that sort of celebration may have been premature. You do want to celebrate the win. How are you ensuring that intensity remains at Citi?

Your final question will come from Mike Mayo with Wells Fargo. Your line is now open.

Hi, one more for Jane. How do you balance?

Jennifer Landis: Okay.

Jane Fraser: It was a milestone moment for us and an important one for everyone as we go down this journey. To me, it's always there are waypoints and there are destinations. The destination is the one that we're excited about. As I said at the top of the call, there is tremendous upside ahead for us. We're very motivated by the opportunities that are ahead of us. We've got a long list of them by the different businesses. We can't wait to tell that story at the Investor Day by each of the businesses and for the firm overall, because all these different elements come together. There isn't, I think, a single person in our firm that feels that we are declaring victory. We've still got a long way to go. It's great to have the momentum behind us.

Celebrating wins and ensuring your team, you know, keep the intensity on for all the hard work ahead. I guess. It's, I heard a story that people were celebrating when the stock hit a hundred dollars a share, which I, I can understand you met recent targets, you made progress with the transformation. You have a new team in place, but for those who've been around for a long while, um, you know, we wouldn't want you to miss the fourth of the trees, the returns are still under 10% efficiency, still over 60%, the stock still is underperformed this decade, so I just thought that sort of Celebration may have been a premature, but you do want to celebrate the win. So how are you ensuring that intensity remains at City?

Okay, it was a month.

It's always there a way points and there are destinations the destination is the 1 that we're excited about. And as I said at the top of the call, there is tremendous upside ahead for us. And so we we're very motivated by um, the opportunities that are ahead of us.

We've got a long list of them by the different businesses. We can't wait to tell that story at the investor day, um, by each of the businesses and for the firm overall because all these different elements come together. But there isn't, I think, a single person in our firm that feels that we are, um, declaring victory.

Jane Fraser: It won't be a linear path, but we are really excited to be so laser focused on the opportunities and the upside that still remains and relentless in our execution against them.

Um, we've still got a long way to go. Um, it's great to have the momentum behind us.

[Analyst]: All right, thank you.

It won't be a linear path, but we are really excited to be so laser-focused on the opportunities in the upside that still remain and relentless in our execution against them.

All right. Thank you.

Operator: There are no further questions. I'll turn the call over to Jennifer Landis for closing remarks.

Jane Fraser: Thank you very much for joining us. Please reach out if you have any follow up questions. Thank you.

There are no further questions. I'll turn the call over to Zen Landis for closing remarks.

Thank you very much for joining us. Please reach out if you have any follow-up questions.

Operator: This concludes the Citi third quarter 2025 earnings call. You may now disconnect.

Thank you.

This concludes the city's third quarter 2025 earnings call. You may now disconnect.

Mark Mason: RAM.