Q3 2025 UMB Financial Corp Earnings Call
Speaker #1: Hello everyone, and welcome to the UMB Financial third quarter 2025 financial results conference call. My name is Carla and I will be coordinating your call today.
Speaker #1: During the presentation , you can register to ask questions by pressing star , followed by one on your telephone keypad . If you change your mind , please press star followed by two .
Speaker #1: I would now like to hand the call over to the Investor Relations at UNB . A Kay Gregory to begin , please go ahead when you're ready .
Speaker #2: Good morning and welcome to our third quarter 2025 call Mariner Kemper , chairman and CEO and Ram Shankar CFO , will share a few comments about our results .
Speaker #2: Then we'll open the call for questions from our equity research analysts . Jim Ryan , president of the holding company and CEO of UNB Bank , along with Tom Terry , chief credit officer , will be available for question and answer session .
Speaker #2: Before we begin , let me remind you that today's presentation contains forward looking statements , including the discussion of future financial and operating results , benefits , synergies , gains and costs that the company expects to realize from the acquisition , as well as other opportunities management foresees .
Speaker #2: Forward looking statements and any pro forma metrics are subject to assumptions , risks and uncertainties as outlined in our SEC filings and summarized in our presentation on slide 50 .
Speaker #2: Actual results may differ from those set forth in forward-looking statements, which speak only as of today. We undertake no obligation to update them except to the extent required by securities laws.
Speaker #2: Presentation materials are available online at Investor Relations and include reconciliations of non-GAAP financial measures . All per share metrics refer to common shares and are on a diluted share basis .
Speaker #2: Now I'll turn the call over to Mariner . Kemper .
Speaker #3: Thank you . And good morning everyone . We'll share some brief comments about our third quarter results , then open it up for questions .
Speaker #3: As you may have seen in our recent release , I'm very excited that we've reached the important milestone in our acquisition of Heartland Financial .
Speaker #3: Early this October , we successfully completed the full systems and brand conversion of all locations . I'm incredibly proud of the teams that have been working together around the clock to make the smooth transition for our clients , as well as for our associates , all while continuing to excel at their day jobs , which is evidenced by our strong third quarter results .
Speaker #3: We saw a new record for gross loan production, strong fee income, consistent credit quality, and continued positive operating leverage. Reported net income available to common shareholders was $180.4 million.
Speaker #3: Included 35.6 million of acquisition expenses , compared to 13.5 million in the second quarter . Excluding these and some smaller non-recurring items , our third quarter net operating income was 206.5 million , or $2.70 per share .
Speaker #3: Third quarter net interest income totaled 475 million , an increase of 8 million , or 1.7% , from the second quarter , driven primarily by continued organic growth in average loans and earning assets , partially offset by the impact of strong growth and higher cost of interest bearing deposits from our institutional businesses .
Speaker #3: Fee income was strong , increasing 12.4% on a linked quarter basis . Excluding the impact of market valuation changes on our equity positions , trusts and securities processing income was positively impacted by solid contributions from corporate trust fund services and private wealth , and in investment banking .
Speaker #3: Increased activity in agency and mortgage backed trading drove nearly a 14% increase from the second quarter . Looking at the balance sheet , we had solid increases on both sides with 8% linked quarter annualized growth in both average loans and deposits .
Speaker #3: Quarterly top-line loan production surpassed $2 billion for the first time, with strong organic growth momentum supplemented by the continued success from our acquired markets.
Speaker #3: The rate of payoffs fell slightly to 3.6% and remains in line with historical trends . CNI was our strongest contributor for the quarter , with more than 14% annualized growth over the second quarter .
Speaker #3: Average balances additionally , as I mentioned last quarter , we begun offering mortgage products in our new regions in the spring and have been encouraged by the early success which has led to nearly 20 million enclosed loans .
Speaker #3: We continue to see a strong pipeline. Looking ahead in the fourth quarter, overall loan activity and pipeline remain strong, both in legacy and HCF markets.
Speaker #3: Our loan growth has continued to outpace our peer banks. Banks that have reported third-quarter results so far have reported a 5.5% median annualized increase in average loan balances compared to our 8% growth, with the recent discussions around lending to companies designated as non-depository financial institutions.
Speaker #3: We've added some stats on our CNI page to give some context . The expanded definition from the fed on loans to Nfis was merely a reclassification of a broad range of exposures that includes high quality working capital or capital call lines , private equity partnerships , and loans made to insurance companies .
Speaker #3: These have long existed within banks . CNI portfolios . After recalibrating our reporting to meet these updated definitions , our portfolio was approximately 2.1 billion at the end of September , representing just under 6% of total loans .
Speaker #3: Approximately one third of these are subscription lines , largely to our fund services and private equity clients . And like all of our loans , these are strategically underwritten and actively monitored and managed and have historically had excellent credit quality .
Speaker #3: Speaking of credit quality , our allowance increased to 1.07% of total loans on September 30th . Total net charge offs for the third quarter were 20 basis points , with the largest portion being credit card .
Speaker #3: As has been consistent in past quarters, net charge-offs on legacy loans were just eight basis points of average loans, down from 13 basis points in the prior quarter.
Speaker #3: Given what we know today, we continue to expect charge-off levels to remain near or below our historical averages for the remainder of the year.
Speaker #3: Total nonperforming loans were $132 million, or 35 basis points of loans. The quarterly increase was driven by two legacy loans that have substantially adequate PKD reserves.
Speaker #3: Today , banks that have reported third quarter results so far have reported a median NPL ratio of 48 basis points . While we've seen a slight increase in NPLs , we don't expect that there will be any significant change to our outlook for charge off levels .
Speaker #3: We continue to build capital with a September 30th common equity tier one ratio of 10.70%, a 31 basis point increase from June 30th.
Speaker #3: Moving closer to our pre-acquisition levels. Finally, as announced yesterday, I'm pleased to report that our Board of Directors declared a quarterly dividend of $0.43 per share to common shareholders.
Speaker #3: This represents an increase of 7.5% from the prior quarter , and marks the 23rd dividend increase in the past 20 years . You can see our strong track record of growing our dividends on slide 46 .
Speaker #3: Since 2004 , we've increased our annual dividend almost 300% while continuing to grow our balance sheet and tangible book value . Now I'll turn it over to Rob for more detail .
Speaker #4: Thanks , Mariner . I'll begin with a purchase accounting update included on slides nine and ten of our materials . Our third quarter results included 40.7 million in net accretion and net interest income , 5.6 million of which was related to accelerated accretion from early payoffs of acquired loans .
Speaker #4: The net benefit to net interest margin from total accretion was approximately 26 basis points. Our operating expenses again included $23.4 million in acquisition-related amortization of intangibles.
Speaker #4: On slide ten , is the projected contractual accretion for the next five quarters , as well as for full year 2027 . Slides 12 and 13 include some key highlights and drivers of our quarter over quarter variances , as well as a breakout of one time costs by expense categories .
Speaker #4: You'll see the accretion income there, along with the solid noninterest income growth. Mariner mentioned metrics behind our fee income, which included a 6.8% increase in total institutional assets under administration, which now stands at $642 billion.
Speaker #4: Additionally , our specialty trust and agency Solutions team have seen a 49% increase in new business year to date and public finance has closed 117 deals in 2025 , an increase of 22% over 2024 .
Speaker #4: Fee income will continue to be impacted by changes in the market value of our 904,000 share ownership in Voyager stock. As noted, the September 30th closing price was $29.78, compared to $39.25 on June 30th.
Speaker #4: The second quarter gain from the IPO of $29 million and the $9 million mark-to-market from the change in stock price during the third quarter resulted in a -$38 million swing in fee income sequentially.
Speaker #4: As we've said previously, our pipeline remains strong in our private investment business, and we are likely to see periodic monetizations going forward.
Speaker #4: Also , as noted , excluding the investment gains line item and normal mark to market accretion on Boli and investments , we also benefited from some one time fees this quarter to the tune of 6 million .
Speaker #4: These primarily included a $2.3 million BOLI death benefit and a $2.5 million legal settlement paid to the U.S. On the expense side, we had $35.6 million of merger-related costs, compared to $13.5 million in the previous quarter.
Speaker #4: Excluding the impact of merger and one-time costs, operating non-interest expense was $385 million, an increase of just 1.3% compared to the second quarter.
Speaker #4: Looking ahead, we would expect fourth quarter operating expense to be in the $375 to $380 million range, which includes a $2 million charitable contribution and the expected ramp-up in performance-related incentive compensation, net of cost savings.
Speaker #4: We remain on track with our announced acquisition related expenses , as well as cost synergies . Turning to the balance sheet and margin reported , net interest margin for the third quarter was 3.04% .
Speaker #4: Excluding the 26 basis point contribution from purchase accounting adjustments . Core margin was 2.78% , down five basis points sequentially . The primary drivers of the linked quarter decline in net interest margin were a three basis point , negative impact from free funds and four basis points compression due to a strong 4% growth in average interest bearing deposits led by higher cost deposit balances held by our institutional clients .
Speaker #4: These balances , totaling over 1 billion , coupled with the seasonal decline in dates , drove our cost of interest bearing deposits higher by two basis points and our cost of total deposits up by seven basis points .
Speaker #4: We realized blended betas in line with our expectations on our index deposits in the month of September. However, the benefit was muted due to the mid-September timing of the FOMC cut.
Speaker #4: On page 27, we disclose our current composition of deposits by rate sensitivity. As a reminder, our interest rate simulation on that page shows us positioned as essentially neutral and is a static balance sheet analysis where cash flows are replaced by similar instruments at current market yields.
Speaker #4: It does not contemplate growth in the balance sheet , which may impact overall margin relative to the third quarter . Core margin of 2.78% .
Speaker #4: Excluding accretion, we expect fourth quarter margin to be essentially flat. Key assumptions include one additional 25 basis point rate cut in October and the residual benefit from September.
Speaker #4: Rate cut , along with a slight seasonal rebound in DDA balances and positive churn in the bond and fixed rate loan portfolios . As highlighted on slides 25 and 27 .
Speaker #4: Offsets include the impact of September and October rate cuts on our variable rate loan portfolio and the lower benefit of free funds in the lower rate environment.
Speaker #4: Finally, our effective tax rate was 20.4% for the third quarter compared to 19.2% for the same quarter last year. For the full year 2025, our effective tax rate is expected to be between 19% and 22%.
Speaker #4: Now I'll turn it back over to the operator to begin the question-and-answer session.
Speaker #1: Thank you . We will now begin the question and answer session . If you would like to ask a question , please press star followed by one on your telephone keypad .
Speaker #1: If you change your mind , please press star , followed by two . When preparing to ask a question , please ensure your device is unmuted locally .
Speaker #1: We will make a quick pause here for the questions to be registered . And our first question comes from John Arfstrom with RBC capital .
Speaker #5: Morning , John . Morning , everyone . Hey . Good morning . Looks looks good here . I asked about this last quarter on production trends , and I just want to go back to it because trends are up again .
Speaker #5: Curious . You touched on it , but can you dissect it a little bit more for us ? Is that improvement from borrower sentiment ?
Speaker #5: Anything you do differently ? Is it heartland or is it something else ? And then maybe comment on the sustainability of that ? Yeah .
Speaker #3: Thanks , John . It's a long standing answer . We use the term runway and penetration . You know , often when we talk about our loan growth and it's really across all categories , all regions .
Speaker #3: It's coming from Heartland. It's coming from... And as we've talked before, our growth budgeting and forecasting comes from what the penetration is locally.
Speaker #3: The size and of the opportunities that we have from the towns that we're in . And then importantly , what the capacity and capability of the officer corps is .
Speaker #3: So it's a bottoms up exercise and , you know , the tenure of our associates building long , deep pipelines and the the sheer opportunity we have across our footprint .
Speaker #3: So, nothing really new to report. Lots of execution opportunity as long as we keep our people and continue letting them build their pipelines. The exciting thing is it's really early days.
Speaker #3: On seeing the penetration and opportunities in the new footprint . So we're seeing some already early signs from it . But I mean , it's just super early days .
Speaker #3: You know , when we did the acquisition , we talked about the chassis and the engine . So the chassis is that we picked up through heartland is absolutely what we thought it was going to be .
Speaker #3: And we're seeing the early indications of that success. But again, really good news. It's still very early.
Speaker #5: Okay . Good . Thank you for that . Maybe for you , Tom . Credits been topical I think yours looks just fine .
Speaker #5: And you guys touched on it a little bit , but anything new on credit ? It looks like the balance changes are primarily heartland driven , but anything to note on some of the core trends on credit ?
Speaker #5: Thank you . No , we're still very pleased with with how we're . handling the new heartland credits . And we've talked about the last couple of quarters , the fact that we've identified a lot of these .
Speaker #5: We have already put reserves against them, and now we're just working them through. So we still feel very good about where we are today and what we see over the next couple of quarters.
Speaker #5: In terms of charge offs . We think we'll be right in line with what we've talked about . And , you know , the one thing to keep in mind is we we did have a couple of large , larger additions to the nonperforming .
Speaker #5: We still expect those to to come out in good shape . We're secured . We've had we have reserves against them . We're secured .
Speaker #5: We just need to work through them . So still feel optimistic about the economy . Our borrowers are making money so it's kind of the same message we've had the last couple of quarters .
Speaker #3: And I would just reiterate that our comments on guidance around charge offs , I just reiterate that , which is that we don't expect anything different , and we expect the remainder of the year to be at or below our historic charge levels .
Speaker #5: Okay . All right . Thank you very much .
Speaker #1: Thank you. Our next question comes from David Long with Raymond James.
Speaker #6: Morning , David . Good morning everyone . Hey , Rob , I appreciate the color on the fourth quarter outlook on the expenses .
Speaker #6: But as we look into the first quarter of 26 , you guys have completed the core conversion . How should we be thinking about the step and expenses into the first quarter with the conversion being done ?
Speaker #6: Then ?
Speaker #5: Yeah , I'll .
Speaker #4: Take a stab at it. We don't have specific guidance beyond the next quarter, and I'll stick to the top of the house.
Speaker #4: We expect all the cost savings that we expect from heartland at the time . They announcement to materialize by the end of first quarter , right .
Speaker #4: So I had said at Legal Day One, which was back in January, we got close to $70 million of the cost savings on an annualized run rate basis following the conversion.
Speaker #4: We've taken actions on another $5 million quarterly, so call it $20 million of additional cost savings. That leaves about $30 million left, which we'll get over the next three to four months.
Speaker #4: So that will be fully baked in . The reason , I can't specifically answer your question is obviously this core inflation that's going on at in terms of investing in certain things , but so but enough said .
Speaker #4: As I said , we expect 375 and 380 . We have some more cost savings to come in . And then there will be some normal inflation as part of Umb's investment .
Speaker #4: Legacy will be with investment.
Speaker #6: Got it . Thanks , Ron . And then just just to be clear , so it sounds like there's still in the first quarter .
Speaker #6: There still could be some costs that need to come out. So, is the second quarter the clean quarter?
Speaker #5: Yes . I would say that .
Speaker #6: Okay . Okay . Perfect . And then and then switching gears just on the lending side with the acquisition of Htlf and bringing in their lenders , how how have they been integrated and and are they continuing to operate with the same sort of customer focus as they had under the Htlf brand ?
Speaker #6: Or are there opportunities for them to step up and maybe take on some larger relationships? Just talk about that integration process.
Speaker #3: I'll take a stab at this and let Jim jump in . But , you know , if we talked before , the beauty of this combination was we got to drop the UNB way of doing things and holistically across the organization .
Speaker #3: Day one, and we had enough talent in our group with regional credit officers to drop them in across the whole footprint to provide guidance and quick turnaround times, access to decision makers, etc.
Speaker #3: to not only keep up with what they were able to deliver, but I would argue to improve what they are delivering, as far as turnaround times and quality of the way we lend.
Speaker #3: So they've been , I think , really pleased with what we're bringing to the table and , and so they're the uptake has been very quick because it was , you know , we were not meshing two cultures .
Speaker #3: Gemma you want to add anything to that .
Speaker #5: Yeah . I don't I don't have much else to add other than the , the former HTL officer is certainly embraced . It .
Speaker #5: They have more support in market , more turning ability to turn answers around . to the clients quicker and and our sales process , you know , it differs various banks .
Speaker #5: But we feel like our credit culture is extremely strong, and they've embraced what we do. It's also increased their ability to hire and hold limits where it's necessary.
Speaker #5: So it's it's working great . It really is .
Speaker #3: Yeah . Most important thing is we're not messing . I mean , the really important thing is we're not really we're not meshing two cultures .
Speaker #3: So that would slow things down. So there's really zero of that to contend with.
Speaker #6: Got it . Thanks for taking my questions guys . Appreciate it .
Speaker #5: Thanks , David .
Speaker #1: The next question comes from Brian Ziemski with Morgan Stanley.
Speaker #7: Hi. Good morning. Maybe just staying with Heartland and the opportunity there. It definitely sounds like you're still in the early innings in terms of the benefit.
Speaker #7: Can you just elaborate a little bit more in terms of where you see the most ? Opportunity for new loan production , either across Heartland's regions , any in particular or any particular loan categories where you're seeing the most opportunity ?
Speaker #3: How much time do you have?
Speaker #5: Have ?
Speaker #3: I mean, it's really across the board and in different stages in different places. I mean, just a couple of examples.
Speaker #3: You know , California , as we all know , is a very significant market opportunity . For example . So to get , you know , there's just an unending opportunity with what we can do with California .
Speaker #3: So, it's about what pace we do that determines what kind of take place. So that's an example of California. But that alone, you know, it's hard to even put a number on that one.
Speaker #3: Other things like Rockford , we're a really was was a real positive surprise for us . We knew it would be additive , but we're it's placed on the map .
Speaker #3: Being close to Chicago and the cap there, and the production that we're already seeing has been a really nice upside surprise. Wisconsin, at all, across Wisconsin, has lots of really fantastic opportunities.
Speaker #3: There's a really, really neat team there. I hate even starting to do this because there are great people across all the markets that we picked up.
Speaker #3: Seeing a lot of really great activity on New Mexico . So , you know , some of it's kind of population based where we see maybe more opportunities .
Speaker #3: It's going to be some of these markets have more population. And then you back into where we are in the life cycle of how many people we've hired and how many people we can hire, and now penetrated.
Speaker #3: We are already . So there's really low penetration . It's it's the age old story for even before heartland , which is there's really significant penetration opportunity just to get our , you know , just getting our small share , let's say we were aiming to take 10% of all those markets .
Speaker #3: I mean , that would triple the size of just by itself . So it's an enormous opportunity . And we're just early days about just retaining this great talent we picked up and adding and adding to it over the next few years .
Speaker #3: Jim .
Speaker #7: That's very helpful . Thank you . And then I wanted to ask about bank M&A activity . Clearly picking up across many parts of the country , including in your footprint .
Speaker #7: I was wondering what opportunities that presents for either as an acquirer or as a way to win business from other banks who are doing deals.
Speaker #7: How do you think about the opportunity for the bank here ?
Speaker #3: Yeah, I'm going to reiterate the comments I've been making about this subject for some time. We don't need to do M&A.
Speaker #3: We have a very strong engine , but because of that very strong engine , we do believe strategically over time . We want to augment our our loan growth .
Speaker #3: Ultimately, as a company with acquired deposits through M&A, because they're sticky, they're granular, they're low cost, and they're hard to come by, we ultimately need to keep up with the kind of loan growth we've had over time.
Speaker #3: So we think it is . It is a good strategic move for us to back up the engine . We have with augmented acquired under levered deposits through really great franchises across our footprint .
Speaker #3: So we don't have, you know, anything other than a desire and a strategic focus. It is part of our strategy.
Speaker #3: So we build build relationships and are looking for good partners over time . No need from a timeline perspective other than we just think over the life cycle of you .
Speaker #3: Amb . It's good and additive to to to add good partnerships to , the well-run banks to to the mix .
Speaker #7: That's really helpful . Thank you for taking my questions .
Speaker #5: Thanks , Brian . Thank you .
Speaker #1: And the next question comes from Jarrett Shaw with Barclays.
Speaker #5: Hey , Jared . Hey , everybody . Good morning . Hey .
Speaker #8: I guess sticking with the capital discussion , you know , you you . Grew Cet1 this quarter . It's still below where it was before the heartland deal .
Speaker #8: Do you think you could deploy capital through through a deal with with the Cet1 here , or would you want that to be , you know , above 11% before , before sort of embarking on a capital strategies ?
Speaker #3: Well , that's , you know , there's a lot of moving pieces in the M&A space . You know , anything from picking up a bank that has excess capital itself to our , you ability to earn it back very quickly after an M&A transaction to to raising capital , etc.
Speaker #3: . I mean , there's you know , any number of variances and variables to to answer that question with , we certainly think over time sans one quarter or two or a couple quarters connected to each other , we'd like to be at a higher levels of capital .
Speaker #3: We're very comfortable dropping down for a couple of quarters if it's based on high-quality transactions. If you add anything to that.
Speaker #5: Yeah , just .
Speaker #4: On the capital .
Speaker #5: Side . Jared .
Speaker #4: On .
Speaker #5: Related to .
Speaker #4: M&A comment , our capital build to get back to 11% . That will happen within 1 or 2 quarters . The pace that we're going .
Speaker #4: Right. So, we are ahead of our schedule in terms of what we thought would happen to our capital accretion from the Heartland transaction because of both the benefits of the merger as well as for the outperformance.
Speaker #4: So that's that's could be a couple of quarters away .
Speaker #3: Yeah , I was just answering an M&A played a role on that . You know , those were those were my answers .
Speaker #8: Great, thanks. And then on the securities portfolio last quarter, you sort of implied that we could see higher growth in securities.
Speaker #8: How are we are you thinking about sort of that cash securities mix here going into the end of the year ?
Speaker #5: Yeah .
Speaker #4: What I said last time was our Treasury managed portfolio , which includes the fed account , will be about 24 billion . So we've added a new line on the summary pages .
Speaker #4: If you noticed what's between the AFS , the maturity and and the portfolio . So we could see based on the overall activity that we were doing , we could see that build up to about 24.5 billion versus the 23 seven that you are seeing for third quarter averages .
Speaker #8: Okay . Thanks . If I could just sneak one last one in on on the accretion . If we get the the cut as expected as you expect in your your outlook , what could that do to accelerated accretion .
Speaker #8: How much do you think is sort of I guess you could say at risk with with another cut in terms of being able to accelerate .
Speaker #8: ?
Speaker #4: It's really hard to say whether you know , what's driving the Prepays . It could be market , it could be property selling , it could be a lot of variety of things .
Speaker #4: I don't know , the first 50 basis points cut is enough to move the needle on Refinancings at this point . But again , it's anybody's guess .
Speaker #4: Jared . What do we do on page ten is just do the contractual accretion so we know in all likelihood it will outperform that because it's just the prepays .
Speaker #4: And what happens with the loan portfolio churn . But in terms of trying to quantify it or tie it to how many rate cuts we get , it's challenging .
Speaker #8: Thank you .
Speaker #5: Thanks , Jared .
Speaker #1: The next question comes from Janet Lee with TD Cohen .
Speaker #4: Good morning .
Speaker #9: Good morning . Hi I want to talk about your institutional banking division . Obviously that is a key differentiator and growth driver for you .
Speaker #9: If I look at the trust and secure processing fee line , it's up almost 18% year over year . And if I look at the assets under administration , it's up very strong over the past year .
Speaker #9: What is the key driver behind that . Are you just are you just taking more market share away from the competitors or are you seeing more accelerated growth from the heartland acquisition , where maybe you're picking up some growth ?
Speaker #9: I would assume a lot of that is just like legacy , but I want to get a sense of what your outlook is for , for this division .
Speaker #9: I would also assume the one big , beautiful bill that could also increase the Tam for your HSA deposits . So just want to get a sense of where you think this business is headed .
Speaker #3: I'll hit a couple high level things . Jim . Jim might add some things because those businesses report to him directly at the high level basis .
Speaker #3: Two , two of these business lines drive most of that , and that would be assets are asset servicing business , which you'll see on page 36 in our investor deck .
Speaker #3: And majority of that comes from alternatives , which would be like hedge funds and private equity . We're a top player on the national basis in that particular space , and there's been a lot of disruption .
Speaker #3: PE as has been a acquired a lot of these firms , and that's been disruptive to the boardrooms . So because of that , we've picked up a lot of the business that has been available through boardroom conversations and the momentum is very , very strong .
Speaker #3: We have exceptional reputation . If you look on page 36 , upper right hand corner , you can see some of the best in fund accounting , the awards we get year in and year out .
Speaker #3: And so we have an exceptional reputation and a deep pipeline converting all the time . And lastly , I'd say there's a trend in this space which is the democratization of private private investing , which you've been reading about .
Speaker #3: I'm sure . And we have partnered with a couple of the major players as their service provider , who are providing vehicles on a broad basis across the nation to democratize the availability of private investing .
Speaker #3: So we're seeing a lot of growth just through those those large partnerships . We have . And so that's that's what I say about fund services .
Speaker #3: It's a really , really great profile . They're marching their way up towards aiming towards a trillion in assets under administration . So they're they're a really strong team on corporate trust , which would be the other big driver .
Speaker #3: We're a consolidator on a national basis . We're you know , top 1 or 2 . You can see that on page 37 .
Speaker #3: And we're doing number three by number of issues and by dollar volume. We recently, in the last five years, have opened offices in LA and New York, which allows us to upscale the opportunity to go up on the league table.
Speaker #3: So , for example , if you do a a like a sewer or water deal in Des Moines , Iowa , it's going to be a couple hundred million .
Speaker #3: You do a sewer and water deal in LA . It could be a couple billion . So by doing business on the coast , it really lifts our ability to go up the league tables and take more share .
Speaker #3: So that's exciting for that business . And we have some new verticals there that are doing really well . Close abs . And then our aviation business is really on fire .
Speaker #3: So we're we're sort of a top tier player taking more share all the time in that space . You mentioned HSAs , good solid business mostly .
Speaker #3: We pick up business through the the business . We already have , largely during the enrollment seasons and grew steady , solid additions for us as far as the big beautiful bill .
Speaker #3: You know , there could be some benefit there . But I think it's been overplayed a bit . Jim , I probably took most of your thunder , but go ahead .
Speaker #5: It's okay . I'm used to it . But I would I would add that this is all legacy be as far as the business and the opportunity is very strong in the corporate trust space , especially in these new markets .
Speaker #5: As you know , a lot of these are local issuance . And when you're doing business in those markets , it will be a great referral source from the TLF team .
Speaker #5: And also be able for us to expand our footprint . But institutional banking will continue to benefit from the heartland acquisition .
Speaker #9: And thanks for all the great color.
Speaker #3: Our wealth business . You know , this other business in there , they're very additive and doing a great job . But the , you know , the what business is on fire as well .
Speaker #3: But those are those are the two the two big drivers right now .
Speaker #9: Got it. Thanks for all the color. And you called out that $6 million sort of one-time benefit in the third quarter to your fee income.
Speaker #9: But is . So if I exclude that 6 million is is that a good run rate or is there more to come down a little in the fourth quarter .
Speaker #5: Yeah .
Speaker #4: The best way if you go to page 15 , Janet , I'll just do a waterfall if you will . So our GAAP fees were 203 million .
Speaker #4: If you add back the $4 million security losses that we had , that's 207 . And then if you look at the bully line , this quarter , we broke out bully and coli the the absolute amount was $16.5 million , of which two and a half was that debt benefit that I mentioned in my prepared comments .
Speaker #4: And then the remaining 14.5 . There's always an equal offset on 50% of that with deferred comp comp expenses . They were out 7 million because of that .
Speaker #4: So there's a market volatility to it . It's not something that we can control . So those get written down based on what happens to the equity markets .
Speaker #4: And then if you look at the other line excluding the Coleambally, we have $16.5 million. I had mentioned a one-time legal settlement of $2.5 million.
Speaker #4: That was a benefit to us . There was another million of some one time fees . So the run rate there is about $13 million .
Speaker #4: And as you see in one of the other pages , the biggest driver of that was back to back swaps . So our derivative team had a pretty impressive quarter with $5 million of fees this quarter , compared to about three , three and a half last quarter .
Speaker #4: So those are the big drivers . So if you add all that , subtract all that , you could end up with that depending again , depending on what happens with Kohli and Kohli , you could end up with 190 million .
Speaker #4: And then the last point I'll make is what I said in my prepared comments are private investment portfolio . We expect some monetizations more frequently .
Speaker #4: So that's been a good trend for us . And then the other thing that can happen is volatility . With some of our existing equity investments .
Speaker #9: Thank you .
Speaker #1: Thank you. And the next question comes from Timur, Brazil, with Wells Fargo.
Speaker #4: Morning .
Speaker #5: Timur .
Speaker #3: Hey there .
Speaker #10: Hi . Good morning everybody . Maybe tying fees into NII . But really strong quarter for some of the trust and securities processing fees .
Speaker #10: And then I notice you called out the asset servicing client deposit balances as part of the mix shift . That was maybe weighing on on margin .
Speaker #10: I'm just wondering in general , as we look out get a couple of rate cuts in here , the remixing on the institutional side for the deposit base , just the puts and takes of whether or not incremental dollars of deposits coming in are still dilutive to the cost of funds .
Speaker #10: Does that kind of neutralize , as we get a couple more rate cuts , just maybe talk us through some of the mix shift on the deposit side and what that might portend for cost of funding as we start getting some rate cuts here .
Speaker #5: Yeah .
Speaker #4: And it's really hard to predict what happens with some of these large clients . It can be for a variety of reasons that we typically don't have some visibility into it .
Speaker #4: Well , why the build up happens . It could be , you know , holding cash before they invest in the markets . They're rebalancing .
Speaker #4: So a lot of things can happen . But when you look at the asset servicing , just using that as an example , they are one of those hard index deposits .
Speaker #4: And so they'll be priced at fed funds -25 basis points for instance . Right . And so when you look at our total cost of interest bearing deposits at 330 in based on the fed funds rate , that will be higher than what what the current prevailing deposit costs are .
Speaker #4: Right . So that can happen there . And then , as I said , going back to the margin puts and takes , we're going to get after you look to the fourth quarter somewhere between a billion and a half or $2 billion of new deposits coming from our public funds business , between , you know , the second half of December through February .
Speaker #4: So those would be positive things that happen for deposit growth . As I noted in my prepared comments , we expect a slight pickup in days from the low point of seasonality in the third quarter .
Speaker #4: And then there's all the index deposits that get repriced down for the September rate cut . So we didn't see the full benefit of the third quarter .
Speaker #4: So we're going to see that in the fourth quarter . And then today's rate , assuming that we get one today , that will also the fact that it's so early in the quarter will also help bring down the cost of deposits .
Speaker #3: And over time , I mean , again , some of this is just guess guessing , but from from history , if we get all the cuts that are anticipated , there's less interest in the rate paid .
Speaker #3: Further , you get down . And so moving moving rates down becomes easier in a lower rate environment . So that those from history that has played out , that's a few quarters away .
Speaker #10: Okay . That's a good color . Thanks . And then looking at the two legacy Htlf loans that were moved to NPL status this quarter , I know earlier in the call , you referred to the fact that a lot of these had already been reserved for .
Speaker #10: But with these two specific ones , were these part of kind of the purchase accounting mark taken at deal Close , or did something happen kind of subsequent to deal close that that drove the credit migration there ?
Speaker #3: Tom you want .
Speaker #5: To take that . Yeah . The larger of the two we had identified in due diligence and has a specific reserve against it .
Speaker #5: There's a smaller one that was newer and was on their watch list, but we hadn't reserved for until this quarter. So.
Speaker #3: But again , I'd reiterate our comments around our dose , which is even with them being further deteriorated , we still feel confident in our charge off rate comments .
Speaker #10: Great . Thank you .
Speaker #1: Thank you . And the next question comes from Brian Foran with truth .
Speaker #4: Morning , Brian .
Speaker #5: Hey good morning .
Speaker #11: Just circling back to the M&A discussion , I guess when you talk about the primary attraction being deposits that can feed the loan growth engine over time , beyond whole bank acquisitions or anything like branch divestitures , maybe consolidation in the trust and custody space , you know , I think people immediately think to like buying a bank outright .
Speaker #11: But are there any of those kind of other avenues that might accomplish the goal of getting some low cost funding to , to help you going forward ?
Speaker #3: Sure . You know , all things are on the table . I would just say that we're we are diligent and disciplined around profitability .
Speaker #3: So, you know, it's harder to make sense of branch deals than it is whole bank deals, just from a profitability standpoint.
Speaker #3: And I would also say that oftentimes branch deals , you know , I mean . Just just by definition , when somebody is getting rid of branches , the branches they don't want .
Speaker #3: So , you know , it's just harder , harder to pick through branch deals . In my mind , you know , we've looked at them and you know , it's easy to get excited about them .
Speaker #3: But if you kind of parse what you're looking at, sometimes it's kind of hard to see something better than what the people are getting rid of.
Speaker #3: And we're seeing so they're all on the table and we're just , I guess , disciplined about profitability . And , you know , all those other ideas are always on the table .
Speaker #3: It's just the deposits are probably the engine for is loan growth . And we're really , really good at it . And so we just don't want to be distracted .
Speaker #3: So, if we do other deals, we don't want to distract from making sure we keep the engine, or the golden goose, or whatever.
Speaker #3: Whatever analogy you want to use , we got to make sure we keep it healthy . So , so we're disciplined . What I'd say about that .
Speaker #11: I appreciate it . Thank you .
Speaker #1: Thank you. And the next question comes from Nathan Reese with Piper Sandler.
Speaker #5: Hey , everyone . Good morning . Good morning Nate . Morning . Hey , Rob , just a point of clarification .
Speaker #12: On the margin outlook for the fourth quarter . I think you said stable versus the three Q level . Were you referring to the reported margin or the core margin that I think came in at 2.78 in the quarter .
Speaker #5: The 278 ? Yeah .
Speaker #4: Core margin . As I said earlier , it's hard to predict what might happen with the creation of the contractual part . So my comments were about the 278 core margin excluding all accretion .
Speaker #12: Okay . Got it . And then I know you guys don't provide guidance into next year , but just thinking about some of the margin factors at play , I mean , is there still an opportunity to continue to work down the cash levels , as we saw here in the third quarter ?
Speaker #12: And then I imagine , you know , with the cash flow coming off the bond portfolio and just the higher beta nature of your deposit base that , you know , the margin can maybe kind of grind a little higher .
Speaker #12: You know , if we get , you know , fed rate cuts , you know , spread out over the course of next year .
Speaker #12: And I know you guys provide the NII sensitivity in your deck , but , you know , I don't think necessarily we're going to see a parallel shift down the rate .
Speaker #12: So if we just see some movement on the short end , is that generally a positive scenario in terms of the margin outlook ?
Speaker #5: Yeah .
Speaker #4: Absolutely . Definitely . I would say based on cash flows . Right . So our for instance , if you look at page 25 where we show our securities portfolio cash flows over the next 12 months , we have $2.1 billion of cash flows rolling off at 3.60 yields .
Speaker #4: We would say that today's repurchase yields are about 4.50 on mortgage backs . And maybe even 100 basis points or 80 basis points higher on the municipal side , if you can find the Muni supply that we want to .
Speaker #4: So definitely that churn , as I talked about , positive churn still exists in the bond portfolio . Really the buy yields have come down by 100 basis points before that becomes neutral in terms of the break , even on what's rolling off versus what's rolling on .
Speaker #4: Similarly , we we we look at our fixed rate loan portfolio on page 27 . We have we added this other bullet in here .
Speaker #4: We have $3 billion of fixed-rate loans that are going to reprice within 12 months. The average rate today on those is less than 5%.
Speaker #4: So arguably that's another 150 basis points . Pick up . And then , as you rightly mentioned , we have close to 50% of the .
Speaker #4: Total deposits that are indexed to movements in short term rates . So those are the positive impacts from a margin perspective outside of accretion and everything else .
Speaker #4: The only other flip side is what happens with loan pricing . Right ? As we see on page 27 , two thirds of our loan book is also repricing on a lag basis to either prime rate or one month sulfur .
Speaker #4: So that will have some detrimental impact . And that's where the interest rate simulation comes in . And to my comments in the prepared comments , we are pretty neutral from a balance sheet perspective on year one for 100 basis points rate cut , you can see a 1.1% increase .
Speaker #4: And then in year two it becomes a 1.7% drag because of loans . Catching up with what happens on the deposit side . So if you factor both those in , that's pretty neutral from a rate positioning perspective .
Speaker #12: Okay , really helpful . And then not to beat a dead horse on the M&A commentary . But Mariner , can you just remind us if the right opportunity came along ?
Speaker #12: You know , what type of acquisition or should we be thinking about in terms of maybe size , geography and what kind of period you would look to include in that type of deal on tangible book dilution ?
Speaker #3: Well , you're not going to like this answer because I'm not going to give you much of one . But what I what I'd say is that I kind of come back to discipline , you know , there are some pretty standard .
Speaker #3: There's really good data around market acceptance of deals around how many years payback the street has been comfortable with , etc. . So we're well aware of kind of what the norms are and we're we're disciplined around how we think about that .
Speaker #3: As far as size goes , you we're there's just a lot of variables . I mean , we're just looking for high quality partners .
Speaker #3: Certainly, now with what we've been able to accomplish already, you do the same amount of work for a small deal as you do for a bigger deal.
Speaker #3: So we know we can do a bank loan size . You know , and and do it well . So there's no no real guidance .
Speaker #3: I'd give you on size . There are a lot of dynamics ahead of us right now that make that answer really complicated around , you know , processing 100 billion regulatory environment .
Speaker #3: Is that changing ? Is it not changing . So it's kind of a hard conversation to get into on a call like this .
Speaker #3: But we're . I hope that helps .
Speaker #12: Yep. Understandable. I appreciate that. Thank you for all the color.
Speaker #5: Yep . Thanks , Nate .
Speaker #1: Thank you . And our next question comes from Brandon Nozzle with host group .
Speaker #5: Hey good morning .
Speaker #13: Hope you're doing well. Just wanted to ask a follow-up on M&A, but more about the perspective of how you folks think about preserving what you already have in that scenario.
Speaker #13: Specifically , how do you think about preserving your fee franchise and your strong fee revenue mix ? You know , with a potential deal , just given that your fee franchise is one of the most unique characteristics of UMD and seemingly any deal you do would probably dilute that mix at least a little bit .
Speaker #13: So how do you approach balancing that ?
Speaker #3: Yeah , well , first of all , I think the absolute growth rate of our fee is more important than the percentage of the total .
Speaker #3: So , you know , it's on as in my mind , anyway , as long as we continue to grow those very healthily and , and maybe even accelerate their growth rate , I personally about it's percentage to total revenue , then I if all things are working , it's all about staying disciplined .
Speaker #3: I mean , we're not going to do a deal that picks up more net interest income than fees . If it's not going to contribute handsomely to the overall story .
Speaker #3: So as long as as long as they're all growing and all improving , their profit profiles , I'm not sure I really care what the percentage is to total are .
Speaker #3: And that's how I feel about it .
Speaker #13: Yeah , that's that's helpful . Color . All right . Fantastic . Thanks for taking my question .
Speaker #5: Yeah . Thanks , Brandon .
Speaker #1: Thank you . So just as a reminder , Star one to ask a question . And our next question comes from Chris McCarthy with AB .
Speaker #5: Morning .
Speaker #14: Thanks . Good morning . Robert . Just going back to the the fee income discussion . I mean , for the industry fees .
Speaker #14: Fees aren't really growing . You've got unique businesses I think have some structural tailwinds that you talk through . But just wanted to try to put a little bit of a finer point on the opportunity in the trust .
Speaker #14: And securities processing , asset servicing . I mean , would you would you think this is kind of a mid to high single digit opportunity growth annually , double digit ?
Speaker #14: I'm just trying to get a sense because because I think we've all been underestimated . The potential here .
Speaker #3: Yeah
Speaker #3: I mean it's hard to , which obviously we don't give guidance . So I can't really directly answer that . We're aiming much higher .
Speaker #3: And I think we have the capability to continue to grow the profile . You know , the the thing that's happening . I was in New York with our team making calls a couple of weeks ago , and because of the profile , what what's happened at the businesses have gone from , you know , calling on and winning smaller profile boutique business to winning business from household names that you would recognize that have global profiles .
Speaker #3: Right . So the the sort of the , the , the profile of the businesses changed dramatically . And so the types of business we're winning is different .
Speaker #3: And there's really not any business on the landscape of fund services, corporate trust, or any of the businesses that we can't win.
Speaker #3: And so the technology's there . The people are there . The profiles there , the momentum is there . And it's just sheer execution about keeping our people and staying invested in the technology .
Speaker #3: And so, if I retain the team and we stay invested in the technology, which we can do through the, you've seen what's happened to our profitability metrics, which allows us to stay invested in our businesses.
Speaker #3: There's nothing from keeping us growing . The profile of those businesses and taking more share .
Speaker #14: Okay . Thank you . And I guess as a follow up or an extension , maybe the question is operating leverage , efficiency ratio , I guess .
Speaker #14: What's the I'm trying to get a little bit of a sense of now that you're through the deal and you've you've got the growth , you know , kicking up again , where do you think , especially in light of regulatory costs , where do you think this company , as it is today ?
Speaker #14: What's the potential in terms of KPIs?
Speaker #3: Do you want to pick that ? I mean .
Speaker #5: I .
Speaker #3: There's a lot of improvement . You see it in the numbers . You see it in the numbers already . Our profit profitability metrics are up very nicely .
Speaker #3: And that was intended . That's part of why we did the deal . And back to my last comment . I mean , this profitability allows us to in our businesses more efficiently .
Speaker #3: So we can invest in our retail business more efficiently than we could before , which allows us to grow the business more profitably .
Speaker #3: And you could say that about several of the lines . I don't know what else you have .
Speaker #5: On .
Speaker #4: The regulatory boards . We're going to be really mentioned , right ? There's a lot of dialogue . About 100 billion might look like in the future .
Speaker #4: So we're not going to we're going to researching it . But in terms of spending any dollars relative to that in 25 or even in 26 , we're going to be measured until we know what the rules that we are going to face are .
Speaker #4: So at this point , I wouldn't consider or contemplate any significant , significant investments from that standpoint because the the overtones are certainly positive that most of the $100 billion requirements will continue to move higher .
Speaker #3: Or go away .
Speaker #5: Or go away .
Speaker #14: Understood . Thank you .
Speaker #5: Thanks .
Speaker #4: Chris .
Speaker #1: Thank you . And that was our final question . So we'll come back over to the management team for any closing remarks .
Speaker #3: Thanks everybody for joining us . A full and thorough lots of great questions . As you know , we love talking about it was a great quarter and look forward to reporting results next quarter .
Speaker #3: Thank you .
Speaker #1: Thank you everyone for joining today's call . This concludes the call . You may now disconnect . Have a great rest of your day .