Q3 2025 Provident Financial Services Inc Earnings Call
Speaker #3: Thank you for standing by. At this time, I would like to welcome everyone to today's Provident third quarter earnings call.
Speaker #3: All lines have been placed on mute to prevent any background noise after the speaker's remarks. There will be a question and answer session.
Speaker #3: If you'd like to ask a question during this time, simply press star, followed by the number one on your telephone keypad.
Speaker #3: Once again , star one . And if you'd like to withdraw your question , simply press star one again . Thanks . I would now like to turn the call over to Adriano Duarte , Head of Investor Relations , Adriano .
Speaker #4: Thank you, Greg. Good afternoon, everyone, and thank you for joining us for our third quarter earnings call. Today's presenters are President and CEO Anthony Labozzetta and Senior Executive Vice President and Chief Financial Officer Thomas Lyons.
Speaker #4: Before beginning the review of our financial results, we ask that you please take note of our standard caution regarding any forward-looking statements that may be made during the course of today's call.
Anthony J. Labozzetta: Before beginning the review of our financial results, we ask that you please take note of our standard caution as to any forward-looking statements that may be made during the course of today's call. Our full disclaimer is contained in last evening's earnings release, which has been posted to the Investor Relations page on our website, provident.bank. Now it's my pleasure to introduce Anthony J. Labozzetta, who will offer his perspective on the third quarter. Tony? Thank you, Adriano. Welcome, everyone, to the Provident Financial Services earnings call. I'm happy to share Provident's third quarter results today, which demonstrated continued strong performance and advancement on several strategic initiatives. Looking back over the past 12 months, we have made notable progress in driving consistent and diversified growth while also improving operational efficiency across our entire organization.
Speaker #4: Our full disclaimers contained in last evening's earnings release , which has been posted to the Investor Relations page on our website , Provident Bank .
Speaker #4: Now, it's my pleasure to introduce Tony Lozada, who will offer his perspective on the third quarter. Tony.
Speaker #5: Thank you , Adriano , and welcome everyone to the Provident Financial Services earnings call . I'm happy to share . Providence third quarter results today , which demonstrated continued strong performance and advancement on several strategic initiatives .
Speaker #5: Looking back over the past 12 months, we have made notable progress driving consistent and diversified growth while also improving operational efficiency across our entire organization.
Speaker #5: Our hard working team remains focused , contributing to our strong results by expanding our loan portfolio and pipeline , broadening our deposit base , and driving record revenues for the second consecutive quarter .
Anthony J. Labozzetta: Our hardworking team remains focused, contributing to our strong results by expanding our loan portfolio and pipeline, broadening our deposit base, and driving record revenues for the second consecutive quarter. During the quarter, we reported net earnings of approximately $0.7255 per share, which is consistent with the previous quarter. Our annualized return on average assets was 1.16%, and our adjusted return on average tangible equity was 16.01%. While we are pleased with the bottom-line metrics, we are even more energized by the meaningful improvement in pre-tax, pre-provision revenues during the third quarter, which grew to a record of nearly $109 million. Our pre-tax, pre-provision return on average assets of 1.76% has improved substantially compared to the 1.64% in the prior quarter and 1.48% for the same quarter last year.
Speaker #5: During the quarter, we reported net earnings of approximately $72 million, or $0.55 per share, which is consistent with the previous quarter.
Speaker #5: Our annualized return on average assets was 1.16% , and our adjusted return on average tangible equity was 16.01% . While we are pleased with the bottom line metrics , we are even more energized by the meaningful improvement in pre-tax pre-provision revenues during the third quarter , which grew to a record of nearly 109 million .
Speaker #5: Our pre-tax, pre-provision return on average assets of 1.76% has substantially improved compared to 1.64% in the prior quarter and 1.48% for the same quarter last year.
Speaker #5: We believe this improvement serves as a good indicator that we have consistently enhanced the underlying profitability of our business , even as we have accelerated and diversified our loan growth .
Anthony J. Labozzetta: We believe this improvement serves as a good indicator that we have consistently enhanced the underlying profitability of our business, even as we have accelerated and diversified our loan growth. One of our primary areas of strategic focus continues to be deposits. During the quarter, our deposits increased $388 million, or an annualized rate of 8%. It is worth noting that this growth was primarily driven by core deposits, which increased $291 million, or 7.5% annualized. We continue to remain focused on efficiently funding our strong commercial loan growth and have made investments in people and capabilities to support quality deposit growth over the intermediate term. Switching to loans, during the third quarter, our commercial lending team closed approximately $742 million in new loans, bringing our production year-to-date to $2.1 billion. As a result, our commercial portfolio grew at an annualized rate of 5%, driven primarily by C&I production.
Speaker #5: One of our primary areas of strategic focus continues to be deposits. During the quarter, our deposits increased by $388 million, or an annualized rate of 8%.
Speaker #5: It is worth noting that this growth was primarily driven by core deposits, which increased $291 million, or 7.5% annualized. We continue to remain focused on efficiently funding our strong commercial loan growth and have made investments in people and capabilities to support quality deposit growth over the intermediate term.
Speaker #5: Switching to loans during the third quarter , our commercial loan or commercial lending team closed approximately $742 million in new loans , bringing our production year to date to 2.1 billion .
Speaker #5: As a result , our commercial portfolio grew at an annualized rate of 5% , driven primarily by CNI production . Our strong capital formation , combined with the growth and diversification of our loan portfolio , has reduced our CRE concentration ratio to 402% .
Anthony J. Labozzetta: Our strong capital formation, combined with the growth and diversification of our loan portfolio, has reduced our CRE concentration ratio to 402% if adjusted for the merger-related purchase accounting marks. This compares favorably to the 408% in the prior quarter. Our loan pipeline grew appreciably to nearly $2.9 billion, with a weighted average interest rate of approximately 6.15% as of quarter end. The pull-through adjusted pipeline, including loans pending closing, is approximately $1.7 billion. We are proud and encouraged by the loan team's performance and the strength of our pipeline as we approach the final stages of 2025. While we have worked hard to grow and diversify our loan pipeline, our commitment to managing credit risk and generating top quartile risk-adjusted returns has remained unchanged. Non-performing assets improved three basis points to 0.41%, which compares favorably to our peers.
Speaker #5: If adjusted for the merger related purchase accounting marks , this compares favorably to the 408% in the prior quarter . Our loan pipeline grew appreciably to nearly 2.9 billion , with a weighted average interest rate of approximately 6.15% as of quarter end .
Speaker #5: To pull through adjusted pipeline , including loans pending closing is approximately 1.7 billion . We are proud and encouraged by the loan team's performance and the strength of our pipeline as we approach the final stages of 2025 .
Speaker #5: While we have worked hard to grow and diversify our loan pipeline, our commitment to managing credit risk and generating top quartile risk-adjusted returns has remained unchanged.
Speaker #5: Non-performing assets improved three basis points to 0.41%, which compares favorably to our peers. We also saw a decline in non-accrual loans during the third quarter, while our net charge-offs were only $5.4 million.
Anthony J. Labozzetta: We also saw a decline in non-approved loans during the third quarter, while our net charge-offs were only $5.4 million. Overall, we remain very comfortable with our credit position and our underwriting standards, and we continue to look for the risk-appropriate opportunities to grow our business. We believe it is worth reiterating that our exposure to rent-stabilized multifamily properties in New York City is modest at $174 million, or less than 1% of total loans, all of which are performing. Additionally, our credit exposure to non-depository financial institutions is limited to $292 million of mortgage warehouse loans. We are comfortable with the credit structure of these loans, including the controls we have in place to minimize risk. Furthermore, the customers we deal with are established and well-known counterparties to our bank. Another area of strategic focus is growing non-interest income, which performed well during the third quarter.
Speaker #5: Overall, we remain very comfortable with our credit position and our underwriting standards, and we continue to look for the risk-appropriate opportunities to grow our business.
Speaker #5: We believe it is worth reiterating that our exposure to rent stabilized multifamily properties in New York City is modest , at 174 million , or less than 1% of total loans , all of which are performing .
Speaker #5: Additionally , our credit exposure to Non-depository financial institutions is limited to two , not 292 million of mortgage warehouse loans . We are comfortable with the credit structure of these loans , including the controls we have in place to minimize risk .
Speaker #5: Furthermore , the customers we deal with are established and well known counterparties to our bank . Another area of strategic focus is growing non-interest income , which performed well during the quarter .
Speaker #5: During the third quarter , profit and protection plus continues to drive consistent growth in our non-interest income , with revenues up 6.1% when compared to the same quarter last year .
Anthony J. Labozzetta: Provident Protection Plus continues to drive consistent growth in our non-interest income, with revenues up 6.1% when compared to the same quarter last year. While normal seasonality drove a step down in revenues when compared to the prior quarter, we remain optimistic about the high level of business activity occurring on our insurance platform. Beacon Trust Company saw revenue growth in the third quarter, increasing to $7.3 million. We are excited to announce that Beacon Trust Company's new Chief Growth Officer, Anna Marie Vitelli, joined us in September and will bring her demonstrated track record of driving strategic growth to expand Beacon Trust Company's market presence and deepen client relationships. We also continue to invest in our SBA capabilities, which have been a steadier contributor to non-interest income in 2023, generating $512,000 of gains on sale in the third quarter.
Speaker #5: While normal seasonality drove a step down in revenues when compared to the linked quarter, we remain optimistic about the high level of business activity occurring on our insurance platform. Beacon Trust saw revenue growth in the third quarter, increasing to $7.3 million.
Speaker #5: We are excited to announce that Beacon's new Chief Growth Officer , Ana Marie Vitale , joined us in September and will bring her demonstrated , demonstrated track record of driving strategic growth to expand Beacon's market presence and deepen client relationships .
Speaker #5: We also continue to invest in our SBA capabilities , which have been a steadier contributor to non-interest income in 2025 , generating 512,000 of gains on sale in the third quarter .
Speaker #5: Year to date, we have generated $1.8 million in SBA gains on sale, which is up from $451,000 in the comparable period last year.
Anthony J. Labozzetta: Year-to-date, we have generated $1.8 million of SBA gains on sale, which is up from $451,000 in the comparable period last year. While our total assets have grown 3% year-to-date, our strong and consistent profitability continues to build Provident Financial Services' capital position, which comfortably exceeds well-capitalized levels. As such, this morning, our Board of Directors approved a quarterly cash dividend of $0.24 per share, payable on November 28. I'd like to conclude my remarks by emphasizing how proud we are to see the results of careful planning and hard work translate into continued strong performance in the third quarter. None of these accomplishments would be possible without the dedication and commitment of our employees.
Speaker #5: While our total assets have grown 3% year to date , our strong and consistent profitability continues to build Providence Capital position , which comfortably exceeds well-capitalized levels .
Speaker #5: As such, this morning, our Board of Directors approved a quarterly cash dividend of $0.24 per share, payable on November 28th. I'd like to conclude my remarks by emphasizing how proud we are to see the results of careful planning and hard work translate into continued strong performance in the third quarter.
Speaker #5: None of these accomplishments would be possible without the dedication and commitment of our employees . We will continue to execute our key strategic initiatives aimed at sustaining growth in our core business while simultaneously making the necessary investments on our platform to ensure Providence as well prepared for the future .
Anthony J. Labozzetta: We will continue to execute our key strategic initiatives aimed at sustaining growth in our core business while simultaneously making the necessary investments on our platform to ensure Provident Financial Services is well-prepared for the future. Now I'd like to turn it over to Tom for his comments on the financial performance. Tom? Thank you, Tony. Good afternoon, everyone. As Tony noted, we reported net income of $72 million, or $0.55 per share for the quarter, with a return on average assets of 1.16%. Adjusting for the amortization of intangibles, our core return on average tangible equity was 16.01% for the quarter. Pre-tax, pre-provision earnings for the current quarter increased 9% over the trailing quarter to a record $109 million, or an annualized 1.76% of average assets.
Speaker #5: Now, I'd like to turn it over to Tom for his comments on the financial performance. Tom.
Speaker #6: Thank you , Tony , and good afternoon , everyone . As Tony noted , we reported net income of $72 million , or $0.55 per share , for the quarter , with a return on average assets of 1.16% .
Speaker #6: Adjusting for the amortization of intangibles , our core return on average tangible equity was 16.01% for the quarter . Pre-tax pre-provision earnings for the current quarter increased 9% over the trailing quarter to a record $109 million , or an annualized 1.76% of average assets .
Speaker #6: Revenue increased to a record $222 million for the quarter, driven by record net interest income of $194 million and non-interest income of $27.4 million.
Anthony J. Labozzetta: Revenue increased to a record $222 million for the quarter, driven by record net interest income of $194 million and non-interest income of $27.4 million. Average earning assets increased by $163 million, or an annualized 3% versus the trailing quarter, with the average yield on assets increasing 8 basis points to 5.76%. Our reported net interest margin increased 7 basis points versus the trailing quarter to 3.43%, while our core net interest margin increased 1 basis point. The company maintains a largely neutral interest rate risk position but anticipates future benefits of the core margin from recent Fed rate cuts and expected steepening of the yield curve. We currently project a NIM in the 3.38% to 3.45% range in the fourth quarter. Our projections include another 25 basis point rate reduction in December of 2025.
Speaker #6: Average earning assets increased by $163 million, or an annualized 3%, versus the trailing quarter, with the average yield on assets increasing eight basis points to 5.76%.
Speaker #6: Our reported net interest margin increased seven basis points versus the trailing 2.45%, while our core net interest margin increased one basis point.
Speaker #6: The company maintains a largely neutral interest rate , risk position , but anticipates future benefits of the core margin from recent fed rate cuts and expected steepening of the yield curve .
Speaker #6: We currently project a Nim in the three . 38 to 3.45% range in the fourth quarter . Our projections include another 25 basis point rate reduction in December of 2025 , period end loans held for investment increased 182 million , or an annualized 4% , for the quarter , driven by growth in mortgage , warehouse and other commercial and multifamily loans , partially offset by reductions in construction and residential mortgage loans .
Anthony J. Labozzetta: Period-end loan sales for investment increased $182 million, or an annualized 4% for the quarter, driven by growth in mortgage warehouse and other commercial and multifamily loans, partially offset by reductions in construction and residential mortgage loans. Total commercial loans grew by an annualized 5% for the quarter. Our pull-through adjusted loan pipeline at quarter end was $1.7 billion. The pipeline rate of 6.15% is accretive relative to our current portfolio yield of 6.09%. Period-end deposits increased $388 million for the quarter, or an annualized 8%, while average deposits increased $470 million, or an annualized 10% versus the trailing quarter. The average cost of total deposits increased 4 basis points to 2.14% this quarter, while the total cost of funds increased 1 basis point to 2.44%. Asset quality remained strong, with non-performing assets declining to 41 basis points of total assets.
Speaker #6: Total commercial loans grew by an annualized 5% for the quarter . Our pull through adjusted loan pipeline at quarter end was 1.7 billion .
Speaker #6: The pipeline rate of 6.15% is accretive relative to our current portfolio yield of 6.09%. Period-end deposits increased by $388 million for the quarter, or an annualized 8%, while average deposits increased by $470 million, or an annualized 10%, versus the trailing quarter.
Speaker #6: The average cost of total deposits increased four basis points to 2.14% this quarter , while the total cost of funds increased one basis point to 2.44% .
Speaker #6: Asset quality remains strong , with non-performing assets declining to 41 basis points of total assets . Net charge offs were 5.4 million , or an annualized 11 basis points of average loans .
Anthony J. Labozzetta: Net charge-offs were $5.4 million, or an annualized 11 basis points of average loans this quarter, while year-to-date net charge-offs were just 6 basis points of average loans. Current quarter charge-offs reflected the resolution of several non-performing loans and the write-off of related specific reserves. Our provision for credit losses increased to $7 million for the quarter as a result of growth in loans and commitments and minor deterioration in our CESO economic forecast. Our allowance coverage ratio was 97 basis points of loans at September 30th. Non-interest income increased to $27.4 million this quarter, with solid performance realized from core banking fees, insurance, and wealth management, as well as gains on SBA loan sales. Non-interest expenses were well-managed at $113 million, with expenses to average assets totaling 1.83% and the efficiency ratio improving to 51% for the quarter.
Speaker #6: This quarter , while year to date net charge offs were just six basis points of average loans , current quarter charge offs reflected the resolution of several non-performing loans and the write off of related specific reserves .
Speaker #6: Our provision for credit losses increased to $7 million for the quarter as a result of growth in loans and commitments, and minor deterioration in our seasonal economic forecast.
Speaker #6: Our allowance coverage ratio was 90 basis points of loans at September 30th . Noninterest income increased to 27.4 million this quarter , with solid performance realized from core banking fees , insurance and wealth management , as well as gains on SBA loan sales , non-interest expenses were well managed at 113 million , with expenses to average assets totaling 1.83% , and the efficiency ratio improving to 51% for the quarter .
Speaker #6: Excluding the amortization of intangibles and the related average balance, these ratios were 1.73% and 46.72%, respectively. We project quarterly core operating expenses of approximately $113 million for the final quarter of 2025.
Anthony J. Labozzetta: Excluding the amortization of intangibles and the related average balance, these ratios were 1.73% and 46.72%, respectively. We project quarterly core operating expenses of approximately $113 million for the final quarter of 2025. Our sound financial performance supported earning asset growth and drove strong capital formation. Tangible book value per share increased $0.53, or 3.6% this quarter, to $15.13, and our tangible common equity ratio improved to 8.22% from 8.03% last quarter. That concludes our prepared remarks. We'd be happy to respond to questions. At this time, I would like to remind everyone, if you would like to ask a question, press Star, then the number one on your touchtone keypad. Once again, Star 1. We will pause just a moment to compile the Q&A roster. Okay. Looks like our first question today comes from the line of Tim Switzer with KBW. Tim, please go ahead. Hey.
Speaker #6: Our sound financial performance supported earning asset growth and drove strong capital formation . Tangible book value per share . Increased $0.53 , or 3.6% , this quarter , to $15.13 , and our tangible common equity ratio improved to 8.22% from 8.03% last quarter .
Speaker #6: That concludes our prepared remarks . We'd be happy to respond to questions .
Speaker #3: And at this time , if you would , I would like to remind everyone , if you would like to ask a question , press star .
Speaker #3: Then the number one on your touch tone keypad . Once again , star one . And we will pause just a moment to compile the Q&A roster .
Speaker #3: Okay , looks like our first question today comes from the line of Tim Switzer with KBW . Tim , please go ahead .
Speaker #7: Hey, thank you for taking my questions. I hope you guys are doing well.
Anthony J. Labozzetta: Thank you for taking my questions. Hope you guys are doing well. Hey, Tim. Hey, Tim. My first question is, on the margin, I think you guys have, I understand kind of the interest rate impacts on the floating rate book and your deposits there, but I think you guys also have quite a bit of loan backbook repricing as well. Can you maybe update us on the quantity of loans that are fixed-rate repricing over the next 12 months or so, and then what kind of uplift you would expect on the yields just at current rates? I think I can give it to you in pieces, Tim. The total repricing is just under $6 billion, say $5.9 billion. Within that, the floating book is about $4,950,000. So the balance is either longer-term adjustable repricing in the period or fixed rate. Got you.
Speaker #5: Hey .
Speaker #7: Tim , you Tim . My first question is on the margin . I think you guys have . I understand kind of the the interest rate impacts on the floating rate book in your deposits there .
Speaker #7: But I think you guys also have quite a bit of loan back book repricing as well . Can you maybe update us on the quantity of loans that are fixed rate repricing over the next 12 months or so , and then what kind of uplift you would expect on the yields just at current rates ?
Speaker #6: I think I can give it to you in pieces, Tim. The total repricing is just under $6 billion, so $5.9 billion. Within that, the floating book is about $4,000,000,950.
Speaker #6: So the balance is either longer term adjustable repricing in the period or fixed rate .
Speaker #7: Got you. And do you have kind of like what the blended yield is on that fixed rate and adjustable portion?
Anthony J. Labozzetta: Do you have kind of what the blended yield is on that fixed rate and adjustable portion? I do not. I mean, the margin projection reflects all of that, so you can see the increase based on the expected new on rates, the $615 million that's in the pipeline. I don't have at my fingertips the current portfolio rate for that piece, that segment. Gotcha. Okay. There's been some discussion on other conference calls about increasing loan competition on pricing. Could you maybe discuss what you've seen in your markets and then kind of dissect that between C&I and then the CRE market? Sure. Yeah. I think that's a fair statement that we've seen some increased competition in the lending market, for sure, mostly on the CRE side with what either the private space or insurance agencies are doing. In fact, we had about $348 million of payoffs this quarter.
Speaker #6: I do not know what I mean; the margin projection reflects all of that. So you can see the increase based on the expected new interest rates.
Speaker #6: The 6.15 that's in the in the pipeline . But I don't have it at my fingertips . The current portfolio rate for that piece , that segment .
Speaker #7: Gotcha okay . And there's been some discussion on other conference calls about increasing loan competition on pricing . Could you maybe discuss what you've seen in your markets and then kind of dissect that between CNI and then the CRE market ?
Speaker #7: Sure .
Speaker #5: Yeah . I , I think that's a fair statement that we've seen some , some increased competition in , in the lending market , for sure , mostly on the CRE side with what the either the private space or insurance or the agencies are doing .
Speaker #5: In fact , some of our we had about $348 million of payoffs this quarter . Some of that had to do with that .
Anthony J. Labozzetta: Some of that had to do with that. Some of it had to do with loans just selling. On the C&I side, we're not seeing the same level of competition that we are on the CRE side. I would say it's a fair statement to say overall, the competition has grown stronger. However, I would like to end that by saying that our team is still building a pipeline that's kind of record high at $2.9 billion. In our pull-through, I say we're closing about 65% of the things we touch. Those are good consistent metrics for us. We're careful about what the economy looks like. We're doing good loans to good sponsors on good terms. We're aware that there's some pricing competition or structure competition out there. Got it. That's helpful.
Speaker #5: Some of it had to do with with loans . Just selling . So but on the CNI side , we're not seeing the same level of competition that we are in the CRE side .
Speaker #5: But I would say it's a fair statement to say overall , the competition has grown stronger . However , I would like to end that by saying that our team is still building a pipeline that's kind of record high at at at 2.9 billion .
Speaker #5: So , you know , and our pull through , I , I say we're closing about 65% of the things we touch . So those are good consistent metrics for us .
Speaker #5: You know, we're careful about what the economy looks like. But you know, we're doing good loans to good sponsors under good terms.
Speaker #5: But we're aware that there's some pricing competition or structure competition out there.
Speaker #7: That's helpful . And if I could have one more follow up , could you maybe add some color on how some of your new specialty verticals , like AVL and healthcare are contributing to the loan growth ?
Anthony J. Labozzetta: If I get one more follow-up, could you maybe add some color on how some of your new specialty verticals like asset-based lending (ABL) and healthcare are contributing to the loan growth? I think, as we might have mentioned on the written comments, prepared comments was this quarter, the C&I reflected most of our growth, which includes healthcare. ABL warehouse lending did very well for us this quarter. In fact, those were all double-digit growth in some of those categories where our CRE was relatively stable because of some of the prepayments, unanticipated prepayments we saw in that class. Again, those are good. That's the areas that we are strategically focused on scaling up. We're doing it very well. We're very proud of that. We have the good teams to handle that. It's also driving a good result on our CRE concentration ratio, as I mentioned.
Speaker #5: I think, as we might have mentioned in the written comments and prepared comments, this quarter the CNI reflected most of our growth, which includes healthcare, ABL, and warehouse lending. These areas did very well for us this quarter.
Speaker #5: In fact, those were all double-digit growth in some of those categories where our CRE was relatively stable because of some of the prepayments. The unanticipated prepayments we saw were in that class.
Speaker #5: So again, those are good. Those are the areas that we are strategically focused on scaling up. We're doing it very well.
Speaker #5: We're very proud of that. We have the good teams to handle that. It's also driving a good result on our CRE concentration ratio.
Speaker #5: As I mentioned . So it's having all the strategic effects that we desired . If CRE kicks up , I think this quarter , while I said that loans grew 5% , the effective production would have been somewhere around seven seven plus if the prepayments were not there in the CRE space .
Anthony J. Labozzetta: It's having all the strategic effects that we desired. If CRE kicks up, I think this quarter, while I said that loans grew 5%, the effective production would have been somewhere around 7, 7-plus if the prepayments were not there in the CRE space. I'm pretty proud of the productivity this bank has right now. Our focus will continue on those verticals, which we put in place strategically. We expect them to be high single, double-digit growth because the scale of that book is not substantial, so all the productivity is going to be substantial. While CRE will run in that 5% space. Tim, the other thing I could add, if it helps with the projected loan mix, is the pipeline breakdown. Commercial real estate represents about 42% of the pipeline. The specialty lending category, which includes the ABL and healthcare you were referring to, is about 14%.
Speaker #5: So I'm pretty proud of the productivity this this bank has right now . And our focus will continue on those verticals , which we we put in place strategically .
Speaker #5: We expect them to be high , single double digit growth because the scale of that book is not substantial . So all the productivity is going to be substantial , substantial .
Speaker #5: And while CRE will run in that 5% space.
Speaker #6: Tim , the other thing I could add , if it helps with the projected loan mix , is the pipeline breakdown , commercial real estate represents about 42% of the pipeline .
Speaker #6: The specialty lending category, which includes the ABL and healthcare you're referring to, is about 14%. There's 5% in residential and consumer in the balances.
Anthony J. Labozzetta: There's 5% in resident consumer and the balance as the other commercial loan categories, middle market, and other commercial lending. All right. Got it. Thanks for taking my questions. Sure. Very good. Thanks, Tim. Our next question comes from the line of Feddie Justin Strickland with Hobdee. Feddie, please go ahead. Hey. Good afternoon, everybody. Just wanted to touch on non-interest income. The guide seems to imply about a $1 million step-down link quarter. Is that just an expectation of lower loan prepayment fees plus maybe some seasonality on insurance? Yeah, you got it, Feddie. It's maybe a little conservatism in there as well, but the prepayment fees, again, subject to some volatility. They were about $1.7 million this quarter, so we scaled that back. Who knows what we'll see. Personally, I'd rather hold the loan and leave the fees out.
Speaker #6: The other commercial loan categories, middle market and other commercial lending.
Speaker #7: All right , got it . Thanks for taking my questions . Sure . Good .
Speaker #3: Thanks, Tim. And our next question comes from the line of Betty Strickland with Betty. Please go ahead.
Speaker #8: Hey good afternoon everybody . Just wanted to touch on noninterest income . You know , the guide seems to imply about a $1 million step down linked quarter .
Speaker #8: Is that just an expectation of lower loan prepayment fees? Plus maybe some seasonality on insurance?
Speaker #6: Yeah , you got it , Freddie . It's maybe a little conservatism in there as well . But the prepayment fees again , subject to some volatility there about 1,000,007 this quarter .
Speaker #6: So we scaled that back . But we you know who knows what we'll see . Personally I'd rather hold the loan and leave the fees out .
Speaker #6: But yeah, that and the seasonality of the fourth quarter is not necessarily the strongest for insurance. We see, I'm sorry, well going into Q4 to Q1 is where we see the pickup, right?
Anthony J. Labozzetta: That and the seasonality in the fourth quarter is not necessarily the strongest for insurance. We see it, I'm sorry, going into Q4, too. Q1 is where we see the pickup, right? I guess along the same lines with non-interest income, can you talk about the opportunity on the wealth side as we enter 2026 and whether you're working to bring on additional talent there? Absolutely. As I mentioned on a call, we've hired Anna Marie Vitelli. She's the Chief Growth Officer. She's charged with growing and service and retainage of, in a way of extraordinary service in that space and deeply integrating it with the bank. We think there's a lot of great opportunity. Anna will build out her needs, adding more sales and production staff. Organizing herself in a fashion that will give us the things that we're looking for.
Speaker #8: And I guess, along the same lines with noninterest income, can you talk about the opportunity on the wealth side as we enter 2026?
Speaker #8: And whether you're working to bring on additional talent there?
Speaker #5: Well , absolutely . As I mentioned on the call , you know , we've hired Anna Vitali . You know , she's the chief growth officer .
Speaker #5: She's building. She's charged with growing and servicing, and retaining customers in the way of extraordinary service in that space, and deeply integrating it with the bank.
Speaker #5: So we think there's a lot of great opportunity . So Anna will build out , you know , her needs adding more sales and production staff and organizing herself in a fashion that that will give us the things that we're looking for .
Speaker #5: But certainly, these investments are aimed at, you know, growing new AUM and deepening the connections that we have within the organization already.
Anthony J. Labozzetta: Certainly, these investments are aimed at, one, growing new AUM and deepening connections that we have within the organization already. Got it. Just one more quick one for me on capital. Hoping to get your updated thoughts on how you think about capital and about deployment via dividends versus buybacks versus organic growth while still managing the CRE concentration piece as well? I think our first preference remains organic growth at profitable levels. Again, recognizing the strength of our pipeline, that's where our energy has been focused. That said, we are at comfortable levels of capital now. We're close to 11.90%, I think, on CET1 at the bank level. There are opportunities for us there. We certainly think we're trading at an attractive price at this point. With regard to dividend, we kind of like to get back to a 40% payout ratio, somewhere in the 40% to 45% range.
Speaker #8: Got it . And just one more quick one from me on capital . Just hoping to get your updated thoughts on how do you think about capital and about deployment via dividends versus buybacks versus organic growth , while still managing the CRE concentration piece as well ?
Speaker #6: Yeah , I think our first preference remains organic growth . At profitable levels . And again , recognizing the strength of our pipeline , that's where our energy has been focused .
Speaker #6: That said , we are at comfortable levels of capital now . We're we're we're close to 1190 . I think on on Cet1 at the bank level .
Speaker #6: So, there's opportunities for us there. We certainly think we're trading at an attractive price at this point. With regard to dividend.
Speaker #6: We kind of like to get back to a 40% payout ratio, somewhere in the 40% to 45% range. So I think that's when we look at that more carefully.
Anthony J. Labozzetta: I think that's when we look at that more carefully. The other thing is we're in the middle of budget season here, which is why we didn't give a lot of forward guidance. We want to wait till January to give everybody a full year update. That'll help inform our capital decisions as well as we get more confidence around our asset growth and capital formation projections. All right. Great. Thanks for the color. I'll step back. Thank you. Thank you. All right. Thanks, Feddie. Our next question comes from the line of Dave Storms with StoneGate. Dave, please go ahead. Afternoon, and appreciate you taking my questions. Just wanted to start with some of the decrease in deposit costs and maybe get your thoughts on how much more room there might be to run here and what that looks like from a competitive landscape. Decrease in deposit costs?
Speaker #6: The other thing is we're in the middle of budget season here , which is why , you know , we didn't give a lot of forward guidance .
Speaker #6: We want to wait until January to give everybody a full year update, but that'll help inform our capital decisions as well as give us more confidence around our asset growth and capital formation projections.
Speaker #8: All right. Great. Thanks for the color. I'll step back.
Speaker #3: Thank you . All right . Thanks , Betty . And our next question comes from the line of Dave Storms with Stonegate . Dave , please go ahead .
Speaker #9: Afternoon, and I appreciate you taking my questions. I just wanted to start with some of the decrease in deposit costs and maybe get your thoughts on how much more room there might be to run here.
Speaker #9: And what that looks like from a competitive landscape.
Speaker #6: Decrease in deposit costs ? Well , we saw growth in noninterest bearing , which was helpful to us . The overall cost of funds was only up one basis point to 2.4 for this quarter .
Anthony J. Labozzetta: We saw growth in non-interest bearing, which was helpful to us. The overall cost of funds was only up one basis point to 2.44% this quarter. There was a little bit of shift in mix. While deposit costs were up, it was still at an attractive rate in terms of funding advantage relative to the wholesale borrowings. That's really what we try to manage, obviously, is the overall cost of funds. That all said, we had the Fed rate cut at the end of September, the 17th, I think it was, and then this most recent one just yesterday, I guess. We're going to see the benefit of both of those cuts in Q4. The September cut was effective October 1, and the most recent cut will be effective November 1. In terms of beta overall, I think we conservatively model something in the 30 to 35% range on deposits.
Speaker #6: So there was a little bit of shift in mix . While deposit costs were up . It was still at an attractive rate in terms of funding advantage relative to the wholesale borrowings .
Speaker #6: So that's really what we try to manage obviously , is the overall cost of funds that all said , we do have , you know , we had the fed rate cut the end of September the 17th , I think it was .
Speaker #6: And then this most recent one , just just this yesterday , I guess . So we're going to see the benefit of that of both of those cuts in Q4 .
Speaker #6: The September cut was effective October 1st , and the most recent cut will be effective November 1st . In terms of beta . Overall , I think we conservatively model something in the 30 to 35% range on deposits .
Speaker #10: For understood .
Speaker #9: That's very helpful . Thank you . And then just one more . If I could . It looks like your efficiency ratio is hovering right around that 50 mark .
Anthony J. Labozzetta: Understood. That's very helpful. Thank you. And then just one more, if I could. It looks like your efficiency ratio is hovering right around that 50 mark. Curious as to how much of a push there is to get that under the 50 and maybe what that would entail. I don't think it's necessarily a push, but rather our desire to continue to make prudent investments and build for the future. I think where we are is a really attractive level. If you look at a pure overhead management, the OpEx ratio at 1.83, and that's inclusive of some fairly significant intangible amortization, is really quite well managed. I don't know that there's a lot of room we're going to look to take down on that just because I think there's investments that we want to continue to make to support growth.
Speaker #9: Curious as to how much of a push there is to get that under 50. And maybe what that would entail.
Speaker #6: I don't think it's necessarily a push, but rather our desire to continue to make prudent investments and build for the future. So I think where we are is a really attractive level.
Speaker #6: If you look at pure overhead management, the OPEX ratio at 183, and that's inclusive of some fairly significant intangible amortization, is really quite well managed.
Speaker #6: So I don't know that there's a lot of room we're going to look to take down on that. Just because I think there are investments that we want to continue to make to support growth.
Speaker #5: I would argue that, you know, we've been steadily making the requisite investments in our business to build out the platform for our future.
Anthony J. Labozzetta: I would argue that we've been steadily making the requisite investments in our business to build out the platform for our future. The efficiency ratio, we will see that come down further by enhanced revenue opportunities. You might see a blip up with further investments. Obviously, we'll get the positive operating leverage, and you'll see it move back down. That's kind of the trend we've been watching. I think Tom says it's in this area. It can go down another point if we're building the revenue base. That doesn't factor in future investments. Yeah. Tony made a really good point. I was focused on the expense side, but I think the revenue opportunities are there. You saw two consecutive quarters of nice growth and record levels for us.
Speaker #5: The efficiency ratio . We will see that come down further by enhanced revenue opportunities . And then you might see a blip up with further investments and and I you know , obviously we'll get the positive operating leverage and you'll see it move back down .
Speaker #5: And that's kind of the trend we've been watching. But I think Tom says it's in this area and can go down another point if we're building the revenue base, and then that doesn't factor in future investments.
Speaker #6: Yeah . Tony made a really good point . I was focused on the expense side , but I think the revenue opportunities are there .
Speaker #6: You saw two consecutive quarters of nice growth and record levels for us . We do project for margin expansion over the next several quarters of , say , in the 3 to 5 basis point range each quarter .
Anthony J. Labozzetta: We do project core margin expansion over the next several quarters of, say, in the three to five basis point range each quarter. Again, we talked about some of the investments that we hope to see returns on in the fee-based businesses over the course of the next year. A lot of room there. That's great commentary. Thank you for taking my questions, and good luck with Q4. Thank you. Thanks, Dave. Our next question comes from the line of Gregory Zingoni with Piper Sandler. Gregory, please go ahead. Hey, guys. Good afternoon. Hey. How are you? Good. How are you? Quick question. How frequently are you bumping into private credit firms nowadays? I'm sorry, Greg. Could you say that again? We have difficulty hearing you. I asked, how frequent are you bumping into private credit firms nowadays? We know that's out there.
Speaker #6: So, again, we talked about some of the investments that we hope to see returns on in the fee-based businesses over the course of the next year.
Speaker #6: So, a lot of room there.
Speaker #10: Yeah . .
Speaker #9: That's great commentary. Thank you for taking my questions, and good luck with you.
Speaker #10: Thank you .
Speaker #3: Thanks , Dave . And our next question comes from the line of Gregory Zingoni with Piper Sandler . Gregory , please go ahead .
Speaker #11: Hey guys . Good afternoon .
Speaker #5: Hey, how are you?
Speaker #11: Good . How are you ? Quick question . How frequently are you bumping into private credit firms nowadays ?
Speaker #6: I'm sorry, Greg, could you say that again? We had difficulty hearing.
Speaker #10: You .
Speaker #11: I asked , how frequent are you bumping into private credit firms nowadays ?
Speaker #12: Yeah , we know .
Speaker #5: That's out there . We're not . We're not . It's not really been a factor for us at all . Most of the business we're doing is relational , you know , so clients are not that reticent to go to private credit for one transaction , knowing that the whole relationship is is important to them and us .
Anthony J. Labozzetta: It's not really been a factor for us at all. Most of the business we're doing is relational. Clients are not that reticent to go to private credit for one transaction, knowing that the whole relationship is important to them and us. We are very cognizant of it being out there and the scale of it. However, it has not been a factor in us building our pipeline or getting our deals closed. Awesome. At first glance, your average fee in wealth management of 72 bps seems kind of high. Have you felt any pressure on pricing recently? I wouldn't say recently. It has actually come down. I can remember us being as high as 77 bps probably two years ago or so, but it's been pretty stable. Roughly—sorry. Go ahead, Greg. I was just going to ask, on top of that, where are new relationships coming on today?
Speaker #5: So again , we're very cognizant of it being out there in the scale of it . However it has , it has not been a factor in us building our pipeline or getting our deals closed .
Speaker #11: Awesome . And at first glance , your average fee in wealth management of 72 bips seems kind of high . Have you felt any pressure on pricing recently ?
Speaker #6: I wouldn't say it has happened recently. It has actually come down. I can remember us being as high as 77 basis points probably about two years ago or so.
Speaker #6: But it's been pretty stable.
Speaker #10: Roughly. Sorry. Go ahead, Greg.
Speaker #11: I was just going to ask, on top of that, where are new relationships coming in today?
Speaker #6: I would say similar levels because it has remained steady at 72 basis points for quite a few quarters now.
Anthony J. Labozzetta: I would say similar levels because it has remained steady at 72 bps for quite a few quarters now. Lastly for us, M&A picking up in the industry, it seems like a pretty good time to ask you guys, what are you looking for in your next potential acquisitional target? I would actually answer the M&A question a little bit differently, right? I think our primary focus here is on the organic growth strategies that we outlined. We're pretty excited about the buildouts and our advancement into the middle market space. We think there's a huge opportunity for us to create shareholder value and one that we think is most relevant. That being said, we're always evaluating opportunities that might be out there. I think we've proven that we have great merger DNA. We can get stuff done. We have the right platform to do that.
Speaker #10: Read .
Speaker #11: And then lastly, for us, with M&A picking up in the industry, it seems like a pretty good time to ask you guys: what are you looking for in your next potential acquisition target?
Speaker #5: Well, I would actually answer the M&A question a little bit differently, right? So I think our primary focus here is on the organic growth strategies that we outlined.
Speaker #5: We're pretty excited about , you know , the build outs and and our advancement into the middle market space . We think there's a huge opportunity for us to create shareholder value and one that we think is most relevant .
Speaker #5: You know , that being said , we're always evaluating , you know , opportunities that might be out there . I think we've proven that we have great merger DNA and we can get stuff done .
Speaker #5: We have the right platform to do that. We'd love to see our currency trade at a place where it's more reflective of what we're worth.
Anthony J. Labozzetta: We'd love to see our currency trade at a place where it's more reflective of what we're worth. We will always evaluate opportunities from every direction. It's a wonderful place to have the optionality, and we're creating that by having an organic growth and focusing there first. Awesome. Thank you. All right. Thanks, Greg. Our next question comes from the line of Stephen Moss with Raymond James. Stephen, please go ahead. Good afternoon, guys. Hey, how are you? Maybe just starting on purchase accounting here. I realize it's probably elevated from the prepays this quarter, but curious as to how you guys are thinking about that going forward. Also, on the subject of prepays, just kind of curious, do you think those will continue to be elevated in the near term, or do we, from the fee-income comment, think we're going to moderate down to more typical levels?
Speaker #5: So we'll always evaluate opportunities from every direction. But it's a wonderful place to have the optionality, and we're creating that by having an organic growth and focusing there first.
Speaker #11: Awesome. Thank you.
Speaker #3: All right . Thanks , Greg . And our next question comes from the line of Stephen Moss with Raymond James . Stephen , please go ahead .
Speaker #13: Good afternoon guys .
Speaker #10: Hey, Steve. Hey, how are you? Maybe just good.
Speaker #13: Maybe just starting on purchase accounting here. I realize this probably elevated from the prepaids this quarter, but I'm curious as to how you guys are thinking about that going forward.
Speaker #13: And , you know , also on the subject of Prepays just kind of curious , do you think those will continue to be elevated in the near term , or do we , you know , some of the comment we're going to moderate down to more typical levels ?
Speaker #5: I think the Prepays usually , you know , if we look at past trends , the third quarter seem to have a heightened pickup , which is the summer months .
Anthony J. Labozzetta: I think the prepays, usually, if we look at past trends, the third quarter seemed to have a heightened pickup, which is the summer months. We expect that to normalize. Maybe $150 to $200 million range, I would say, is more normalized. You always have, in that number that I gave, a lot of businesses that sold as much as they—it wasn't a huge, huge number of refinancing elsewhere, probably $90 million of it refinanced elsewhere. There is always going to be activities, companies selling, companies coming. We just have to have an organizational capacity to grow at a level to make up for that. If I were to put a number on it, I would say $200, $150, $200 is probably a good place to be. With regard to purchase accounting, Steve, I'd say our normal number runs about 40 to 45 basis points of the NIM.
Speaker #5: We expect that to normalize and that, you know, maybe in the $150 to $200 million range, I would say is more normalized.
Speaker #5: But you always have in that number that I gave, there's a lot of businesses that sold as much as they did. It wasn't a huge, huge number of refinancing elsewhere.
Speaker #5: Probably $90 million of it refinanced elsewhere. So there's always going to be activities, companies selling companies coming. We just have to have an organizational capacity to grow at a level to make up for that.
Speaker #5: But if I were to put a number on it, I would say 200. 150 to 200 is probably a good place to be.
Speaker #6: And with regard to purchase accounting, Steve, I'd say our normal number runs about 40 to 45 basis points of the NIM.
Speaker #6: I would expect that to persist throughout the next four quarters.
Anthony J. Labozzetta: I would expect that to persist throughout the next four quarters. Okay. Great. Then, kind of on the theme of organic growth and hiring, I heard you guys' comments around the efficiency ratio. Just kind of curious how you guys are thinking about hiring for 2026. You definitely made a number of investments over the last 12-plus months. Kind of curious if there's maybe another step up in terms of bringing people over in the new year or just color around that. Yeah. I mean, I think we have a pretty good visual to our strategic planning process of what our needs are to give us the productivity in future years, particularly in areas of focus. It is our expectation that we'll continue to invest. If you look at what insurance does, we hire roughly 10 to 12 new producers every year to keep pace with that.
Speaker #13: Okay , great . And then kind of on the theme of , you know , organic growth and hiring , I heard you guys comments around the efficiency ratio .
Speaker #13: Just kind of curious, you know, how you guys are thinking about hiring for 2026? You know, you definitely have a number of investments over the last 12 plus months.
Speaker #13: You know, I'm kind of curious if there's maybe another step up in terms of bringing people over in the new year. Just calling around that.
Speaker #5: Yeah . I mean , so , you know , I think we have a pretty good visual through to our to our strategic planning process of what our needs are to give us the productivity in future years , areas of focus .
Speaker #5: It is our expectation that we'll continue to invest. If you look at what insurance does, we hire roughly 10 to 12 new producers every year to keep pace with that.
Speaker #5: We're expecting that to happen in the beacon space. Our commercial platform continues to hire not only in new geographies, but in new verticals that we're investing deeper in.
Anthony J. Labozzetta: We're expecting that to happen in the Beacon space. Our commercial platform continues to hire not only in new geographies but in verticals that we're investing deeper in. I would expect more investment in the middle market space for us next year. All of those things, we have clarity on what the positive operating leverage will be derived from that. It is part of our process in terms of forecasting and strategic planning. We'll build all that out for you guys in the first quarter, and you'll get better clarity of the investments against the returns. Okay. Great. I really appreciate all the call here, and I'll step back. Thanks, guys. Thank you. You're welcome. Thanks, Steve. It looks like there are no further questions at this time, so I will now turn the call back over to Tony Labozzetta for closing comments. Tony? Great.
Speaker #5: I would expect more investment in the middle market space for us next year. All of those things we have clarity of what the positive operating leverage will be, will be derived from that.
Speaker #5: So, it is part of our process, in terms of forecasting and strategic planning, that we'll build all that out for you guys in the first quarter.
Speaker #5: And you'll get better clarity of investments against the returns.
Speaker #13: Okay , great . I really appreciate all the all the color here . And I'll step back . Thanks , guys .
Speaker #10: Thank you. You're welcome.
Speaker #3: Thanks , Steve . And it looks like there are no further questions at this time . So I will now turn the call back over to Tony for closing Tony .
Speaker #10: Great .
Speaker #5: Thank you, everyone, for your questions and for joining the call. We hope everyone has an enjoyable end of the year and a holiday season.
Speaker #5: Thank you, everyone, for your questions and for joining the call. We hope everyone comments.
Anthony J. Labozzetta: Thank you, everyone, for your questions and for joining the call. We hope everyone has an enjoyable end of year and a holiday season. We look forward to speaking with you again soon. Thank you. Thanks, Tony. This concludes today's conference call. You may now disconnect. Have a good day, everyone.