Q1 2026 BankUnited Inc Earnings Call

April 22, 2026

Jacqueline Bravo: We know for next time.

Dave Rochester: It's almost May.

Speaker #1: Good day and welcome to the BankUnited Inc.'s first quarter 2026 results conference call. All participants will be in listen-only mode. Should you need assistance, please signal a conference specialist by pressing the star key followed by 0.

Chloe: Good day, and welcome to the BankUnited, Inc.'s Q1 2026 results conference call. All participants will be in listen-only mode. Should you need assistance, please signal a conference specialist by pressing the star key followed by zero. After today's presentation, there will be an opportunity to ask questions. To ask a question, you may press star then one on a touch-tone phone. To withdraw your question, please press star then two. Please note this event is being recorded. I would now like to turn the conference over to Jacqueline Bravo, Corporate Secretary. Please go ahead.

Operator: Good day, and welcome to the BankUnited, Inc.'s Q1 2026 results conference call. All participants will be in listen-only mode. Should you need assistance, please signal a conference specialist by pressing the star key followed by zero. After today's presentation, there will be an opportunity to ask questions. To ask a question, you may press star then one on a touch-tone phone. To withdraw your question, please press star then two. Please note this event is being recorded. I would now like to turn the conference over to Jackie Bravo, Corporate Secretary. Please go ahead.

Speaker #1: After today's presentation, there will be an opportunity to ask questions. To ask a question, you may press star, then 1 on a touchtone phone.

Speaker #1: To withdraw your question, please press star, then 2. Please note this event is being recorded. I would now like to turn the conference over to Jacqueline Bravo, Corporate Secretary.

Speaker #1: Please go ahead.

Speaker #2: Thank you, Chloe. Good morning, and thank you, everyone, for joining us today for BankUnited Inc.'s first quarter 2026 results conference call. On the call this morning are Rajinder Singh, Chairman, President, and CEO; Jim Mackey, Chief Financial Officer; and Tom Cornish, Chief Operating Officer.

Jacqueline Bravo: Thank you, Chloe. Good morning, and thank you everyone for joining us today for BankUnited, Inc.'s Q1 2026 Results Conference Call. On the call this morning are Raj Singh, Chairman, President, and CEO, Jim Mackey, Chief Financial Officer, and Tom Cornish, Chief Operating Officer. Before we begin, please note that our remarks today may include forward-looking statements within the meaning of the Private Securities Litigation Reform Act of 1995. These statements reflect current expectations and are subject to various risks and uncertainties that could cause actual results to differ materially. The company does not undertake any obligation to publicly update or review any forward-looking statement, whether as a result of new information, future developments, or otherwise.

Jackie Bravo: Thank you, Chloe. Good morning, and thank you everyone for joining us today for BankUnited, Inc.'s Q1 2026 Results Conference Call. On the call this morning are Raj Singh, Chairman, President, and CEO, Jim Mackey, Chief Financial Officer, and Tom Cornish, Chief Operating Officer. Before we begin, please note that our remarks today may include forward-looking statements within the meaning of the Private Securities Litigation Reform Act of 1995. These statements reflect current expectations and are subject to various risks and uncertainties that could cause actual results to differ materially. The company does not undertake any obligation to publicly update or review any forward-looking statement, whether as a result of new information, future developments, or otherwise.

Speaker #2: Before we begin, please note that our remarks today may include forward-looking statements within the meaning of the private securities litigation reform act of 1995.

Speaker #2: These statements reflect current expectations and are subject to various risks and uncertainties that could cause actual results to differ materially. The company does not undertake any obligation to publicly update or review any forward-looking statement, whether as a result of new information, future developments, or otherwise.

Speaker #2: Additional information regarding these risks can be found in the company's annual report on Form 10-K for the year ended December 31, 2025, and any subsequent quarterly report on Form 10-Q or current report on Form 8-K.

Jacqueline Bravo: Additional information regarding these risks can be found in the company's annual report on Form 10-K for the year ended 31 December 2025, and any subsequent quarterly report on Form 10-Q or current report on Form 8-K, which are available at the SEC's website. With that, I'd like to turn the call over to Mr. Raj Singh.

Jackie Bravo: Additional information regarding these risks can be found in the company's annual report on Form 10-K for the year ended 31 December 2025, and any subsequent quarterly report on Form 10-Q or current report on Form 8-K, which are available at the SEC's website. With that, I'd like to turn the call over to Mr. Raj Singh.

Speaker #2: which are available at the SEC's website. With that, I'd like to turn the call over to Mr. Rajinder Singh.

Speaker #3: Thank you, Jacqueline. Thanks, everyone, for joining us. I know this is a very busy morning, a lot of banks have these calls going on, so if you joined our call, we appreciate it very much.

Rajinder P. Singh: Thank you, Jackie. Thanks everyone for joining us. I know this is a very busy morning. A lot of banks have these calls going on, so if you joined our call, we appreciate it very much. I know it was not an easy choice. Before we get into the numbers, I want to take a minute of your time and do my public service announcement, which I usually do towards the end of the call, but I'm going to start this time with that. You've heard this announcement from me before at previous earnings releases, at meetings I've had with investors, and conferences we've done. We've been talking about this for some time, but I think it bears repeating. Our business is a fairly seasonal business, and that seasonality is well understood by us and has been demonstrated now over several year cycles.

Raj Singh: Thank you, Jackie. Thanks everyone for joining us. I know this is a very busy morning. A lot of banks have these calls going on, so if you joined our call, we appreciate it very much. I know it was not an easy choice. Before we get into the numbers, I want to take a minute of your time and do my public service announcement, which I usually do towards the end of the call, but I'm going to start this time with that. You've heard this announcement from me before at previous earnings releases, at meetings I've had with investors, and conferences we've done.

Speaker #3: I know you had it was not an easy choice but before we get into the numbers, I want to take a minute of your time and do my public service announcement, which I usually do towards the end of the call, but I'm going to start this time with that.

Speaker #3: And you've heard this announcement from me before, at previous earnings releases, at meetings I've had with investors, in conferences we've done. We've been talking about this for some time, but I think it bears repeating.

Raj Singh: We've been talking about this for some time, but I think it bears repeating. Our business is a fairly seasonal business, and that seasonality is well understood by us and has been demonstrated now over several year cycles.

Speaker #3: So our business is a fairly seasonal business, and that seasonality is well understood by us and has been demonstrated now over several cycles, several year cycles.

Speaker #3: And I'll talk about that in a little bit of just as a refresher of what that seasonality is. Deposits and loans, I'll talk about them separately because they behave separately.

Rajinder P. Singh: I'll talk about that in a little bit just as a refresher of what that seasonality is. Deposits and loans, I'll talk about them separately because they behave separately. Our deposit balances, especially NIDDA, they start declining sometime in mid to late December and they bottom out deep in Q1. They start to rebound back late in Q1 towards the end of Q1, and then they go straight up in Q2. Usually, Q2 is our strongest NIDDA growth quarter. They stabilize in Q3, and then in Q4, the cycle again begins with declines in December. Now we've observed this for many, many years. Loan production, and again, production, not balances. Loan production, especially C&I loan production, starts slow in Q1. That's our slowest quarter.

Raj Singh: I'll talk about that in a little bit just as a refresher of what that seasonality is. Deposits and loans, I'll talk about them separately because they behave separately. Our deposit balances, especially NIDDA, they start declining sometime in mid to late December and they bottom out deep in Q1. They start to rebound back late in Q1 towards the end of Q1, and then they go straight up in Q2. Usually, Q2 is our strongest NIDDA growth quarter. They stabilize in Q3, and then in Q4, the cycle again begins with declines in December. Now we've observed this for many, many years. Loan production, and again, production, not balances. Loan production, especially C&I loan production, starts slow in Q1. That's our slowest quarter.

Speaker #3: Our deposit balances—especially NIDDA—they start declining sometime in mid to late December, and they bottom out deep in the first quarter. They start to rebound back late in the first quarter, towards the end of the first quarter, and then they go straight up in the second quarter. Usually, the second quarter is our strongest NIDDA growth quarter.

Speaker #3: They stabilize in third quarter, and then in fourth quarter the cycle again begins with declines in December. Now, we've observed this for many, many years.

Speaker #3: Loan production, and again, production, not balances. Loan production—especially CNI loan production—starts slow in the first quarter. That's our slowest quarter. It picks up steam in Q2 and Q3, and Q4 tends to be our biggest production quarter.

Rajinder P. Singh: It picks up steam in Q2 and Q3, and Q4 tends to be our biggest production quarter. We saw that last year, the year before, and we expect to have the same happen this year. There is some seasonality in expenses, but I think that's not just to us. That's everyone has that with FICA and stuff that happens in Q1, so I won't get into those details. Now, when this happens, especially these big swings in NIDDA, it impacts our margin. It impacts our margin impacts our revenue, that impacts our bottom line, EPS, and ROA. What happens when you look from Q4 to Q1, you see a pretty meaningful drop in earnings, in ROA, in EPS, and so on. If you look to Q2, it kind of rebounds all the way back, if not, generally more than all the way back.

Raj Singh: It picks up steam in Q2 and Q3, and Q4 tends to be our biggest production quarter. We saw that last year, the year before, and we expect to have the same happen this year. There is some seasonality in expenses, but I think that's not just to us. That's everyone has that with FICA and stuff that happens in Q1, so I won't get into those details. Now, when this happens, especially these big swings in NIDDA, it impacts our margin. It impacts our margin impacts our revenue, that impacts our bottom line, EPS, and ROA.

Speaker #3: We saw that last year, the year before, and we expect to have the same happen this year. There is some seasonality in expenses, but I think that's not just to us.

Speaker #3: That's everyone has that with FICA and stuff that happens in the first quarter. So I won't get into those details. Now, when this happens, especially this big swings in NIDDA, it impacts our margin.

Speaker #3: It impacts our margin. Margin impacts our revenue. That impacts our bottom line, EPS, and ROA. So what happens when you look from Q4 to Q1, you see pretty meaningful drop in earnings, in ROA, in EPS, and so on.

Raj Singh: What happens when you look from Q4 to Q1, you see a pretty meaningful drop in earnings, in ROA, in EPS, and so on. If you look to Q2, it kind of rebounds all the way back, if not, generally more than all the way back.

Speaker #3: But then if you look to Q2, it kind of rebounds all the way back, if not generally more than all the way back. So in fact, yesterday, as I was writing down my notes on what I'm going to say on this call, I do this the day before I sit down with a yellow pad, and I handwrite what I'm going to say.

Rajinder P. Singh: In fact, yesterday, as I was writing down my notes on what I'm going to say on this call, I do this the day before. I sit down with a yellow pad and I hand write what I'm going to say. I had this déjà vu moment. Like, "I think I've done this before." I went back and I looked at my notes. Surprisingly, I actually still held onto my notes from my call a year ago. It wasn't a déjà vu moment, it was that I've been here before. This is exactly what happened a year ago. I just quickly jotted down what happened Q4 last year to Q1 of last year. Q4 2024 going into 2025, what happened to earnings, EPS, ROA, and all that stuff. I compared it to what happened this year.

Raj Singh: In fact, yesterday, as I was writing down my notes on what I'm going to say on this call, I do this the day before. I sit down with a yellow pad and I hand write what I'm going to say. I had this déjà vu moment. Like, "I think I've done this before." I went back and I looked at my notes. Surprisingly, I actually still held onto my notes from my call a year ago. It wasn't a déjà vu moment, it was that I've been here before. This is exactly what happened a year ago. I just quickly jotted down what happened Q4 last year to Q1 of last year. Q4 2024 going into 2025, what happened to earnings, EPS, ROA, and all that stuff. I compared it to what happened this year.

Speaker #3: I had this deja vu moment. I think I've done this before. And I went back and I looked at my notes surprisingly. I actually still held onto my notes from my call a year ago.

Speaker #3: And it wasn't a deja vu moment. It was that I've been here before. This is exactly what happened a year ago. So I just quickly jotted down what happened Q4 last year, to first quarter of last year, so Q4 '24 into going into '25, what happened to earnings, EPS, ROA, and all that stuff.

Speaker #3: And I compared it to what happened this year. And our earnings quarter over quarter declined by 11 million this time last year. This year, they've declined 10.

Rajinder P. Singh: Our earnings quarter over quarter declined by $11 million this time last year. This year, they've declined $10 million. EPS declined 13 basis points. This year it was 11. ROA declined 10 basis points last year, this year it was 9. Slightly better, but kind of in the same ballpark. That's just the seasonality of the business. The moral of the story is, don't look at quarter over quarter, look at year over year or trailing 12 months. I know it's a fast-changing world, and we're all believers in the here and now. But if you just look at the very short term, it will throw you off both in quarters in which seasonality works against us and in quarters in which seasonality works for us, which will be the next quarter. With that PSA out of the way, let me get into the numbers.

Raj Singh: Our earnings quarter over quarter declined by $11 million this time last year. This year, they've declined $10 million. EPS declined 13 basis points. This year it was 11. ROA declined 10 basis points last year, this year it was 9. Slightly better, but kind of in the same ballpark. That's just the seasonality of the business. The moral of the story is, don't look at quarter over quarter, look at year over year or trailing 12 months. I know it's a fast-changing world, and we're all believers in the here and now.

Speaker #3: EPS declined 13 basis points this year. It was 11. ROA declined 10 basis points last year. This year, it was 9, slightly better, but kind of in the same ballpark.

Speaker #3: That's just the seasonality of the business. So the moral of the story is don't look at quarter over quarter. Look at year over year or trailing 12 months.

Speaker #3: I know it's a fast-changing world, and we're all in the 'believe in the here and now.' But if you just look at the very short term, it will throw you off—both in quarters in which seasonality works against us, and in quarters in which seasonality works for us, which will be the next quarter.

Raj Singh: But if you just look at the very short term, it will throw you off both in quarters in which seasonality works against us and in quarters in which seasonality works for us, which will be the next quarter. With that PSA out of the way, let me get into the numbers.

Speaker #3: So with that PSA out of the way, let me get into the numbers. So earnings for the first quarter came in at 62 million dollars.

Rajinder P. Singh: Earnings for the Q1 came in at $62 million. EPS was $0.83. I'll compare this to Q1 of last year, like I just said. Last year, earnings were $58 million, and EPS was $0.78. Excuse me. NIM was at 2.99. Last year this time, NIM was 2.81. PPNR was $106 million. Last year, PPNR at this time was $95.2 million, about 11.5% growth. Despite seasonal pressure on NIDDA, like I just mentioned, in the quarter, deposits did grow. Non-broker deposits grew to $177 million. We used most of them to pay down brokered, so net growth was about $7 million. Again, like I mentioned, should be looking at annual numbers or trailing 12 months numbers. Over the last 12 months, non-broker deposits grew by $1.4 billion, NIDDA grew by $875 million.

Raj Singh: Earnings for the Q1 came in at $62 million. EPS was $0.83. I'll compare this to Q1 of last year, like I just said. Last year, earnings were $58 million, and EPS was $0.78. Excuse me. NIM was at 2.99. Last year this time, NIM was 2.81. PPNR was $106 million. Last year, PPNR at this time was $95.2 million, about 11.5% growth. Despite seasonal pressure on NIDDA, like I just mentioned, in the quarter, deposits did grow. Non-broker deposits grew to $177 million. We used most of them to pay down brokered, so net growth was about $7 million. Again, like I mentioned, should be looking at annual numbers or trailing 12 months numbers. Over the last 12 months, non-broker deposits grew by $1.4 billion, NIDDA grew by $875 million.

Speaker #3: EPS was 83 cents. And I'll compare this to first quarter of last year, like I just said. Last year, earnings were 58 million, and EPS was 78 cents.

Speaker #3: Excuse me. NIM was at 299 last year. This time, NIM was 281. PPNR was 106 million last year. PPNR this time was 95.2 million, about 11 and a half percent growth.

Speaker #3: Despite seasonal pressure on NIDDA, like I just mentioned, in the quarter, deposits did grow, non-broker deposits grew 277 million. We used most of them to pay down brokers, so net growth was about 7 million.

Speaker #3: But again, like I mentioned, should be looking at annual numbers or trailing 12-month numbers. So over the last 12 months, non-broker deposits grew by 1.4 billion.

Speaker #3: NIDDA grew by 875 million. I would actually even go further and say period end balances don't mean as much as average balances do. An average NIDDA grew by more than a billion.

Rajinder P. Singh: I would actually even go further and say period end balances don't mean as much as average balances do. An average NIDDA grew by more than $1 billion. I think it was $1.05 billion. I'm looking at Jim to confirm, but I think it was $1.05 billion. Talking of loans. Loans over the last year grew by $906 million. This quarter grew only $9 million. Non-core loans continue to shrink pretty consistently. That's been now going on for several quarters. Not much. Nothing new over there. Let's switch to credit. We made a lot of progress on credit this quarter. NPLs were down $98 million. That's 26%. And criticized and classifieds were down $146 million or 12%. Now that 26% and 12% is just the progress we made in the last three months. That's not an annualized number.

Raj Singh: I would actually even go further and say period end balances don't mean as much as average balances do. An average NIDDA grew by more than $1 billion. I think it was $1.05 billion. I'm looking at Jim to confirm, but I think it was $1.05 billion. Talking of loans. Loans over the last year grew by $906 million. This quarter grew only $9 million. Non-core loans continue to shrink pretty consistently. That's been now going on for several quarters. Not much. Nothing new over there. Let's switch to credit. We made a lot of progress on credit this quarter. NPLs were down $98 million. That's 26%. And criticized and classifieds were down $146 million or 12%. Now that 26% and 12% is just the progress we made in the last three months. That's not an annualized number.

Speaker #3: I think it was a billion 50, if I'm looking at Jim to confirm, but I think it was a billion 50. Talking of loans, loans over the last year grew by 906 million.

Speaker #3: This quarter grew only $9 million. Non-core loans continue to shrink pretty consistently. That's been going on for several quarters now, so nothing much new over there.

Speaker #3: Let's switch to credit. So we made a lot of progress on credit this quarter. NPLs were down 98 million. That's 26%. And criticizing classifieds were down 146 million or 12%.

Speaker #3: Now, that 26 and 12% is just the progress we made in the last three months. That's on an annualized number. Our coverage ratio of ACL to NPLs improved from 59 to 76%.

Rajinder P. Singh: Our coverage ratio of ACL to NPLs improved from 59% to 76%. Switching to provision, with respect to provision, we continue to be cautious. The geopolitical landscape has changed in the three months since we last spoke to you. We did use $8 million in qualitative factors in our provisioning to kind of account for that uncertainty. Tom can talk more about this, but I don't think we've seen any meaningful change from what our customers are telling us in terms of their plans, their capital investments, and so on. I will also say that they are very keenly aware of the situation in the Middle East and are watching it like as they should. Smart money seems to be betting that the conflict in the Middle East will wrap up in a matter of days or weeks and not months.

Raj Singh: Our coverage ratio of ACL to NPLs improved from 59% to 76%. Switching to provision, with respect to provision, we continue to be cautious. The geopolitical landscape has changed in the three months since we last spoke to you. We did use $8 million in qualitative factors in our provisioning to kind of account for that uncertainty. Tom can talk more about this, but I don't think we've seen any meaningful change from what our customers are telling us in terms of their plans, their capital investments, and so on.

Speaker #3: Switching to provision, with respect to provision, we continue to be cautious. The geopolitical landscape has changed in the three months since we last spoke to you.

Speaker #3: And we did use 8 million dollars in qualitative factors in our provisioning to kind of account for that uncertainty. Tom can talk more about this, but I don't think we've seen any meaningful change from the way what our customers are telling us in terms of their plans and their capital investments and so on.

Speaker #3: But I will also say that they are very keenly aware of the situation in the Middle East and are watching it as they should.

Raj Singh: I will also say that they are very keenly aware of the situation in the Middle East and are watching it like as they should. Smart money seems to be betting that the conflict in the Middle East will wrap up in a matter of days or weeks and not months.

Speaker #3: Smart money seems to be betting that the conflict in the Middle East will wrap up in a matter of days or weeks, and not months.

Speaker #3: But only time will tell how that will play out. So like I said, I'll go back and say we did use some qualitative factors to the tune of 8 million dollars for that uncertainty.

Rajinder P. Singh: Only time will tell how that will play out. Like I said, I'll go back and say we did use some qualitative factors to the tune of $8 million for that uncertainty. Switching to other aspects of the P&L NIM, like I said, came down to 2.99%, and that number was within sort of the ranges of outcomes that we were expecting when we modeled this in our numbers back in December. All the other numbers are not that notable for me to get into. I'll leave some of the stuff for Tom and Jim to talk about. Oh, yeah, we did buy back 1.3 million shares as we had promised. We're off to a good start on the buyback, and we still have just a hair under $200 million in dry powder left, and we'll continue to use that. Guidance. No change to guidance.

Raj Singh: Only time will tell how that will play out. Like I said, I'll go back and say we did use some qualitative factors to the tune of $8 million for that uncertainty. Switching to other aspects of the P&L NIM, like I said, came down to 2.99%, and that number was within sort of the ranges of outcomes that we were expecting when we modeled this in our numbers back in December. All the other numbers are not that notable for me to get into. I'll leave some of the stuff for Tom and Jim to talk about.

Speaker #3: Switching to other aspects of the P&L, NIM, like I said, came down to 2.99%. And that number was within sort of the ranges of outcomes that we were expecting when we modeled this in our numbers back in December.

Speaker #3: All the other numbers are not that notable for me to get into. I'll leave some of the stuff for Tom and Jim to talk about.

Speaker #3: Oh, yeah, we did buy back a million three shares as we had promised. So we're off to a good start on the buyback, and we still have just a hair under 200 million in dry powder left, and we'll continue to use that.

Raj Singh: Oh, yeah, we did buy back 1.3 million shares as we had promised. We're off to a good start on the buyback, and we still have just a hair under $200 million in dry powder left, and we'll continue to use that. Guidance. No change to guidance.

Speaker #3: Lastly, guidance, no change to guidance. So what we gave you stays. That's a full-year guidance that we gave you when we were still feeling pretty good about those numbers.

Rajinder P. Singh: What we gave you stays. That's a full-year guidance that we gave you, and we're still feeling pretty good about those numbers. I think not much has changed actually, since we gave you guidance in our business or in the economy. I guess in the economy, you could say the conflict in the Middle East is sort of the only new factor. It looks like it's moving towards some kind of resolution in the short term. With that, I will turn it over to Tom.

Raj Singh: What we gave you stays. That's a full-year guidance that we gave you, and we're still feeling pretty good about those numbers. I think not much has changed actually, since we gave you guidance in our business or in the economy. I guess in the economy, you could say the conflict in the Middle East is sort of the only new factor. It looks like it's moving towards some kind of resolution in the short term. With that, I will turn it over to Tom.

Speaker #3: I think not much has changed, actually, since we gave you guidance in our business or in the economy. I guess in the economy, you could say the conflict in the Middle East is sort of the only new factor.

Speaker #3: But it looks like it's moving towards some kind of resolution in the short term. So with that, I will turn it over to Tom.

Speaker #3: Great, thanks, Raj. Yep. So I have a little bit of my own public service announcement today as well to follow with Raj. So before I—I want to talk about deposits first and sort of deposit strategy.

Thomas M. Cornish: Great. Thanks, Raj.

Tom Cornish: Great. Thanks, Raj.

Rajinder P. Singh: Yep.

Raj Singh: Yep.

Thomas M. Cornish: I have a little bit of my own public service announcement today as well to

Tom Cornish: I have a little bit of my own public service announcement today as well to

Rajinder P. Singh: It's a day of PSAs.

Raj Singh: It's a day of PSAs.

Thomas M. Cornish: ... to follow with Raj. I want to talk about deposits first and sort of deposit strategy. Before I dig into some of the numbers, some of which Raj has already covered, I wanted to back up a little bit and just talk about sort of what are we trying to do with the overall deposit and client book and over a longer period of time, and how has that performed. When I look at it, I would say we have three major goals. One is to be a top-tier performer in NIDDA growth. Our NIDDA, as you know, is largely commercial NIDDA. When I look at that number, as Raj said, we're up period to period from Q1 last year, $875 million or 11%, which is a pretty impressive number. On an average basis, we're up $1.05 billion that Raj mentioned.

Tom Cornish: ... to follow with Raj. I want to talk about deposits first and sort of deposit strategy. Before I dig into some of the numbers, some of which Raj has already covered, I wanted to back up a little bit and just talk about sort of what are we trying to do with the overall deposit and client book and over a longer period of time, and how has that performed. When I look at it, I would say we have three major goals. One is to be a top-tier performer in NIDDA growth. Our NIDDA, as you know, is largely commercial NIDDA.

Speaker #3: Before I dig into some of the numbers, some of which Raj has already covered, I wanted to back up a little bit and just talk about sort of what are we trying to do with the overall deposit and client book?

Speaker #3: And over a longer period of time, and how is that performed? So when I look at it, I would say we have three major goals.

Speaker #3: One is to be a top-tier performer in NIDDA growth. And our NIDDA, as you know, is largely commercial NIDDA. So when I look at that number, as Raj said, we're up period to period from first quarter last year, 875 million, or 11%, which is a pretty impressive number.

Tom Cornish: When I look at that number, as Raj said, we're up period to period from Q1 last year, $875 million or 11%, which is a pretty impressive number. On an average basis, we're up $1.05 billion that Raj mentioned.

Speaker #3: On an average basis, we're up the billion 50 million, that Raj mentioned. So strategy kind of number one of being a high-level NIDDA growth organization, and that being a central part of our business focus, I think, has been well accomplished.

Thomas M. Cornish: Strategy kind of number one of being a high-level NIDDA growth organization and that being a central part of our business focus, I think has been well accomplished. The second major emphasis is being a payment processor and transactional bank for our clients and making sure that we maintain good pricing discipline around all the products and services that we sell that flow through commercial NIDDA, and making sure that we are effectively cross-selling as many products as we can into the client base. I kind of measure that by, is our service charges on deposit growth greater than our NIDDA growth? And when it is, to me, that seems to be a multiplier effect on that. If we look at service charges on deposits year over year, Q1 to Q1, we're up 18.8% versus an 11% deposit growth.

Tom Cornish: Strategy kind of number one of being a high-level NIDDA growth organization and that being a central part of our business focus, I think has been well accomplished. The second major emphasis is being a payment processor and transactional bank for our clients and making sure that we maintain good pricing discipline around all the products and services that we sell that flow through commercial NIDDA, and making sure that we are effectively cross-selling as many products as we can into the client base. I kind of measure that by, is our service charges on deposit growth greater than our NIDDA growth? And when it is, to me, that seems to be a multiplier effect on that. If we look at service charges on deposits year over year, Q1 to Q1, we're up 18.8% versus an 11% deposit growth.

Speaker #3: The second major emphasis is being a payment processor and transactional bank for our clients and making sure that we maintain good pricing discipline around all the products and services that we sell that flow through commercial NIDDA.

Speaker #3: And making sure that we are effectively cross-selling as many products as we can into the client base. So I kind of measure that by is our service charges on deposit growth greater than our NIDDA growth?

Speaker #3: And when it is, to me, that seems to be a multiplier effect on that. So if we look at service charges on deposits, year over year, first quarter to first quarter, we're up 18.8% versus an 11% deposit growth.

Speaker #3: So to me, that means we're executing on the strategy of ensuring that that book is well sold, well priced, and client relationships are becoming very sticky.

Thomas M. Cornish: To me, that means we're executing on the strategy of ensuring that that book is well sold, well-priced, and client relationships are becoming very sticky. The last part, which is really the hardest work, is managing deposit cost. You'll see we had a decline in average deposit cost for the quarter, and I'll go through those numbers. The process of managing deposit cost, especially in a period of time where we're not forecasting a Fed funds rate decrease that we can lean into, is hard work. We are consistently doing that. Raj and I were talking now, we have a series of rate cuts that are going in this week on the deposit book. We are consistently analyzing the deposit book and looking to make it more cost-effective.

Tom Cornish: To me, that means we're executing on the strategy of ensuring that that book is well sold, well-priced, and client relationships are becoming very sticky. The last part, which is really the hardest work, is managing deposit cost. You'll see we had a decline in average deposit cost for the quarter, and I'll go through those numbers. The process of managing deposit cost, especially in a period of time where we're not forecasting a Fed funds rate decrease that we can lean into, is hard work. We are consistently doing that. Raj and I were talking now, we have a series of rate cuts that are going in this week on the deposit book. We are consistently analyzing the deposit book and looking to make it more cost-effective.

Speaker #3: The last part, which is really the hardest work, is managing deposit cost. And you'll see we had a decline in average deposit cost for the quarter, and I'll go through those numbers.

Speaker #3: But the process of managing deposit cost, especially in a period of time where we're not forecasting a Fed funds rate decrease that we can lean into, is hard work.

Speaker #3: And we are consistently doing that. We just, Raj and I were talking now, we have a series of rate cuts that are going in this week on the deposit book.

Speaker #3: So, we are consistently analyzing the deposit book and looking to make it more cost-effective. So when I think about it, those are the big three strategies that we try to execute around when we think about the client book and the deposit book as a whole.

Thomas M. Cornish: When I think kind of about those are the big three strategies that we try to execute around when we think about the client book and the deposit book as a whole. With that, a little bit more detail. As Raj mentioned, non-broker deposits were up by $277 million from the previous quarter and $1.4 billion from a year ago. NIDDA represents 30% of total deposits. Our average cost of deposits declined by 6 basis points from the previous quarter from 218 to 212. Wholesale funding declined by $70 million from the previous quarter and $749 million from the previous year. As I said, service charge revenue was up 18.8% for the quarter. As we look into Q2, which is on the deposit side, traditionally our best quarter.

Tom Cornish: When I think kind of about those are the big three strategies that we try to execute around when we think about the client book and the deposit book as a whole. With that, a little bit more detail. As Raj mentioned, non-broker deposits were up by $277 million from the previous quarter and $1.4 billion from a year ago. NIDDA represents 30% of total deposits. Our average cost of deposits declined by 6 basis points from the previous quarter from 218 to 212. Wholesale funding declined by $70 million from the previous quarter and $749 million from the previous year. As I said, service charge revenue was up 18.8% for the quarter. As we look into Q2, which is on the deposit side, traditionally our best quarter.

Speaker #3: So with that, a little bit more detail as Raj mentioned, non-broker deposits, we're up by 277 million. From the previous quarter, and 1.4 billion from a year ago.

Speaker #3: NIDDA represents 30% of total deposits. Our average cost of deposits declined by six basis points from the previous quarter from 218 to 212. Wholesale funding declined by 70 million.

Speaker #3: From the previous quarter and 749 million from the previous year. And as I said, service charge revenue was up 18.8% for the quarter. As we look into the second quarter, which is on the deposit side, traditionally, our best quarter, we have a high level of conviction around very strong deposit growth and NIDDA growth in the quarter.

Thomas M. Cornish: We have a high level of conviction around very strong deposit growth and NIDDA growth in the quarter. It's our best quarter typically. All indications from pipeline and activity and business that's in closing documentation is that it'll be a very strong quarter. On the loan side, as Raj noted, it was fairly typical Q1 for us. CRE and mortgage warehouse lending were up $76 million and $77 million respectively. C&I declined by $144 million from the previous quarter. Part of that is declining off of higher utilization rates that we tend to see at the end of the quarter. Q1, particularly in our larger corporate business, tends to always be a bit softer because of the financial statements timing for new business that comes through. Resi continued to decline as part of our emphasis to focus on the commercial lending business.

Tom Cornish: We have a high level of conviction around very strong deposit growth and NIDDA growth in the quarter. It's our best quarter typically. All indications from pipeline and activity and business that's in closing documentation is that it'll be a very strong quarter. On the loan side, as Raj noted, it was fairly typical Q1 for us. CRE and mortgage warehouse lending were up $76 million and $77 million respectively. C&I declined by $144 million from the previous quarter.

Speaker #3: It's our best quarter typically, and all indications from pipeline and activity and business that's in closing documentation is that it'll be a very strong quarter.

Speaker #3: On the loan side, as Raj noted, it was fairly typical first quarter for us. Kree and Mortgage Warehouse Lending were up 76 million and 77 million, respectively.

Speaker #3: CNI declined by 144 million. From the previous quarter, part of that is declining off of higher utilization rates. That we tend to see at the end of the quarter.

Tom Cornish: Part of that is declining off of higher utilization rates that we tend to see at the end of the quarter. Q1, particularly in our larger corporate business, tends to always be a bit softer because of the financial statements timing for new business that comes through. Resi continued to decline as part of our emphasis to focus on the commercial lending business.

Speaker #3: First quarter, particularly in our larger corporate business, tends to always be a bit softer because of the financial statements timing for new business that comes through.

Speaker #3: RESI continued to decline as part of our emphasis to focus on the commercial lending business. And so, I think it was about what we expected to see for the quarter.

Thomas M. Cornish: I think it was about what we expected to see for the quarter. Few comments on CRE that I typically make. The CRE portfolio is now just under 30% of the overall book. Within the CRE book, if you look at page 9 in the detailed analysis, you'll continue to see that it's a well-balanced portfolio across all asset classes. Virtually all asset classes are somewhere between 20% and 25%. Maintaining a good quality balance in the CRE book is important. You'll note that the total weighted average debt service coverage for all property types is 1.84, and the average loan-to-value is 55.4%. The portfolio continues to perform well. This is probably the last quarter I'll actually point this out, but we continue to see improvements in the office book.

Tom Cornish: I think it was about what we expected to see for the quarter. Few comments on CRE that I typically make. The CRE portfolio is now just under 30% of the overall book. Within the CRE book, if you look at page nine in the detailed analysis, you'll continue to see that it's a well-balanced portfolio across all asset classes. Virtually all asset classes are somewhere between 20% and 25%. Maintaining a good quality balance in the CRE book is important. You'll note that the total weighted average debt service coverage for all property types is 1.84, and the average loan-to-value is 55.4%. The portfolio continues to perform well. This is probably the last quarter I'll actually point this out, but we continue to see improvements in the office book.

Speaker #3: A few comments on Kree. That I typically make. The Kree portfolio is now just under 30% of the overall book, and within the Kree book, if you look at page 9 in the detailed analysis, you'll continue to see that it's a well-balanced portfolio across all asset classes, virtually all asset classes are somewhere between 20 and 25 percent.

Speaker #3: And so maintaining a good quality balance in the Kree book is important. You'll note that the total weighted average debt service coverage for all property types is 1.84, and the average loan to value is 55.4%.

Speaker #3: So portfolio continues to perform well. It's probably the last quarter I'll actually point this out, but we continue to see improvements in the office book.

Speaker #3: You'll note the office book on page 9, the weighted average debt service coverage ratio is now up to 1.78. It's typically been running in the 1.54, 1.55 range.

Thomas M. Cornish: You'll note the office book on Page 9, the weighted average debt service coverage ratio is now up to 1.78. It's typically been running in the 1.54, 1.55 range. What we're seeing is continued improvements in leasing. We've seen a reduction in the office book, which the traditional office book is now only about 16% of the book, and about 4% is medical office building. We're also each quarter starting to see this narrowing that we've talked about in the past, which is the gap between physical occupancy and economic occupancy. As lease rate abatements start to run off, we see a closing of that. We saw a pretty significant increase in the weighted average debt service coverage over the last few quarters. At 1.78, it's a pretty strong performing portfolio right now. That's my coverage on CRE.

Tom Cornish: You'll note the office book on page nine, the weighted average debt service coverage ratio is now up to 1.78. It's typically been running in the 1.54, 1.55 range. What we're seeing is continued improvements in leasing. We've seen a reduction in the office book, which the traditional office book is now only about 16% of the book, and about 4% is medical office building. We're also each quarter starting to see this narrowing that we've talked about in the past, which is the gap between physical occupancy and economic occupancy. As lease rate abatements start to run off, we see a closing of that. We saw a pretty significant increase in the weighted average debt service coverage over the last few quarters. At 1.78, it's a pretty strong performing portfolio right now. That's my coverage on CRE.

Speaker #3: And what we're seeing is continued improvements in leasing. We've seen a reduction in the office book, which the traditional office book is now only about 16% of the book and about 4% is medical office building.

Speaker #3: And we're also each quarter starting to see this narrowing that we've talked about in the past, which is the gap between physical occupancy and economic occupancy, as lease rate abatements start to run off.

Speaker #3: We see a closing of that. So we saw pretty significant increase in the weighted average debt service coverage over the last few quarters. And 1.78, it's a pretty strong performing portfolio right now.

Speaker #3: So that's my coverage on Kree, and I think with that, I'll turn it over to Jim.

Thomas M. Cornish: I think with that, I'll turn it over to Jim.

Tom Cornish: I think with that, I'll turn it over to Jim.

Speaker #1: Great. Thanks, Tom. As Raj walked through, it's worth mentioning again, our first quarter is our seasonally light quarter for most of our businesses. So therefore, comparisons to the fourth quarter are always difficult to make.

James G. Mackey: Great. Thanks, Tom. As Raj walked through, it's worth mentioning again, our Q1 is our seasonally light quarter for most of our businesses. Therefore, comparisons to Q4 are always difficult to make. I don't want to repeat a bunch of the numbers that Raj took you through, but I do want to hit just a couple other highlights. If I just focus on the full-year trends, you definitely see steady improvement in most of our key performance indicators that we look at. Net income was up 5%, PPNR was up 10%, ROA was up 6%, EPS was up 6%, and NIM was up 18 basis points. The trends year-over-year are really good and definitely in line with the guidance that we gave you at last quarter. We put in the press release just for full transparency.

Jim Mackey: Great. Thanks, Tom. As Raj walked through, it's worth mentioning again, our Q1 is our seasonally light quarter for most of our businesses. Therefore, comparisons to Q4 are always difficult to make. I don't want to repeat a bunch of the numbers that Raj took you through, but I do want to hit just a couple other highlights. If I just focus on the full-year trends, you definitely see steady improvement in most of our key performance indicators that we look at. Net income was up 5%, PPNR was up 10%, ROA was up 6%, EPS was up 6%, and NIM was up 18 basis points. The trends year-over-year are really good and definitely in line with the guidance that we gave you at last quarter. We put in the press release just for full transparency.

Speaker #1: I don't want to repeat a bunch of the numbers that Raj took you through, but I do want to hit just a couple of other highlights.

Speaker #1: So if I just focus on the full year trends, you definitely see steady improvement in most of our key performance indicators. That we look at net income was up 5%.

Speaker #1: PP&R was up 10%. ROA was up 6%. EPS was up 6%. And NIM was up 18 basis points. So the trends year over year are really good, and definitely in line with the guidance that we gave you at the last quarter.

Speaker #1: So we put in the press release just for full transparency, we do want to call out a couple of notable items this quarter: the impact was negligible across both of them as they largely offset each other.

James G. Mackey: We did want to call out a couple notable items this quarter. The impact was negligible across both of them as they largely offset each other. Just to highlight them, we did have a variety of year-end compensation-related items. That was largely just due to the really strong performance of the company last year and also the strong stock performance. This was more than offset by the reversal of our previously accrued FDIC special assessments. Turning to NII and NIM, as Raj mentioned, relative to the prior quarter, we typically see a downward trend. We also added in the materials on page 5, just a chart for the last few years, so you could easily see those trends. Thought it'd be helpful.

Jim Mackey: We did want to call out a couple notable items this quarter. The impact was negligible across both of them as they largely offset each other. Just to highlight them, we did have a variety of year-end compensation-related items. That was largely just due to the really strong performance of the company last year and also the strong stock performance. This was more than offset by the reversal of our previously accrued FDIC special assessments. Turning to NII and NIM, as Raj mentioned, relative to the prior quarter, we typically see a downward trend. We also added in the materials on page five, just a chart for the last few years, so you could easily see those trends. Thought it'd be helpful.

Speaker #1: But just to highlight them, we did have a variety of year-end compensation-related items. And that was largely just due to the really strong performance of the company last year and also the strong stock performance.

Speaker #1: And this was more than offset by the reversal of our previously accrued FDIC special assessments. So, turning to NII and NIM, as Raj mentioned, relative to the prior quarter, we typically see a downward trend.

Speaker #1: We also added in the materials, on page 5, just a chart for the last few years so you could easily see those trends. Thought it'd be helpful.

Speaker #1: Now, the dip from first quarter to fourth quarter this year was a few basis points larger than last year, certainly less than back in '23.

James G. Mackey: Now, the dip from Q1 to Q4 this year was a few basis points larger than last year, certainly less than back in 2023. Just wanted to call out what was driving that. It was a variety of small things. It was nothing large. It was all the things that we were sort of modeling going into it broadly. We saw the full quarter impact of the Fed rate cuts last year as it flowed through the balance sheet. Notably, in the securities portfolio, some of the timing of those cuts were present more in the first quarter than in the fourth as certain coupons reset. We also had a higher reliance on broker deposits due to the NIDDA seasonality that we've been talking about. We also did some activities in our investment portfolio.

Jim Mackey: Now, the dip from Q1 to Q4 this year was a few basis points larger than last year, certainly less than back in 2023. Just wanted to call out what was driving that. It was a variety of small things. It was nothing large. It was all the things that we were sort of modeling going into it broadly. We saw the full quarter impact of the Fed rate cuts last year as it flowed through the balance sheet. Notably, in the securities portfolio, some of the timing of those cuts were present more in the first quarter than in the fourth as certain coupons reset. We also had a higher reliance on broker deposits due to the NIDDA seasonality that we've been talking about. We also did some activities in our investment portfolio.

Speaker #1: But I just wanted to call out what was driving that. And it was a variety of small things. It was nothing large. It was all the things that we were sort of modeling going into it broadly.

Speaker #1: We saw the full quarter impact of the Fed rate cuts last year, as it flowed through the balance sheet. And notably, in the securities portfolio, some of the timing of those cuts were present more in the first quarter than in the fourth, as certain coupons reset.

Speaker #1: We also had a higher reliance on brokered deposits due to the NIDDA seasonality that we've been talking about. We also did some activities in our investment portfolio, where we had some opportunities to pre-fund some purchases and things like that because of the situation in the marketplace.

James G. Mackey: We had some opportunities to pre-fund some purchases and things like that because of the situation in the marketplace. We had a higher reliance on broker deposits in the quarter, and also the broker deposits were a little more expensive this year than historical. It's a little unclear exactly what was driving that. I don't know if it was from the war, the activities in Iran or what, but it was elevated costs that we don't typically see. NII was up $16 million or 7% from a year ago. As I mentioned, NIM expanded 18 basis points. This is driven by the common theme that we've been talking about, that we've been reducing the cost of our deposits at a faster clip than the decline in our loan yields. Importantly, the NIDDA balances were up $875 million or 11% from a year ago.

Jim Mackey: We had some opportunities to pre-fund some purchases and things like that because of the situation in the marketplace. We had a higher reliance on broker deposits in the quarter, and also the broker deposits were a little more expensive this year than historical. It's a little unclear exactly what was driving that. I don't know if it was from the war, the activities in Iran or what, but it was elevated costs that we don't typically see. NII was up $16 million or 7% from a year ago. As I mentioned, NIM expanded 18 basis points.

Speaker #1: So, we had a higher reliance on brokered deposits in the quarter, and also the brokered deposits were a little more expensive this year than historically.

Speaker #1: It's a little unclear exactly what was driving that. I don't know if it was from the war, the activities in Iran or what, but it was elevated costs that we don't typically see.

Speaker #1: NII was up 16 million or 7% from a year ago. And as I mentioned, NIM expanded 18 basis points. And this is driven by the common theme that we've been talking about.

Jim Mackey: This is driven by the common theme that we've been talking about, that we've been reducing the cost of our deposits at a faster clip than the decline in our loan yields. Importantly, the NIDDA balances were up $875 million or 11% from a year ago.

Speaker #1: That we've been reducing the cost of our deposits, a faster clip than the decline in our loan yields. Importantly, the NIDDA balances were up 875 million or 11% from a year ago.

James G. Mackey: Those are the spot, not the average. On the credit side, as Raj mentioned, credit trends are quite positive overall, which portends improvement going forward. Criticized and classified was down $333 million or 24% from a year ago. Just since last quarter, non-performing loans were down $98 million or 26%. Now, some of these improvements were resolved through charge-offs. That's why you did see some elevated charge-offs this quarter. It was $36 million. It was largely driven by just a few C&I loans. This brings our trailing 12-month charge-off rate to 37 basis points, which, as we've talked about before, we'd like to see that closer to 25. It is elevated from what we'd like to see. Again, the trends that we are seeing more recently in some of these books, the inflows are a lot slower than the outflows.

Jim Mackey: Those are the spot, not the average. On the credit side, as Raj mentioned, credit trends are quite positive overall, which portends improvement going forward. Criticized and classified was down $333 million or 24% from a year ago. Just since last quarter, non-performing loans were down $98 million or 26%. Now, some of these improvements were resolved through charge-offs. That's why you did see some elevated charge-offs this quarter. It was $36 million. It was largely driven by just a few C&I loans.

Speaker #1: Those are the spot, not the average. On the credit side, as Raj mentioned, credit trends are quite positive overall. And which portends improvement going forward.

Speaker #1: Criticized classified was down $333 million, or 24%, from a year ago. And just since last quarter, non-performing loans were down $98 million, or 26%.

Speaker #1: Now, some of these improvements were resolved through charge-offs. That's why you did see some elevated charge-offs this quarter. It was 36 million. It was largely driven by just a few CNI loans.

Speaker #1: So this brings our trailing 12-month charge-off rate to 37 basis points. Which, as we've talked about before, we'd like to see that closer to 25.

Jim Mackey: This brings our trailing 12-month charge-off rate to 37 basis points, which, as we've talked about before, we'd like to see that closer to 25. It is elevated from what we'd like to see. Again, the trends that we are seeing more recently in some of these books, the inflows are a lot slower than the outflows.

Speaker #1: So, it is elevated from what we'd like to see. But again, the trends that we are seeing more recently in some of these books—the inflows are a lot slower than the outflows.

Speaker #1: So barring any economic shocks, we expect to see improvements in charge-offs later this year. And as we mentioned, especially related to the guidance, we definitely felt like more of the provision expense would be more front-and-loaded versus evenly spread throughout the year.

James G. Mackey: Barring any economic shocks, we expect to see improvements in charge-offs later this year. As we mentioned, especially related to the guidance, we definitely felt like more of the provision expense would be more front-end loaded versus evenly spread throughout the year. Our allowance for credit losses was $209 million, down $11 million from last quarter. Provision expense, as I mentioned, was elevated at $25 million. We did add some qualitative reserves, about $8 million. Our coverage ratio ended at 87 basis points, which is down a few bps from the prior quarter. If we purely followed our models, it would have told us to bring those reserves down a little bit more, but we felt prudent to add some into our qualitative, which brought it up to the 87 basis points.

Jim Mackey: Barring any economic shocks, we expect to see improvements in charge-offs later this year. As we mentioned, especially related to the guidance, we definitely felt like more of the provision expense would be more front-end loaded versus evenly spread throughout the year. Our allowance for credit losses was $209 million, down $11 million from last quarter. Provision expense, as I mentioned, was elevated at $25 million. We did add some qualitative reserves, about $8 million. Our coverage ratio ended at 87 basis points, which is down a few bps from the prior quarter. If we purely followed our models, it would have told us to bring those reserves down a little bit more, but we felt prudent to add some into our qualitative, which brought it up to the 87 basis points.

Speaker #1: Our allowance for credit losses was $209 million, down $11 million from last quarter. Provision expense, as I mentioned, was elevated at $25 million. We did add some qualitative reserves, about $8 million.

Speaker #1: So our coverage ratio ended at 87 basis points. Which is down a few bips from the prior quarter. If we purely followed our models, we would have told us to bring those reserves down a little bit more.

Speaker #1: But we felt prudent to add some into our qualitative which brought it up to the 87 basis points. And I do want to mention, and we disclosed this on page 11, most of our charge-offs are coming from the CNI portfolio of late.

James G. Mackey: I do want to mention, and we disclose this on page 11, most of our charge-offs are coming from the C&I portfolio of late. If we look at the coverage of our C&I portfolio, it's around 160 basis points. Quite a solid coverage to cover the risks in that portfolio. On the non-interest income and expense side, just a few quick comments. Non-interest income was $25 million. It's up $2 million from a year ago. If I normalize for some of the securities gains, now we always have securities gains, they bounce around from quarter to quarter, but if I normalize for that, non-interest income was basically flat. We felt good about the activity that we saw in our capital markets fee income.

Jim Mackey: I do want to mention, and we disclose this on page 11, most of our charge-offs are coming from the C&I portfolio of late. If we look at the coverage of our C&I portfolio, it's around 160 basis points. Quite a solid coverage to cover the risks in that portfolio. On the non-interest income and expense side, just a few quick comments. Non-interest income was $25 million. It's up $2 million from a year ago. If I normalize for some of the securities gains, now we always have securities gains, they bounce around from quarter to quarter, but if I normalize for that, non-interest income was basically flat. We felt good about the activity that we saw in our capital markets fee income.

Speaker #1: And if we look at the coverage of our CNI portfolio, it's around 160 basis points. So quite a solid coverage to cover the risk in that portfolio.

Speaker #1: On the non-interest income and expense side, just a few quick comments. Non-interest income was 25 million. It's up 2 million from a year ago.

Speaker #1: If I normalize for some of the securities gains, we always have securities gains. They bounce around from quarter to quarter. But if I normalize for that, non-interest income was basically flat.

Speaker #1: We felt good about the activity that we saw in our capital markets fee income. But they are dependent on activity in the quarter. When loans close, when syndication fees occur, size of the types of swaps that are booked, and so we're generally in line with where we expect to be at this point in the year.

James G. Mackey: They are dependent on activity in the quarter, when loans close, when syndication fees occur, size of the types of swaps that are booked in. We're generally in line with where we expect to be at this point in the year and still feel good about the guidance that we've provided. On the expense side, it is up from a year ago, $167 million. That's largely due to the investments that we made last year into our businesses to go into new markets, hire specialty talent, et cetera. Also just cost of living increases and basic things that are going on in that space. It's in line with expectations. It's consistent with our full-year guidance. It's really driven by employee compensation and the benefits as we grow our businesses.

Jim Mackey: They are dependent on activity in the quarter, when loans close, when syndication fees occur, size of the types of swaps that are booked in. We're generally in line with where we expect to be at this point in the year and still feel good about the guidance that we've provided. On the expense side, it is up from a year ago, $167 million. That's largely due to the investments that we made last year into our businesses to go into new markets, hire specialty talent, et cetera. Also just cost of living increases and basic things that are going on in that space. It's in line with expectations. It's consistent with our full-year guidance. It's really driven by employee compensation and the benefits as we grow our businesses.

Speaker #1: And still feel good about the guidance that we've provided. On the expense side, it is up from a year ago, 167 million. That's largely due to the investments that we made last year.

Speaker #1: Into our businesses to go into new markets, hire specialty talent, etc. And also just cost of living increases and basic things that are going on in that space.

Speaker #1: So it's in line with expectations. It's consistent with our full-year guidance. And it's really driven by employee compensation and the benefits as we grow our businesses.

Speaker #1: And then just before I turn it back to Raj, I'll just reiterate a comment that he said. That we are not changing our full-year guidance.

James G. Mackey: Just before I turn it back to Raj, I'll just reiterate a comment that he said, that we are not changing our full-year guidance. We always have volatility quarter to quarter. That's a theme that we talk about constantly, just the nature of our commercial businesses. We're performing consistently with our seasonal patterns and in line with expectations, and all of that was modeled as we provided our guidance, and so no changes. With that, I'll turn it back to Raj.

Jim Mackey: Just before I turn it back to Raj, I'll just reiterate a comment that he said, that we are not changing our full-year guidance. We always have volatility quarter to quarter. That's a theme that we talk about constantly, just the nature of our commercial businesses. We're performing consistently with our seasonal patterns and in line with expectations, and all of that was modeled as we provided our guidance, and so no changes. With that, I'll turn it back to Raj.

Speaker #1: We always have volatility quarter to quarter. That's a theme that we talk about constantly. Just the nature of our commercial businesses. But we're performing consistently with our seasonal patterns and in line with expectations.

Speaker #1: And all of that was modeled as we provided our guidance. And so no changes. And with that, I'll turn it back to Raj.

Speaker #2: Thanks, Jim. Just one thing I forgot to mention. On credit. So we took down NPAs pretty meaningfully this quarter. And I expect NPAs to go down into the rest of the year as well.

Rajinder P. Singh: Thanks, Jim. Just one thing I forgot to mention on credit. We took down NPAs pretty meaningfully this quarter, and I expect NPAs to go down into the rest of the year as well, probably not at the same clip. If we did the same clip, we won't have any NPAs left in a couple of quarters. I expect NPAs to reduce Q2, Q3 into Q4. Another anecdote I'll give you. One of the things I do generally before this call, a day or two before, is I talk to my chief credit officer, my chief risk officer, chief credit officer. I generally ask him how he's feeling about this quarter. This was, I think, the best call I've had in the last three quarters. I measure the success of the call by the length of the call.

Raj Singh: Thanks, Jim. Just one thing I forgot to mention on credit. We took down NPAs pretty meaningfully this quarter, and I expect NPAs to go down into the rest of the year as well, probably not at the same clip. If we did the same clip, we won't have any NPAs left in a couple of quarters. I expect NPAs to reduce Q2, Q3 into Q4. Another anecdote I'll give you. One of the things I do generally before this call, a day or two before, is I talk to my chief credit officer, my chief risk officer, chief credit officer. I generally ask him how he's feeling about this quarter. This was, I think, the best call I've had in the last three quarters. I measure the success of the call by the length of the call.

Speaker #2: Probably not at the same clip. I mean, if we did the same clip, we won't have any NPAs left in a couple of quarters.

Speaker #2: So there will be, I expect NPAs to reduce second quarter, third quarter into fourth quarter. Another anecdote I'll give you. One of the things I do generally before this call, a day or two before, is I talk to my chief credit officer.

Speaker #2: My chief risk officer, chief credit officer. And I generally ask him how he's feeling about this quarter. And this was, I think, the best call I've had in the last three quarters.

Speaker #2: And I measure the success of the call by the length of the call. The longer the call is, the worse I feel because generally he's walking me through names of things that he's worried about.

Rajinder P. Singh: The longer the call is, the worse I feel because generally, he's walking me through names of things that he's worried about. This call, I had to actually ask him, "What about this loan? What about that loan?" He was like, "No, things are going fine." The call lasted maybe all of 3 minutes or 4 minutes, versus last call 3 months ago lasted a lot longer. It's only 3 weeks into the quarter, but I'm feeling much better about credit and feeling much better about how much lower our NPAs are. I also get updates like that on pipelines from Tom. Deposit pipeline is better than I expected, honestly speaking. We're feeling pretty good. With that, I will turn it over for Q&A.

Raj Singh: The longer the call is, the worse I feel because generally, he's walking me through names of things that he's worried about. This call, I had to actually ask him, "What about this loan? What about that loan?" He was like, "No, things are going fine." The call lasted maybe all of 3 minutes or 4 minutes, versus last call 3 months ago lasted a lot longer. It's only 3 weeks into the quarter, but I'm feeling much better about credit and feeling much better about how much lower our NPAs are. I also get updates like that on pipelines from Tom. Deposit pipeline is better than I expected, honestly speaking. We're feeling pretty good. With that, I will turn it over for Q&A.

Speaker #2: This call, I had to actually ask him, "What about this loan? What about that loan?" And he was like, "No, it's things are going fine." So the call lasted maybe all of three minutes or four minutes.

Speaker #2: Versus last call three months ago, it lasted a lot longer. So, it's only three months, three weeks into the quarter, but I'm feeling much better about credit.

Speaker #2: I'm feeling much better about how much lower our NPAs are. And I also get updates like that on pipelines from Tom. Deposit pipeline is better than I expected.

Speaker #2: Honestly speaking. And we're feeling pretty good. With that, I will turn it over for Q&A.

Speaker #3: Thank you. We will now begin the question and answer session. To ask a question, you may press star then one on your touch-tone phone.

Chloe: Thank you. We will now begin the question and answer session. To ask a question, you may press star then one on your touchtone phone. If you're using a speakerphone, please pick up your handset before pressing the keys. If at any time your question has been addressed and you would like to withdraw your question, please press star then two. At this time, we will pause momentarily to assemble our roster. The first question comes from Dave Rochester with Cantor. Please go ahead.

Operator: Thank you. We will now begin the question-and-answer session. To ask a question, you may press star then one on your touchtone phone. If you're using a speakerphone, please pick up your handset before pressing the keys. If at any time your question has been addressed and you would like to withdraw your question, please press star then two. At this time, we will pause momentarily to assemble our roster. The first question comes from Dave Rochester with Cantor. Please go ahead.

Speaker #3: If you're using a speakerphone, please pick up your handset before pressing the keys. If at any any time your question has been addressed and you would like to withdraw your question, please press star then two.

Speaker #3: At this time, we will pause momentarily to assemble our roster. The first question comes from Dave Roschester with Cantor. Please go ahead.

Speaker #4: Hey, good morning, guys. Well, I wanted to ask you about the title business. I've noticed the deposits were down this quarter. Normally, they get stronger as we head into two Q.

Dave Rochester: Good morning, guys.

Rajinder P. Singh: Good morning, Dave.

Raj Singh: Good morning, Dave.

Dave Rochester: Well, I wanted to ask you about the title business. I've noticed the deposits were down this quarter. Normally they get stronger as we head into Q2. I would imagine that's still the expectation and-

Speaker #4: I would imagine that's still the expectation. And I guess we're down, like, three quarters on that at this point. So if you could just talk about that outlook, and then are you still bringing in 40, plus or minus, new customers a quarter there?

Rajinder P. Singh: Oh yeah

Raj Singh: Oh yeah

Dave Rochester: ... I guess we're down like three-quarters on that at this point. If you could just talk about that outlook and then, are you still bringing in 40 ± new customers a quarter there? If you can just update us on the competitive backdrop, that'd be great. Thanks.

Speaker #4: And if you can just update us on the competitive backdrop, that'd be great. Thanks.

Speaker #5: Sure. Actually, we're bringing in more than 40 now. So our average over the last two months, three quarters, has been more closer to 50.

Rajinder P. Singh: Sure. Actually, we're bringing in more than 40 now. Our average over the last three quarters has been more closer to 50. The relationship intake has actually increased a little bit. I'm very positive on the outlook for the title business. It is the most seasonal of our businesses. HOA is also a little seasonal, not as much. NTS is what drives a lot of that NIDDA volatility. Overall, in terms of gathering market share, we have not lost momentum. In fact, we've picked it up.

Raj Singh: Sure. Actually, we're bringing in more than 40 now. Our average over the last three quarters has been more closer to 50. The relationship intake has actually increased a little bit. I'm very positive on the outlook for the title business. It is the most seasonal of our businesses. HOA is also a little seasonal, not as much. NTS is what drives a lot of that NIDDA volatility. Overall, in terms of gathering market share, we have not lost momentum. In fact, we've picked it up.

Speaker #5: So the relationship intake has actually increased a little bit. And I'm very, very positive on the outlook for the title business. It is the most seasonal of our businesses, right?

Speaker #5: HOA is also a little seasonal, not as much. But NTS is what drives a lot of that NIDDA volatility. But overall, in terms of gathering market share, we have not lost momentum.

Speaker #5: In fact, we picked it up.

Speaker #6: I would add that's net client relationship growth as well. Not just gross.

Thomas M. Cornish: I would add that's net client relationship growth as well.

Tom Cornish: I would add that's net client relationship growth as well.

Rajinder P. Singh: Yeah

Raj Singh: Yeah

Thomas M. Cornish: Not just gross.

Tom Cornish: Not just gross.

Speaker #5: Yeah.

Rajinder P. Singh: Yeah.

Raj Singh: Yeah.

Dave Rochester: Yeah. Great. Those relationships tend to be $2 to $3 million on average in size, right?

Speaker #2: Great. And those relationships tend to be two to three million on average in size, right?

Rajinder P. Singh: On average, it's about, yeah, around $3 million, give or take. Yeah.

Raj Singh: On average, it's about, yeah, around $3 million, give or take. Yeah.

Speaker #5: On average, it's about three yeah, around three million bucks, give or take. Yeah.

Speaker #2: Yeah. Have you been adding more salespeople to that business? Or any other technological enhancements, anything like that?

Dave Rochester: Yep. Have you been adding more sales people to that business or any other technological enhancements, anything like that?

Speaker #5: Yes. We have added more people in fulfillment in the back office. We've added more people in the front office. So clearly, yes. We are also we have two large technology projects going on, which will impact not just that business.

Rajinder P. Singh: Yes. We have added more people in fulfillment, in the back office. We've added more people in the front office. Clearly, yes. We have two large technology projects going on, which will impact not just that business, it'll impact the entire bank. We're upgrading our treasury platform, and we're upgrading our payments platform. Again, like I said, those are infrastructural things that every business line will use, but NTS uses them as well.

Raj Singh: Yes. We have added more people in fulfillment, in the back office. We've added more people in the front office. Clearly, yes. We have two large technology projects going on, which will impact not just that business, it'll impact the entire bank. We're upgrading our treasury platform, and we're upgrading our payments platform. Again, like I said, those are infrastructural things that every business line will use, but NTS uses them as well.

Speaker #5: They'll impact the entire bank. But we're upgrading our treasury platform. And we're upgrading our payments platform. Again, like I said, those are infrastructural things that every business line will use.

Speaker #5: But NTS uses them as well.

Speaker #2: Yeah. And just on the oh, what's that? Sorry.

Dave Rochester: Yeah. Oh, what's that? Sorry.

Speaker #5: I was just going to say average deposits are up year over year in the NTS business. So up meaningfully.

Thomas M. Cornish: I'll just say, average deposits are up year over year in the NTS business, so up meaningfully.

Tom Cornish: I'll just say, average deposits are up year over year in the NTS business, so up meaningfully.

Speaker #2: Yeah. Yep. Yep. And maybe just one last one, just on the competitive landscape there. Occasionally, you see a larger bank come in and try to defend a relationship.

Dave Rochester: Yep. Maybe just one last one just on the competitive landscape there. Occasionally, you see a larger bank come in and try to defend a relationship, and it may not just be for the title piece, but something else. Can you just talk about what you're seeing from any of the larger banks that might be snooping around? What you're seeing out of banks more of your size, if you're seeing any interest in this-

Speaker #2: And it may not just be for the title piece, but something else. Can you just talk about what you're seeing from any of the larger banks that might be snooping around and what you're seeing out of banks more of your size, if you're seeing any interest in this type of business?

Rajinder P. Singh: Yeah

Raj Singh: Yeah

Dave Rochester: type of business. Thanks.

Speaker #5: Yeah, there is certainly more competition today than a year or two ago. Both from what we see, from time to time, larger banks try to get into this.

Rajinder P. Singh: Yeah. There is certainly more competition today than a year or two ago, both from, we see from time to time, larger banks try to get into this. They've not been able to replicate what we have. They've not been able to make much progress. We have seen banks much smaller than us and somewhat our size also compete. Honestly, I think it's a lot easier for them to just be taking market share away, like we're taking away from the 90% or 89% of the market that we don't bank, than it is to take away from us. There is more competition. I've seen very small community banks trying to play around in this space, but we have an 8-year head start, 9-year head start, whatever it is. It's not like we have some kind of a trademark or intellectual property that is the moat.

Raj Singh: Yeah. There is certainly more competition today than a year or two ago, both from, we see from time to time, larger banks try to get into this. They've not been able to replicate what we have. They've not been able to make much progress. We have seen banks much smaller than us and somewhat our size also compete. Honestly, I think it's a lot easier for them to just be taking market share away, like we're taking away from the 90% or 89% of the market that we don't bank, than it is to take away from us. There is more competition.

Speaker #5: But they've not been able to replicate what we have. So they've not been able to make much progress. We have seen banks much smaller than us and somewhat our size also compete.

Speaker #5: But honestly, I think it's a lot easier for them to just be taking market share away, like we're taking away from the 90 or 89 percent of the market that we don't bank.

Speaker #5: Than it is to take away from us. So there is more competition. There is I've seen very small community banks trying to play around in this space.

Raj Singh: I've seen very small community banks trying to play around in this space, but we have an 8-year head start, 9-year head start, whatever it is. It's not like we have some kind of a trademark or intellectual property that is the moat.

Speaker #5: But we have an eight-year head start, nine-year head start, whatever it is. It's not like we have some kind of a trademark or intellectual property that is the moat.

Speaker #5: The moat is the fact that we have the largest market share. We've seen every issue that comes up with this. We have the largest sales force.

Rajinder P. Singh: The moat is the fact that we have the largest market share. We've seen every issue that comes up with this. We have the largest sales force, and we've been doing it the longest in the way we are. We're most integrated with all the ERP providers, and that gives you the advantage to keep going forward. There's more competition. I expect the competition to be even more going forward, but so far, we're doing just fine.

Raj Singh: The moat is the fact that we have the largest market share. We've seen every issue that comes up with this. We have the largest sales force, and we've been doing it the longest in the way we are. We're most integrated with all the ERP providers, and that gives you the advantage to keep going forward. There's more competition. I expect the competition to be even more going forward, but so far, we're doing just fine.

Speaker #5: And we've been doing it the longest in the way we are. We're most integrated with all the ERP providers, and that gives you the advantage to keep going forward.

Speaker #5: So there's more competition. I expect that competition to be even more going forward. But so far, we're doing just fine. And we're not sitting still.

Thomas M. Cornish: We're not sitting still. We're continuing to focus on improving operations, getting better at everything we do.

Tom Cornish: We're not sitting still. We're continuing to focus on improving operations, getting better at everything we do.

Speaker #5: We're continuing to focus on improving operations, getting better at everything we do. So we're letting the iron sharpens iron.

Rajinder P. Singh: Yeah.

Raj Singh: Yeah.

Thomas M. Cornish: We're letting that iron sharpens iron.

Tom Cornish: We're letting that iron sharpens iron.

Speaker #4: Yeah. We made a pretty significant investment in the back office. In fulfilling, in customer service, and what have you. Because the book had grown quite rapidly.

Rajinder P. Singh: Yeah. We made a pretty significant investment in the back office, in fulfilling, in customer service, and what have you, because the book had grown quite rapidly, and when things are growing, it's easy to go hire salespeople because you can see how salespeople will add more revenue. You have to pay attention to the back office that actually keeps the lights on for our clients and makes them happy in the long term, so we don't lose them. That was a pretty big investment we made last year.

Raj Singh: Yeah. We made a pretty significant investment in the back office, in fulfilling, in customer service, and what have you, because the book had grown quite rapidly, and when things are growing, it's easy to go hire salespeople because you can see how salespeople will add more revenue. You have to pay attention to the back office that actually keeps the lights on for our clients and makes them happy in the long term, so we don't lose them. That was a pretty big investment we made last year.

Speaker #4: And if you just when things are growing, it's easy to go hire salespeople because you can see a salespeople will add more revenue. But you have to pay attention to the back office that actually keeps the lights on for our clients and makes them happy long-term so they don't lose you.

Speaker #4: So we don't lose them. That was a pretty big investment we made last year.

Speaker #6: And this is a heavy operational business.

Thomas M. Cornish: This is a heavy operational business.

Tom Cornish: This is a heavy operational business.

Speaker #4: Yeah. It's a heavy operational business.

Rajinder P. Singh: Yeah. It's a heavy operational business.

Raj Singh: Yeah. It's a heavy operational business.

Speaker #2: Well, it's a great business, and certainly a nice advantage for you guys. So, appreciate all the color there. Thanks.

Dave Rochester: Well, it's a great business and certainly a nice advantage for you guys. Appreciate all the color there. Thanks.

Speaker #5: Thank you.

Rajinder P. Singh: Thank you.

Raj Singh: Thank you.

Speaker #6: Thank you.

Thomas M. Cornish: Thank you.

Tom Cornish: Thank you.

Speaker #3: The next question comes from Jared Shaw with Barclays. Please go ahead.

Chloe: The next question comes from Jared Shaw with Barclays. Please go ahead.

Operator: The next question comes from Jared Shaw with Barclays. Please go ahead.

Speaker #7: Hey, good morning. Thanks. I guess just looking at the guidance and when you're saying reiterate the guidance, I'm just going back to last quarter's deck.

Jared Shaw: Hey, good morning. Thanks. I guess just looking at the guidance and when you're saying reiterate the guidance, I'm just going back to last quarter's deck. With that guidance, you were assuming two cuts. If we don't get cuts, can you walk us through the ability to get to that 320 margin at the end of the year?

Speaker #7: With that guidance, you were assuming two cuts. If we don't get cuts, can you walk us sort of through the ability to get to that 320 margin at the end of the year?

Speaker #5: Yeah. Our balance sheet is very, very neutrally hedged. So it will very, very slightly asset sensitive. So just mathematically speaking, it probably should give us a basis point advantage with the Fed doesn't cut.

Rajinder P. Singh: Yeah. Our balance sheet is very neutrally hedged. It will very slightly asset sensitive. Just mathematically speaking, it probably should give us a basis point advantage if the Fed doesn't cut. It's really rounding. For the most part, it really does not do anything for us. Our risk to our guidance. It comes from market competitiveness, especially on the lending spread side, where we've been kind of calling that out for some time now. We're still seeing very tight spreads. CRE more tight than C&I, but everything has tightened up this year, has been for several quarters now. That is actually a bigger risk than what the Fed does. Unless the Fed does something sort of bizarre like it moves several moves that nobody's expecting one way or another, it really will not impact our guidance.

Raj Singh: Yeah. Our balance sheet is very neutrally hedged. It will very slightly asset sensitive. Just mathematically speaking, it probably should give us a basis point advantage if the Fed doesn't cut. It's really rounding. For the most part, it really does not do anything for us. Our risk to our guidance. It comes from market competitiveness, especially on the lending spread side, where we've been kind of calling that out for some time now. We're still seeing very tight spreads. CRE more tight than C&I, but everything has tightened up this year, has been for several quarters now. That is actually a bigger risk than what the Fed does. Unless the Fed does something sort of bizarre like it moves several moves that nobody's expecting one way or another, it really will not impact our guidance.

Speaker #5: But it's really rounding for the most part. It really does not do anything for us. Our risk to our guidance, if it comes from market competitiveness, especially on the lending spread side, where we've been kind of calling that out for some time now, we're still seeing very tight spreads.

Speaker #5: CRE is more tight than CNI. But everything that has tightened up this year has been for several quarters now. That is actually a bigger risk than what the Fed does.

Speaker #5: Unless Fed does something sort of bizarre as it moves several moves that nobody's expecting one way or another, it really will not impact our guidance.

Speaker #5: So we're not really worried about the Fed cutting once or twice or not cutting. It'll not have an impact. If we miss our NIDDA guidance, if you're not able to grow, that'll obviously be the single largest driver.

Rajinder P. Singh: We're not really worried about the Fed cutting once or twice or not cutting. It'll not have an impact. If we miss our NIDDA guidance, if you're not able to grow, that'll obviously be the single largest driver, the single largest risk we would have. The second would be loan pricing and credit spreads.

Raj Singh: We're not really worried about the Fed cutting once or twice or not cutting. It'll not have an impact. If we miss our NIDDA guidance, if you're not able to grow, that'll obviously be the single largest driver, the single largest risk we would have. The second would be loan pricing and credit spreads.

Speaker #5: The single largest risk we would have. And the second would be loan pricing and credit spreads.

Speaker #7: Okay. All right. Thanks. And then on the provision, you called out the $8 million qualitative overlay. Should we think about that as just maybe front-loading some of that provision and that the 68 million is still the good number?

Jared Shaw: Okay. All right. Thanks. On the provision, you called out the $8 million qualitative overlay. Should we think about that as just maybe front-loading some of that provision and that the $68 million is still the good number, or is it really $68 plus $8 for the full year?

Speaker #7: Or is it really 68 plus 8 for the full year?

Speaker #5: No. We're still sticking with the guidance that we provided for the full year. And like we said, I do think based on what we see more of that 68 would be front-end end loaded versus at the back end.

James G. Mackey: No, we're still sticking with the guidance that we provided for the full year. Like we said, I do think based on what we see, more of that $68 million would be front-end loaded versus at the back end. You can't just take the $68 million, divide it by 4 and project it out. Skew it more to Q1 and Q2.

Jim Mackey: No, we're still sticking with the guidance that we provided for the full year. Like we said, I do think based on what we see, more of that $68 million would be front-end loaded versus at the back end. You can't just take the $68 million, divide it by 4 and project it out. Skew it more to Q1 and Q2.

Speaker #5: So you can't just take the 68, divide it by 4, and project it out. But skew it quarter.

Speaker #7: Yep. Okay. Thanks. And then if I could just sneak one more in. Just on the fee income, capital markets obviously very strong. In fourth quarter, how should we think about sort of the component of growth in fee income as we move forward through the rest of the year?

Jared Shaw: Yep. Okay. Thanks. If I could just sneak one more in, just on the fee income. Capital markets obviously very strong in Q4. How should we think about sort of the components of growth in fee income as we move forward through the rest of the year?

Speaker #5: Better capital markets income is probably closely aligned to production in both CNI and CRE. And then within production, I would say slightly larger loans tend to syndicate—a $10 million loan.

Rajinder P. Singh: Our capital markets income is probably closely aligned to production in both C&I and CRE. Within production, I would say slightly larger loans tend to drive that, like syndications. You're not going to syndicate a $10 million loan. We will syndicate a $60 million, $70 million, $80 million loan. Production is light in Q1. Within the production, if you're doing most of it in the lower end, then your capital markets income generally is impacted. You saw lower capital markets income this quarter for both those reasons. Last quarter was our biggest production quarter, and that's why you saw capital markets income as strong as it was. It'll vary quarter over quarter. Plus, it's a little bit episodic also. It's not like a dollar a day type of a business. It is a little bit lumpy.

Raj Singh: Our capital markets income is probably closely aligned to production in both C&I and CRE. Within production, I would say slightly larger loans tend to drive that, like syndications. You're not going to syndicate a $10 million loan. We will syndicate a $60 million, $70 million, $80 million loan. Production is light in Q1. Within the production, if you're doing most of it in the lower end, then your capital markets income generally is impacted. You saw lower capital markets income this quarter for both those reasons. Last quarter was our biggest production quarter, and that's why you saw capital markets income as strong as it was. It'll vary quarter over quarter. Plus, it's a little bit episodic also. It's not like a dollar a day type of a business. It is a little bit lumpy.

Speaker #5: But we will syndicate a 60, 70, 80 million loan. So production is light in the first quarter. And then within the production, if you're doing most of it in the lower end, then your capital markets income generally is impacted.

Speaker #5: So you saw lower capital markets income this quarter for both those reasons. Last quarter was the biggest production quarter, and that's why you saw capital markets income as strong as it was.

Speaker #5: So it'll vary quarter over quarter. Plus, it's a little bit of episodic also. It's not like a dollar a day type of a business.

Speaker #5: It is a little bit lumpy. You could have a big deal you're working on, and it slips over into the next quarter. That can happen from time to time.

Rajinder P. Singh: You could have a big deal you're working on. It slips over into the next quarter. That can happen from time to time. Overall, the capital markets business should be a double-digit growth business for us. FX, which is still in the very early stages, that is just beginning to gather momentum, and it's hard for me to predict what it'll do. That's a very small number right now. That can have a very big impact over the coming year or two.

Raj Singh: You could have a big deal you're working on. It slips over into the next quarter. That can happen from time to time. Overall, the capital markets business should be a double-digit growth business for us. FX, which is still in the very early stages, that is just beginning to gather momentum, and it's hard for me to predict what it'll do. That's a very small number right now. That can have a very big impact over the coming year or two.

Speaker #5: But overall, the capital markets business should be a double-digit growth business for us. FX, which is still in the very early stages, that is just beginning to gather momentum.

Speaker #5: And it's hard for me to predict what it'll do. But that's a very small number right now, but that can have a very big impact over the coming year or two.

Speaker #5: Yeah. I would also add, if you look at the number of clients that we have added on to the FX platform in the last six months, it's an impressive number.

Thomas M. Cornish: I would also add, if you look at the number of clients that we have added onto the FX platform in the last six months, it's an impressive number. I think even the raw number, while Raj said it's a small number, is up over 100% from the previous year. We have really good hopes for the FX income, especially in the markets that we're in. They tend to be markets where people have international trade transactions. They have payroll transactions. They have other things that drive that business. We would expect the service charges on account business to be double digit in terms of fee income growth. I mentioned it was up 18.8% over last year. Our expectations are somewhere in the 15% to 20% range for that, and I think we feel we have a good bit of conviction that we'll be able to get that.

Tom Cornish: I would also add, if you look at the number of clients that we have added onto the FX platform in the last six months, it's an impressive number. I think even the raw number, while Raj said it's a small number, is up over 100% from the previous year. We have really good hopes for the FX income, especially in the markets that we're in. They tend to be markets where people have international trade transactions. They have payroll transactions. They have other things that drive that business.

Speaker #5: And I think even the raw number, while Raj said it's a small number, is up over 100% from the previous year. So we have really good hopes for the FX income, especially in the markets that we're in.

Speaker #5: They tend to be markets where people have international trade transactions. They have payroll transactions. They have other things that drive that business. We would expect the service charges on account business to be double-digit in terms of fee income.

Tom Cornish: We would expect the service charges on account business to be double digit in terms of fee income growth. I mentioned it was up 18.8% over last year. Our expectations are somewhere in the 15% to 20% range for that, and I think we feel we have a good bit of conviction that we'll be able to get that.

Speaker #5: Growth, I mentioned it was up 18.8% over last year. Our expectations are somewhere in the 15% to 20% range for that. And I think we have a good bit of that.

Thomas M. Cornish: The swap business is a bit interesting because there's kind of like a sweet spot as it relates to the profitability of the business. At the very highest end, as you would imagine when you do swaps, you're sitting across the table from somebody like Jim, who's extraordinarily knowledgeable about every basis point in the swap transaction. If you can go down far enough market where the transaction is still large, but there's more room in the pricing on swaps, that's really where kind of the sweet spot is for us. The volume of transactions is important, and we think that will be good seasonally through the rest of the year. Also the mix point tends to be very important because that can vary by 3, 4 basis points, which over a lot of transactions over the course of the year can be meaningful.

Tom Cornish: The swap business is a bit interesting because there's kind of like a sweet spot as it relates to the profitability of the business. At the very highest end, as you would imagine when you do swaps, you're sitting across the table from somebody like Jim, who's extraordinarily knowledgeable about every basis point in the swap transaction. If you can go down far enough market where the transaction is still large, but there's more room in the pricing on swaps, that's really where kind of the sweet spot is for us.

Speaker #5: The swap business is a bit interesting, because there's kind of like a sweet spot as it relates to the profitability of the business. At the very highest end, as you would imagine, when you do swaps, you're sitting across the table from somebody like Jim, who's extraordinarily knowledgeable about every basis point in the swap transaction.

Speaker #5: If you can go down far enough market with a transaction that's still large, but there's more room in the pricing on swaps, that's really where kind of the sweet spot is for us.

Speaker #5: So the volume of transactions is important. And we think that will be good seasonally through the rest of the year. But also, the mix point tends to be very, very important because you can that can vary by three, four basis points, which over a lot of transactions over the course of the year, can be meaningful.

Tom Cornish: The volume of transactions is important, and we think that will be good seasonally through the rest of the year. Also the mix point tends to be very important because that can vary by 3, 4 basis points, which over a lot of transactions over the course of the year can be meaningful.

Speaker #5: We do have a good bit of confidence in our syndications business, and it's been a strong point for us. We've funded these teams on the syndication side.

Thomas M. Cornish: We do have a good bit of confidence in our syndications business, and it's been a strong point for us. We've funded these teams on the syndication side. We've added very good quality resources to them, and I have good confidence that the syndication revenue will be good the remainder of the year.

Tom Cornish: We do have a good bit of confidence in our syndications business, and it's been a strong point for us. We've funded these teams on the syndication side. We've added very good quality resources to them, and I have good confidence that the syndication revenue will be good the remainder of the year.

Speaker #5: We've added very good quality resources to them. And I have good confidence that the syndication revenue will be good for the remainder of the year.

Speaker #5: Just one last thing to add to it. I mean, commercial card revenue was up good. Strongly year over year. Again, it's small, but it's growing.

James G. Mackey: Just one last thing to add to it. Commercial card revenue was up quite strongly year over year. Again, it's small, but it's growing. To one of the comments that Raj said, just with it being in the swaps business, very tied to the lending business. The activity we saw this quarter versus a year ago was very consistent. Just last quarter, we had a couple, one or two larger transactions that drove a little more revenue a year ago versus this time. The activity's there. It just really depends on the size of the transactions in any given quarter.

Jim Mackey: Just one last thing to add to it. Commercial card revenue was up quite strongly year over year. Again, it's small, but it's growing. To one of the comments that Raj said, just with it being in the swaps business, very tied to the lending business. The activity we saw this quarter versus a year ago was very consistent. Just last quarter, we had a couple, one or two larger transactions that drove a little more revenue a year ago versus this time. The activity's there. It just really depends on the size of the transactions in any given quarter.

Speaker #5: And then one of the comments that Raj said, just with it being in the swaps business very tied to the lending business, the activity we saw this quarter versus a year ago was very consistent.

Speaker #5: Just last quarter, we had a couple one or two larger transactions that drove a little more revenue a year ago versus this time. So the activity's there.

Speaker #5: It's just really depends on the size of the transactions in any given quarter.

Speaker #7: Thanks a lot.

Jared Shaw: Thanks a lot.

Speaker #1: The next question comes from David Chiaverini with Jefferies. Please go ahead.

Chloe: The next question comes from David Chiaverini with Jefferies. Please go ahead.

Operator: The next question comes from David Chiaverini with Jefferies. Please go ahead.

Speaker #7: Hi. Thanks for taking the questions. I wanted to swing back to credit quality. Kind of mixed in the quarter—criticized, classified down. But you did mention in the release about two credits being charged off.

David Chiaverini: Hi. Thanks for taking the questions. Wanted to swing back to credit quality. Kind of mixed in the quarter, criticized, classified down. You did mention in the release about two credits being charged off, and we did see the elevated NCOs this quarter. Are you able to share which industries those were in? Then the second part of it, you mentioned about how we should see a decline in NCOs later this year. It sounds like we should expect elevated NCOs in Q2 as well. Is that a fair interpretation? No, I think that there's a general statement that H1 will be higher net charge-offs because we already have Q1, $35 to $36 million. It's hard to predict exactly quarter by quarter, but generally speaking, I would say the charge-offs should be front-loaded.

Speaker #7: And we did see the elevated NCOs this quarter. Are you able to share which industries those were in? And then the second part of it, you mentioned about how we should see a decline in NCOs later this year.

Speaker #7: So it sounds like we should expect elevated NCOs in the second quarter as well. Is that a fair interpretation?

Raj Singh: No, I think that there's a general statement that H1 will be higher net charge-offs because we already have Q1, $35 to $36 million. It's hard to predict exactly quarter by quarter, but generally speaking, I would say the charge-offs should be front-loaded.

Speaker #5: No, I think it's more of a general statement that the first half would be better. It will be higher than what we charged off because we already have the first quarter—$35, $36 million.

Speaker #5: It's hard to predict exactly quarter by quarter, but generally speaking, I would say the charge-off should be front-loaded. The two industries that you asked about—one is healthcare.

Rajinder P. Singh: The two industries that you asked about, one is healthcare and the other was transportation. Those two made up a large portion of the charge-offs. One was in Atlanta, and one was in Florida. Geography also, in case you ask that next question.

Raj Singh: The two industries that you asked about, one is healthcare and the other was transportation. Those two made up a large portion of the charge-offs. One was in Atlanta, and one was in Florida. Geography also, in case you ask that next question.

Speaker #5: And the other was transportation. So those two made up a large portion of the charge-offs. And one was in Atlanta, and one was in Florida.

Speaker #5: So geography also in case you asked that next question. And our larger charge-offs last quarter were in two completely different industries from this quarter.

Thomas M. Cornish: Our larger charge-offs last quarter were in two completely different industries from this quarter.

Tom Cornish: Our larger charge-offs last quarter were in two completely different industries from this quarter.

Speaker #7: Right.

Speaker #5: Right. One was, yeah. Yeah.

Rajinder P. Singh: Right.

Raj Singh: Right.

Thomas M. Cornish: One was. Yeah.

Tom Cornish: One was. Yeah.

Rajinder P. Singh: Yeah.

Raj Singh: Yeah.

Speaker #7: Got it. Thanks for that. And then back to the NIDDA discussion. Nice trends year over year, 11% your guide is for 12%. Given this higher for longer rate environment, to what extent could that be a headwind to NIDDA growth?

David Chiaverini: Got it. Thanks for that. Back to the NIDDA discussion. Nice trends year-over-year, 11%. Your guide is for 12%. Given this higher for longer rate environment, to what extent could that be a headwind to NIDDA growth? Because in the past few quarters, you've mentioned about the NIM expansion being driven by mix shift rather than the Fed. Curious about your thoughts there.

Speaker #7: Because in the past few quarters, you've mentioned about the NIM expansion being driven by mix shift, rather than the Fed. But curious about your thoughts there.

Speaker #5: Yeah. We were growing double digits NIDDA was growing double digits when Fed funds was over 5%. So it is not about pricing. What is driving our NIDDA growth is our focus, our products, our specialty, capability we've built.

Rajinder P. Singh: Yeah. NIDDA was growing double digits when Fed funds was over 5%. It is not about pricing. What is driving our NIDDA growth is our focus, our products, our specialty capability we've built, and it's not about just lazy money. This is not lazy money. This money, where we do a lot of payments, which is why this money sits in our pipes, and people use us not because the price, but because of the capability that we offer them. We continue to gather market share. I'm not worried about rates could be 50 basis points higher, 50 basis points lower. That'll not impact our NIDDA outlook. That will have an impact on interest-bearing deposits. If the Fed moves down, it gives us an excuse to go back and reprice the deposits. When the Fed is not moving, it's just harder to just do that.

Raj Singh: Yeah. NIDDA was growing double digits when Fed funds was over 5%. It is not about pricing. What is driving our NIDDA growth is our focus, our products, our specialty capability we've built, and it's not about just lazy money. This is not lazy money. This money, where we do a lot of payments, which is why this money sits in our pipes, and people use us not because the price, but because of the capability that we offer them. We continue to gather market share. I'm not worried about rates could be 50 basis points higher, 50 basis points lower.

Speaker #5: And it's not about just lazy money. This is not lazy money. This money where we do a lot of payments which is why this money sits in our pipes.

Speaker #5: And people use us not because of the price, but because of the capability that we offer them. And we continue to gather market share. So I'm not worried about rates—could be 50 basis points higher, 50 basis points lower.

Speaker #5: That'll not impact our NIDDA outlook. That will have an impact on interest-bearing deposits. And if the Fed moves down, it gives us an excuse to go back and reprice the deposits.

Raj Singh: That'll not impact our NIDDA outlook. That will have an impact on interest-bearing deposits. If the Fed moves down, it gives us an excuse to go back and reprice the deposits. When the Fed is not moving, it's just harder to just do that.

Speaker #5: And when the Fed is not moving, it's just harder to do that. But we're still doing that, as Tom said. During this week, actually, we are pushing through certain portfolios on pricing action on some of the portfolios.

Rajinder P. Singh: We're still doing that, as Tom said. During this week, actually, we are pushing through certain portfolios, some pricing action on some of the portfolios. It's just as easy as the Fed is moving. The Fed being up or down or sideways, it doesn't really impact our NIDDA outlook.

Raj Singh: We're still doing that, as Tom said. During this week, actually, we are pushing through certain portfolios, some pricing action on some of the portfolios. It's just as easy as the Fed is moving. The Fed being up or down or sideways, it doesn't really impact our NIDDA outlook.

Speaker #5: So it's just as easier if the Fed is moving. So I'm not the Fed being up or down or sideways, it doesn't really impact our NIDDA outlook.

Speaker #5: Yeah. NIDDA growth is largely driven by net new client acquisition. Across all business lines, specialty, geography, whatever segment that it's in, it's driven by that.

Thomas M. Cornish: The NIDDA growth is largely driven by net new client acquisition.

Tom Cornish: The NIDDA growth is largely driven by net new client acquisition.

Rajinder P. Singh: Yep.

Raj Singh: Yep.

Thomas M. Cornish: That's across all business lines, but specialty, geography, whatever segment that it's in, it's driven by that. Probably 75% to 80% of the growth is driven by that.

Tom Cornish: That's across all business lines, but specialty, geography, whatever segment that it's in, it's driven by that. Probably 75% to 80% of the growth is driven by that.

Speaker #5: Probably 75 to 80 percent of the growth is driven by that.

Speaker #7: Very helpful. Thank you.

Operator 2: Very helpful. Thank you.

David Chiaverini: Very helpful. Thank you.

Speaker #1: The next question comes from Michael Rose with Raymond James. Please go ahead.

Chloe: The next question comes from Michael Rose with Raymond James. Please go ahead.

Operator: The next question comes from Michael Rose with Raymond James. Please go ahead.

Speaker #8: Hey. Good morning. Thanks for taking my questions. Just given the absence of rate cuts now, then I think the market's expecting any updated thoughts around deposit beta expectations as we move forward?

Michael Rose: Hey, good morning. Thanks for taking my questions. Just given the absence of rate cuts now, that I think the market's expecting, any updated thoughts around deposit beta expectations as we move forward? I think last quarter you'd kind of talked about an 80% beta with cuts. Thanks.

Speaker #8: I think last quarter, you'd kind of talked about an 80% beta with cuts. Thanks.

Speaker #5: Yeah. With cuts, it's 80%. But the Fed is not going to move if we get complacent and don't look at interest-bearing deposits. And just let that ride.

Rajinder P. Singh: Yeah. With cuts, it's 80%, but if the Fed is not going to move, if we get complacent and don't look at interest-bearing deposits and just let that ride, it has a natural tendency that the rates, the portfolio will price up. So that's the hard work you have to do is to make sure it doesn't price up and maybe even get it even to go down a few basis points. Not easy. That is really hand-to-hand combat, client by client, portfolio by portfolio. We are attempting to do that. New money competition is high. I think Jim mentioned as an example, as a proxy, broker deposits are 15 basis points wider than they were like six weeks ago. Now, I'm not smart enough to know why.

Raj Singh: Yeah. With cuts, it's 80%, but if the Fed is not going to move, if we get complacent and don't look at interest-bearing deposits and just let that ride, it has a natural tendency that the rates, the portfolio will price up. So that's the hard work you have to do is to make sure it doesn't price up and maybe even get it even to go down a few basis points. Not easy. That is really hand-to-hand combat, client by client, portfolio by portfolio. We are attempting to do that. New money competition is high. I think Jim mentioned as an example, as a proxy, broker deposits are 15 basis points wider than they were like six weeks ago. Now, I'm not smart enough to know why.

Speaker #5: It has a natural tendency that the rates the portfolio will price up. So that's the hard work you have to do is to make sure it doesn't price up and maybe even get it even to go down a few basis points.

Speaker #5: Not easy. That is really hand-to-hand combat—client by client, portfolio by portfolio. But we are attempting to do that. New money, competition is high.

Speaker #5: I think Jim mentioned as an example, as a proxy, broker deposits are 15 basis points wider than they were like six weeks ago. Now, I'm not smart enough to know why.

Speaker #5: I'm guessing maybe it's the conflict in the Middle East and people just get a little nervous. They want to grab more liquidity. Or maybe it's something else.

Rajinder P. Singh: I'm guessing maybe it's the conflict in the Middle East and people just get a little nervous, they want to grab more liquidity or maybe it's something else. We did see a pretty meaningful change. Maybe it's just rates have gone up two years now, about 370, 380 and now closer to 350. Maybe it's that, maybe it's a whole bunch of stuff. We are leaning more and more towards NIDDA. If I could have my way and I'd have just no growth but NIDDA, all growth NIDDA that's not possible, right? We will have interest-bearing growth as well. Our job is to make sure interest-bearing costs stay within reason, maybe come down just a little bit, but it'll be hard to make them come down a lot if the Fed is not moving.

Raj Singh: I'm guessing maybe it's the conflict in the Middle East and people just get a little nervous, they want to grab more liquidity or maybe it's something else. We did see a pretty meaningful change. Maybe it's just rates have gone up two years now, about 370, 380 and now closer to 350. Maybe it's that, maybe it's a whole bunch of stuff. We are leaning more and more towards NIDDA. If I could have my way and I'd have just no growth but NIDDA, all growth NIDDA that's not possible, right? We will have interest-bearing growth as well. Our job is to make sure interest-bearing costs stay within reason, maybe come down just a little bit, but it'll be hard to make them come down a lot if the Fed is not moving.

Speaker #5: But we did see a pretty meaningful change. Maybe it's just that rates have gone up—two years now at 370, 380, and not closer to 350.

Speaker #5: Maybe it's that. Maybe it's a whole bunch of stuff. But we are leaning more and more towards NIDDA. I mean, if I could have my way and I'd have just no growth but NIDDA, all growth NIDDA—that's not possible, right?

Speaker #5: We will have interest-bearing growth as well. But it is our job is to make sure interest-bearing costs stay within reason, maybe come down just a little bit.

Speaker #5: But it'll be hard to make them come down a lot if the Fed is not moving. But if you don't do the hard work, they'll naturally have a tendency to drift up.

Rajinder P. Singh: If you don't do the hard work, they'll naturally have a tendency to drift up, and we don't want that to happen.

Raj Singh: If you don't do the hard work, they'll naturally have a tendency to drift up, and we don't want that to happen.

Speaker #5: And we don’t want that to happen.

Speaker #8: Okay, helpful. And then maybe just a follow-up question to that—and I hate to ask for near-term guidance, but I'm going to try here.

Michael Rose: Okay. Helpful. Maybe just the follow-up question to that, and I hate to ask for near-term guide, but I'm going to try here. Given the margin guide for the year and the decline this quarter, it implies a pretty steep ramp from here. Can you just help us with Q2 with the inflows coming back in and just some of the seasonality, what that margin within a realm of expectations could look like for Q2? Because I think people are, at least what I'm hearing is you're struggling to kind of get to that 320 full-year guide. Thanks.

Speaker #8: So, obviously, given the margin guide for the year and the decline this quarter, it implies a pretty steep ramp from here. Can you just help us with the second quarter, with the inflows coming back in, and just some of the seasonality?

Speaker #8: What that margin within a realm of expectations could look like for the second quarter? Because I think people are at least what I'm hearing is you're struggling to kind of get to that 320 full-year guide.

Speaker #8: Thanks.

Speaker #5: What I'll do is, I'm actually looking at a sheet here from last year. So, I'm not going to give you guidance quarter by quarter going forward.

Rajinder P. Singh: What I'll do is I'm actually looking at a sheet here from last year. Instead, I'm not going to give you guidance quarter by quarter going forward. We don't do that, right? If Leslie was here, she'd be screaming at you.

Raj Singh: What I'll do is I'm actually looking at a sheet here from last year. Instead, I'm not going to give you guidance quarter by quarter going forward. We don't do that, right? If Leslie was here, she'd be screaming at you.

Speaker #5: We don't do that, right? If Leslie was here, she'd be screaming at you. So I'm nicer. She's listening, I'm sure, so. What I will do is I will just point to what happened last year, right?

Michael Rose: I understand.

Thomas M. Cornish: I'm nicer. She's listening, I'm sure.

Tom Cornish: I'm nicer. She's listening, I'm sure.

Rajinder P. Singh: What I will do is, I will just point to what happened last year. In Q4 of 2024, we were at 284. We came down to 281 in Q1. In Q2, we went up to 293. Okay. Then we went down to 3% in Q3, and to 306 in Q4. Now, you can go and look at that pattern, right? We have a pattern of dipping down and then coming back very strongly in Q2, and then maintaining some of that growth in Q3 and Q4 as well, and then coming down again in Q1. That's the best sort of guidance I can give you is go back and look at what has happened in the past, because it tends to follow some pattern. Now, not every year is exactly the same.

Raj Singh: What I will do is, I will just point to what happened last year. In Q4 of 2024, we were at 284. We came down to 281 in Q1. In Q2, we went up to 293. Okay. Then we went down to 3% in Q3, and to 306 in Q4. Now, you can go and look at that pattern, right? We have a pattern of dipping down and then coming back very strongly in Q2, and then maintaining some of that growth in Q3 and Q4 as well, and then coming down again in Q1. That's the best sort of guidance I can give you is go back and look at what has happened in the past, because it tends to follow some pattern. Now, not every year is exactly the same.

Speaker #5: In the fourth quarter of '24, we were at 284. We came down to 281 in the first quarter, and in the second quarter, we went up to 293.

Speaker #5: Okay? And then we went up to 3% in the third quarter and to 3.06% in the fourth quarter. Now, you can go and look at that pattern, right?

Speaker #5: We have a pattern of dipping down and then coming back very strongly in the second quarter, and then maintaining some of that growth in the third and fourth quarter as well, and then coming down again in the first quarter.

Speaker #5: So that's the best sort of guidance I can give you: go back and look at what has happened in the past, because it tends to follow some pattern.

Speaker #5: Not every year is exactly the same. There is a lot of moving parts. But that's about as much guidance I can give you I can't tell you what the quarter will be.

Rajinder P. Singh: There is a lot of moving parts. That's about as much guidance I can give you. I can't tell you what the quarter will be. More than what we've already said, which is that it'll be a very strong NIDDA growth quarter.

Raj Singh: There is a lot of moving parts. That's about as much guidance I can give you. I can't tell you what the quarter will be. More than what we've already said, which is that it'll be a very strong NIDDA growth quarter.

Speaker #5: But more than what we've already said, which is that it'll be a very strong NIDDA growth quarter.

Michael Rose: Totally get it. Just trying to frame the conversation. Maybe just one last follow-up. Obviously, the repurchase is pretty strong this quarter. Any reason to think that the pace would be any different as we move forward? I know you said up to $250 million. Stock is obviously down a little bit today. Any reason to think that pace would change?

Speaker #8: Totally get it. Just trying to frame the conversation. Maybe just one last follow-up. Obviously, the repurchase is pretty strong this quarter. Any reason to think that the pace would be any different as we move forward?

Speaker #8: I know you said up to $250 million, stock is obviously down a little bit today. But any reason to think that that pace would change?

Rajinder P. Singh: Not really. We're still being opportunistic where we can be. At the same time, we're not trying to manage it on a day-to-day basis. Jim and I both have day jobs. There is still volatility in the market, and we try to use that volatility to our advantage the best we can.

Raj Singh: Not really. We're still being opportunistic where we can be. At the same time, we're not trying to manage it on a day-to-day basis. Jim and I both have day jobs. There is still volatility in the market, and we try to use that volatility to our advantage the best we can.

Speaker #5: Not really. We're still being opportunistic where we can be. But at the same time, we're not trying to manage it on a day-to-day basis.

Speaker #5: Jim and I both have day jobs. So there is still volatility in the market, and we try to use that volatility to our advantage the best we can.

Speaker #8: And we're working—we're trying to steadily work towards the target of about 11.5%, set one. And that's the center of gravity that we're working towards.

Thomas M. Cornish: We're trying to steadily work towards the target of about 11.5% CET1.

Tom Cornish: We're trying to steadily work towards the target of about 11.5% CET1.

Michael Rose: Yeah. Totally get it.

Thomas M. Cornish: That's the center of gravity that we're working towards.

Tom Cornish: That's the center of gravity that we're working towards.

Speaker #8: All right. I'll step back. Thanks for taking my questions.

Michael Rose: All right. I'll step back. Thanks for taking my questions.

Speaker #5: Thank you.

Thomas M. Cornish: Thank you.

Raj Singh: Thank you.

Speaker #1: The next question comes from Woody Lay with KBW. Please go ahead.

Chloe: The next question comes from Woody Lay with KBW. Please go ahead.

Operator: The next question comes from Woody Lay with KBW. Please go ahead.

Speaker #9: Hey. Good morning, guys. One is how are you hey. Wanted to follow up on credit. And as you noted, MPA saw nice improvement even if you exclude the charge-off benefit.

Woody Lay: Hey, good morning, guys.

Thomas M. Cornish: How are you?

Tom Cornish: How are you?

Woody Lay: Hey. Wanted to follow up on credit, and as you noted, NPA saw nice improvement, even if you exclude the charge-off benefit. That incremental $65 million of improvement, could you just give some color on either the resolution or upgrades there?

Speaker #9: So, that incremental, like $65 million of improvement, could you just give some color on either the resolution or upgrades there?

Speaker #5: Yeah. I would say if you look at that, you have a couple of fairly large loans that moved out of the bank. They were either refinanced in the longer-term capital markets, or we were taken out by a lender in the group that was several of the large ones.

Thomas M. Cornish: Yeah. I would say if you look at that, you have a couple of fairly large loans that moved out of the bank. They were either refinanced in the longer-term capital markets or were taken out by a lender in the group. That was several of the large ones. You have a couple of upgrades in performance. That would be the mixture of the other items other than the charge-offs.

Tom Cornish: Yeah. I would say if you look at that, you have a couple of fairly large loans that moved out of the bank. They were either refinanced in the longer-term capital markets or were taken out by a lender in the group. That was several of the large ones. You have a couple of upgrades in performance. That would be the mixture of the other items other than the charge-offs.

Speaker #5: You have a couple of upgrades in performance. That would be the mixture of the other items, other than the charge-offs.

Speaker #9: Got it. And inflows just being lighter than the outflows.

Woody Lay: Got it.

Rajinder P. Singh: The influence is being lighter than the outputs.

Raj Singh: The influence is being lighter than the outputs.

Thomas M. Cornish: Yes. The inflation was lighter.

Tom Cornish: Yes. The inflation was lighter.

Speaker #5: Yeah. And inflows were lighter.

Speaker #9: Yeah, and then maybe just on the outlook, that MPA should continue to decline from here. Middle East represents some uncertainty, and it kind of whipsaws back and forth on when that could potentially end.

Woody Lay: Yeah. Maybe just on the outlook that NPA should continue to decline from here. Middle East represents some uncertainty, and it kind of whipsaws back and forth on when that could potentially end. What's driving that positivity that NPAs could continue to decline?

Speaker #9: So, what's driving that positivity, that MPAs could continue to decline?

Speaker #5: I think we're very familiar with every loan that is either an NPAs or in a criticized classified bucket. And we're looking at them very granularly to see where is performance getting worse or better or stable.

Rajinder P. Singh: I think we're very familiar with every loan that is either in NPAs or in a criticized classified bucket. We're looking at them very granularly to see where is performance getting worse or better or stable. My assessment on NPAs, looking into the future, is more based on that granular knowledge of the portfolio rather than what $100 oil might do. That's not really what is driving that. I'll give you an example. Just two days ago, there's an NPA for about $17 to $18 million in the CRE space that has been sitting there for almost a year. It looks like it's going to come to a resolution. We might get a small recovery out of that. I just know what's in the portfolio and where it is. This loan that I'm talking about has a close date of third week of June.

Raj Singh: I think we're very familiar with every loan that is either in NPAs or in a criticized classified bucket. We're looking at them very granularly to see where is performance getting worse or better or stable. My assessment on NPAs, looking into the future, is more based on that granular knowledge of the portfolio rather than what $100 oil might do. That's not really what is driving that. I'll give you an example. Just two days ago, there's an NPA for about $17 to $18 million in the CRE space that has been sitting there for almost a year.

Speaker #5: So my assessment on NPAs into the looking into the future is more based on that granular knowledge of the portfolio. Rather than what $100 oil might do.

Speaker #5: So that's not really what is driving that. I'll give you an example. Just two days ago, there's an NPA for about $17 or $18 million in the CRE space that has been sitting there for almost a year.

Speaker #5: It looks like it's going to come to a resolution, and we might get a small recovery out of that. So, I just know what's in the portfolio and where it is.

Raj Singh: It looks like it's going to come to a resolution. We might get a small recovery out of that. I just know what's in the portfolio and where it is. This loan that I'm talking about has a close date of third week of June.

Speaker #5: This loan, that I'm talking about, has a close date of like the third week of June. So I won't count the money until it actually is a wire that comes in, but it's a pretty good indicator that $17 million will get resolved.

Rajinder P. Singh: I won't count the money until the wire comes in, but it's a pretty good indicator that $17 million will get resolved, and it'll be off our books before the end of Q2. It's things like that. There's another one in the C&I space, which the performance has stabilized to kind of improve. We're keeping it in the NPA category. We'll see how it works out. Three months ago, I was not as positive about how that business was doing, but now we've seen things they've done in the last two or three months that are looking better. It'll probably still be an NPA, but it's maybe a couple of quarters down the road, it gets resolved. It's based on our granular knowledge of the loan portfolio rather than any big macroeconomic thing.

Raj Singh: I won't count the money until the wire comes in, but it's a pretty good indicator that $17 million will get resolved, and it'll be off our books before the end of Q2. It's things like that. There's another one in the C&I space, which the performance has stabilized to kind of improve. We're keeping it in the NPA category. We'll see how it works out. Three months ago, I was not as positive about how that business was doing, but now we've seen things they've done in the last two or three months that are looking better. It'll probably still be an NPA, but it's maybe a couple of quarters down the road, it gets resolved. It's based on our granular knowledge of the loan portfolio rather than any big macroeconomic thing.

Speaker #5: And it'll be off our books before the end of second quarter. So it's things like that, right? There's another one in the CNI space, which has the performance has stabilized to kind of improved, but we're keeping it in the NPA category.

Speaker #5: We'll see how it works out. Three months ago, I was not as positive about how that business was doing. But now we've seen things they've done in the last two or three months that are looking better.

Speaker #5: It'll probably still be an NPA, but it's maybe a couple of quarters down the road it gets resolved. So it's based on our granular knowledge of the loan portfolio.

Speaker #5: Rather than any big macroeconomic thing. Yeah. In some instances, we're aware of refinancings in the private credit market that are going on. In some instances, an individual credits we're familiar with asset sales that are happening that will pay down the debt you may have a division that's selling off within a company.

Thomas M. Cornish: Yeah. In some instances, we're aware of refinancings in the private credit market that are going on in some instances in individual credits. We're familiar with asset sales that are happening that will pay down the debt. You may have a division that's selling off within a company. I mean, as Raj said, there's specific kind of item by item that we can go through and identify events that we think are going to happen in the near term that give us that conviction.

Tom Cornish: Yeah. In some instances, we're aware of refinancings in the private credit market that are going on in some instances in individual credits. We're familiar with asset sales that are happening that will pay down the debt. You may have a division that's selling off within a company. I mean, as Raj said, there's specific kind of item by item that we can go through and identify events that we think are going to happen in the near term that give us that conviction.

Speaker #5: I mean, as Rod said, there's specific kind of item-by-item that we can go through and identify events that we think are going to happen in the near term that give us that conviction.

Speaker #9: Got it. That's really helpful color. And then maybe just last for me, I know it's pretty small in the grand scheme of things, but that little over 5 million of performance items and compensation, this quarter, was that included in the expense guide that was given last quarter, or is that in addition?

Woody Lay: Got it. That's really helpful color. Maybe just last for me, I know it's pretty small in the grand scheme of things, but that little over $5 million of performance items and compensation this quarter, was that included in the expense guide that was given last quarter, or is that in addition?

James G. Mackey: Yes. No, it's included.

Jim Mackey: Yes. No, it's included.

Speaker #5: Yes. No, it's included.

Speaker #9: Okay. Awesome. Thanks for taking my questions.

Woody Lay: Okay. Awesome. Thanks for taking my questions.

Speaker #5: Thank you.

Thomas M. Cornish: Thank you.

Tom Cornish: Thank you.

Speaker #1: The next question comes from John Armstrong with RBC Capital Markets. Please go ahead.

Chloe: The next question comes from Jon Arfstrom with RBC Capital Markets. Please go ahead.

Operator: The next question comes from Jon Arfstrom with RBC Capital Markets. Please go ahead.

Speaker #8: Hey, thanks. Good morning.

Jon Arfstrom: Hey, thanks. Good morning.

Speaker #5: Hey, good morning.

Thomas M. Cornish: Hey, John.

Tom Cornish: Hey, Jon.

Jon Arfstrom: Maybe for you, Tom, anything else to note on the C&I decline? You flagged the Q4 utilization, but anything else to note on commercial lending pipelines and what you're seeing there?

Speaker #8: Maybe for you, Tom, anything else to note on the CNI decline? You flagged the Q4 utilization, but anything else to note on commercial lending pipelines and what you're seeing there?

Thomas M. Cornish: I would say different parts of the business operate differently. When we say C&I, it really encompasses kind of larger middle-market corporate lending and encompasses commercial lending for more mid-size companies in the small business area. I think we're having probably higher levels of success in kind of the mid-level and down areas, that's a little less volatile as well. Also, the credit sizes are a bit smaller. Pricing tends to be a bit better. We see less pricing pressure in that segment. The further you go up market, the more pricing competitiveness and terms and conditions competitiveness that you face. A big part of kind of managing the growth of the business this year is managing that mix and managing the segments that we're in.

Tom Cornish: I would say different parts of the business operate differently. When we say C&I, it really encompasses kind of larger middle-market corporate lending and encompasses commercial lending for more mid-size companies in the small business area. I think we're having probably higher levels of success in kind of the mid-level and down areas, that's a little less volatile as well. Also, the credit sizes are a bit smaller. Pricing tends to be a bit better. We see less pricing pressure in that segment. The further you go up market, the more pricing competitiveness and terms and conditions competitiveness that you face. A big part of kind of managing the growth of the business this year is managing that mix and managing the segments that we're in.

Speaker #5: I would say different parts of the business operate differently. When we say CNI, it really encompasses kind of larger and middle market corporate lending.

Speaker #5: It encompasses commercial lending for more mid-sized companies and the small business area. I think we're having probably higher levels of success in kind of the mid-level and down area.

Speaker #5: That's a little less volatile as well. And also, the credit sizes are a bit smaller. Pricing tends to be a bit better. We see less pricing pressure.

Speaker #5: In that segment, the further you go up market, the more pricing competitiveness in terms and conditions competitiveness that you face. So a big part of kind of managing the growth of the business this year is managing that mix and managing the segments that we're in.

Thomas M. Cornish: We're fairly, what's the right word I'm looking for, fanatical about kind of managing segments and keeping them within risk tolerance levels and kind of risk appetite as it relates to total exposure per industry segments, whether it's the C&I side or the CRE side. I expect that we'll see good quality C&I growth over the rest of the year, where we're seeing good penetration in new markets that we're in, particularly the southern markets, Atlanta, Charlotte. We just had a party yesterday for our new Charlotte office and had really good responses. We expect Texas to continue to grow well. I think that it's broad, but I think that there's going to be good market segments for us to grow in. It's a very competitive business right now.

Tom Cornish: We're fairly, what's the right word I'm looking for, fanatical about kind of managing segments and keeping them within risk tolerance levels and kind of risk appetite as it relates to total exposure per industry segments, whether it's the C&I side or the CRE side. I expect that we'll see good quality C&I growth over the rest of the year, where we're seeing good penetration in new markets that we're in, particularly the southern markets, Atlanta, Charlotte. We just had a party yesterday for our new Charlotte office and had really good responses. We expect Texas to continue to grow well. I think that it's broad, but I think that there's going to be good market segments for us to grow in. It's a very competitive business right now.

Speaker #5: We're fairly it's the right word I'm looking for. Fanatical about kind of managing segments and keeping them within risk tolerance levels and kind of risk appetite as it relates to total exposure per industry segments, whether it's CNI side or the CRE side.

Speaker #5: So I expect that we'll see good quality CNI growth over the rest of the year, where we're seeing good penetration in new markets that we're in, particularly the southern markets—the Atlanta, the Charlotte.

Speaker #5: We just had a party yesterday for our new Charlotte office, and had really good responses. We expect Texas to continue to grow well, so I think that there's—it's broad, but I think that there's going to be good market segments for us to grow in.

Speaker #5: But it's a very competitive business right now.

Speaker #8: Yeah. Okay.

Jon Arfstrom: Yep. Okay.

Speaker #5: And we're trying very hard to manage this margin issue versus the volume issue and make sure that we've got a good pricing discipline.

Thomas M. Cornish: We're trying very hard to manage this margin issue versus the volume issue and make sure that we've got good pricing discipline.

Tom Cornish: We're trying very hard to manage this margin issue versus the volume issue and make sure that we've got good pricing discipline.

Speaker #8: Yeah. Yeah. Okay. Yeah. And just that segues into the next one. How much more room do you guys think you have on deposit pricing from here?

Jon Arfstrom: Yep. Okay. Yeah, just that segues into the next one. How much more room do you guys think you have on deposit pricing from here? It sounds like you've got some rate cuts coming, or some deposit pricing cuts coming, but how much more room do you guys think you have?

Speaker #8: It sounds like you've got some rate cuts coming, but or some deposit pricing cuts coming. But how much more room do you guys think you have?

Speaker #5: If the Fed doesn't move, then I think it's not like there's 30 basis points of room left here to cut. We will probably, the existing book will probably cut 5, 10 basis points here or there.

Rajinder P. Singh: If the Fed doesn't move, then I think it's not like there is 30 basis points of room left here to cut. The existing book we'll probably cut 5, 10 basis points here or there, but you can't really move too much unless the Fed moves. The new money that comes in generally is at a higher price than the existing book. That's just the nature of the deposit business. That'll depend on where the market is. Like I said, brokered market as a proxy was certainly very heated in March. We'll see where it kind of lands over the course of the next quarter, the remainder of the year. We'll cut where we can, but it's not like there's some wholesale reduction that is still left if the Fed doesn't move.

Raj Singh: If the Fed doesn't move, then I think it's not like there is 30 basis points of room left here to cut. The existing book we'll probably cut 5, 10 basis points here or there, but you can't really move too much unless the Fed moves. The new money that comes in generally is at a higher price than the existing book. That's just the nature of the deposit business. That'll depend on where the market is. Like I said, brokered market as a proxy was certainly very heated in March. We'll see where it kind of lands over the course of the next quarter, the remainder of the year. We'll cut where we can, but it's not like there's some wholesale reduction that is still left if the Fed doesn't move.

Speaker #5: But you can't really move too much unless the Fed moves. And the new money that comes in generally is at a higher price than the existing book.

Speaker #5: That's just the nature of the deposit business. So that'll depend on where the market is. Like I said, broker market as a proxy was certainly very heated in March.

Speaker #5: We'll see where it kind of lands over the course of the next quarter that are remaining of the year. But it's we'll cut where we can, but it's not like there's some wholesale reduction that is still left if the Fed doesn't move.

Speaker #5: But it is our commitment to focus on this. I can't even begin to tell you how much time we spend, and how many painful meetings we have.

Thomas M. Cornish: It is our commitment to focus on this. I can't even begin to tell you how much time we spend and how many painful meetings we have-

Tom Cornish: It is our commitment to focus on this. I can't even begin to tell you how much time we spend and how many painful meetings we have-

Speaker #8: Oh, we torture our people.

Rajinder P. Singh: We torture our people.

Raj Singh: We torture our people.

Thomas M. Cornish: Over this. We torture our people, and we torture ourselves.

Tom Cornish: Over this. We torture our people, and we torture ourselves.

Speaker #5: Over this. We torture our people, and we torture ourselves.

Speaker #8: Actually, the next meeting is on Friday.

Rajinder P. Singh: Actually, the next meeting is on Friday.

Raj Singh: Actually, the next meeting is on Friday.

Speaker #5: Working through this and it's like a can we go down by three basis points on this account? And if it's a large account, three basis points makes a difference.

Thomas M. Cornish: Working through this, and it's like, can we go down by three basis points on this account? If it's a large account, three basis points makes a difference. It's an account-by-account, relationship-by-relationship, and pushing hard. It doesn't come by itself, I can assure you of that.

Tom Cornish: Working through this, and it's like, can we go down by three basis points on this account? If it's a large account, three basis points makes a difference. It's an account-by-account, relationship-by-relationship, and pushing hard. It doesn't come by itself, I can assure you of that.

Speaker #5: It's an account-by-account, relationship-by-relationship thing. And pushing hard, it doesn't come by itself—I can assure you of that.

Speaker #8: Yeah. Yeah. I know it's not easy. But you're still thinking 320 NIM by the end of the year and holding the provision guide and if you can deliver that, I think that's really all that matters.

Jon Arfstrom: Yep. Yeah, I know it's not easy. You're still thinking 320 NIM by the end of the year and holding the provision guide, and-

Thomas M. Cornish: Yeah

Tom Cornish: Yeah

Jon Arfstrom: If you can deliver that, I think that's really all that matters.

Thomas M. Cornish: Yep.

Tom Cornish: Yep.

Speaker #8: So I appreciate it.

Jon Arfstrom: I appreciate it.

Speaker #5: Correct.

Thomas M. Cornish: Correct.

Tom Cornish: Correct.

Speaker #1: The next question comes from David Bishop with HUVD Group. Please go ahead.

Chloe: The next question comes from David Bishop with Hovde Group. Please go ahead.

Operator: The next question comes from David Bishop with Hovde Group. Please go ahead.

Speaker #10: Yeah, staying on the topic of maybe the NIM here, I think Tom or Jim—you mentioned securities. He took it on the chin a little bit from the Fed rate moves.

David Bishop: Yeah. Staying on the topic of maybe the NIM here. I think, Tom or Jim, you mentioned securities yield took it on the chin a little bit from the Fed rate moves. From an earning asset yield perspective, do you think, with an absence of rate cut here in the near term, you might see average earning asset yield stabilize or start to turn here? Just curious how you're viewing yields within the market relative to loan loss. Thanks.

Speaker #10: From an earning asset yield perspective, do you think with an absence of rate cut here, in the near term, you might see average earning asset yields stabilize or start to turn here?

Speaker #10: Just curious how you're viewing yields within the market relative to roll-off. Thanks.

Thomas M. Cornish: Well, yes, except for competition related to credit spreads, right? If competition continues to ramp up and you start to see pressure there, that'll be a little pressure on pricing. We tried to factor that into our guidance.

Tom Cornish: Well, yes, except for competition related to credit spreads, right? If competition continues to ramp up and you start to see pressure there, that'll be a little pressure on pricing. We tried to factor that into our guidance.

Speaker #5: Well, yes, except for competition related to credit spreads, right? If competition continues to ramp up and you start to see pressure there, that'll be a little pressure on pricing.

Speaker #5: But we tried to factor that into our guidance. So it really depended on if it's worse or better than what we projected.

James G. Mackey: Really dependent if it's worse or better than what we projected.

Tom Cornish: Really dependent if it's worse or better than what we projected.

Speaker #10: Yeah, that’ll be also partially impacted by the asset yield mix changes. I mean, the continued rundown of resi, and the continued emphasis on the commercial lending categories will help that.

Thomas M. Cornish: Yes, that'll be also partially impacted by the asset yield mix changes. I mean, the continued rundown of resi and the continued emphasis on the commercial lending categories will help that. We also have some commercial real estate credits this year that are up for repricing this year that were part of an older fixed-rate book that we had of loans that were done seven years ago or whatever, they were done at lower rates. We're looking at probably 7% to 8% of the portfolio that was at a fixed-rate basis that we think we can reprice. There's different elements to this that are levers that we think we can pull throughout the year in order to improve asset yields kind of across the board.

Tom Cornish: Yes, that'll be also partially impacted by the asset yield mix changes. I mean, the continued rundown of resi and the continued emphasis on the commercial lending categories will help that. We also have some commercial real estate credits this year that are up for repricing this year that were part of an older fixed-rate book that we had of loans that were done seven years ago or whatever, they were done at lower rates. We're looking at probably 7% to 8% of the portfolio that was at a fixed-rate basis that we think we can reprice. There's different elements to this that are levers that we think we can pull throughout the year in order to improve asset yields kind of across the board.

Speaker #10: We also have some commercial real estate credits this year that are up for repricing. This year that were part of an older fixed-rate book that we had of loans that were done seven years ago or whatever they were done at lower rates.

Speaker #10: So we're looking at probably 78% of the portfolio that was at a fixed-rate basis that we think we can reprice. So there's different elements to this that are levers that we think we can pull throughout the year in order to improve asset yields kind of across the board.

Speaker #5: Got it. And one final question as you look across the commercial portfolio: are there any particular segments that are particularly impacted by rising energy or gas costs there?

David Bishop: Got it. One final question, as you look across the commercial portfolio, any particular segments that are particularly impacted by rising energy or gas costs there? Just curious, as you sort of analyze the portfolio, any segments that sort of jump out as being potentially at risk in the near term? Thanks.

Speaker #5: Just curious as you sort of analyze the portfolio, any segments that sort of jump out as being potentially at risk in the near term?

Speaker #5: Thanks.

Speaker #10: Yeah, everything is impacted a bit by it. I mean, we don't have—we're not in sort of the energy lending business or businesses that you would say have a very front-end direct impact from it.

Thomas M. Cornish: Yeah. Everything is impacted a bit by it. We're not in sort of the energy lending business or businesses that you would say have a very front-end direct impact from it. Every consumer is impacted by rising energy prices and, to some extent, any rise that that drives in food consumption type prices. We do not have heavy consumer lending portfolios, kind of B2C type lending portfolios. We don't have much of that. We think we're reasonably insulated from that. It's going to impact every consumer and that drives 70% of the economy in terms of consumer expenditures and GDP.

Tom Cornish: Yeah. Everything is impacted a bit by it. We're not in sort of the energy lending business or businesses that you would say have a very front-end direct impact from it. Every consumer is impacted by rising energy prices and, to some extent, any rise that that drives in food consumption type prices. We do not have heavy consumer lending portfolios, kind of B2C type lending portfolios. We don't have much of that. We think we're reasonably insulated from that. It's going to impact every consumer and that drives 70% of the economy in terms of consumer expenditures and GDP.

Speaker #10: But every consumer is impacted by rising energy prices. And to some extent, any rise in that drives up food consumption-type prices. So we do not have heavy consumer lending portfolios.

Speaker #10: Kind of B2C type lending portfolios. We don't have much of that. So we think we're reasonably insulated from that. But it's going to impact every consumer, and that drives 70% of the economy in terms of consumer expenditures and GDP.

Speaker #10: So it sort of depends on severity and duration.

Rajinder P. Singh: It sort of depends on severity and duration.

Raj Singh: It sort of depends on severity and duration.

Speaker #5: Yeah. And duration.

Thomas M. Cornish: Severity and duration.

Tom Cornish: Severity and duration.

Speaker #10: Duration. Yeah.

Rajinder P. Singh: Duration.

Raj Singh: Duration.

Rajinder P. Singh: Yeah.

Raj Singh: Yeah.

Speaker #5: We're watching it closely.

Thomas M. Cornish: We're watching it closely, and we'll react quickly if we start to see something that's concerning.

Tom Cornish: We're watching it closely, and we'll react quickly if we start to see something that's concerning.

Speaker #10: Yeah. And we'll react quickly if we start to see something that's concerning. It's one of those things. If we have a large food distribution company, food distribution companies are going to have some level of impact from gas prices and what happens at the consumer if they start to downsize or trade down in quality of beef or things like that.

Thomas M. Cornish: Yeah. It's one of those things, if we have a large food distribution company, food distribution companies are going to have some level of impact from gas prices and what happens at the consumer if they start to downsize or trade down in quality of beef or things like that. Those are really difficult to try to assess other than watching it credit by credit.

Tom Cornish: Yeah. It's one of those things, if we have a large food distribution company, food distribution companies are going to have some level of impact from gas prices and what happens at the consumer if they start to downsize or trade down in quality of beef or things like that. Those are really difficult to try to assess other than watching it credit by credit.

Speaker #10: But those are really difficult to try to assess other than watching it credit by credit.

Speaker #1: All right. Hello? The next question comes from Steven Scouten with Piper Sandler. Please go ahead.

[Analyst]: Hello?

Operator: Hello?

Chloe: The next question comes from Stephen Scouten with Piper Sandler. Please go ahead.

Operator: The next question comes from Stephen Scouten with Piper Sandler. Please go ahead.

Speaker #5: Good morning. Thanks. I'm curious if you could remind what you guys are using for your economic scenarios as you calculate your loan loss reserve and maybe what about your portfolio kind of gives you confidence that what is a kind of below-peer loan loss reserve to loans ratio?

Stephen Scouten: Good morning, thanks. I'm curious if you could remind what you guys are using for your economic scenarios as you calculate your loan loss reserve, and maybe what about your portfolio kind of gives you confidence that at what is a kind of below peer loan loss reserve to loans ratio?

Speaker #10: Well, we look at Moody's primarily, the different Moody's scenarios. And obviously, internal views as well overlays but again, really when you compare when you're comparing our aggregate coverage to others, you have to look at the mix within the portfolio for example, if you just look at our CNI book, which I talked about is where a lot of the charge-off activity has been, I think our coverage ratios are very comparable to peers.

James G. Mackey: Well, we look at Moody's primarily, the different Moody's scenarios, and obviously internal views as well as overlays. Again, really when you're comparing our aggregate coverage to others, you have to look at the mix within the portfolio. For example, if you just look at our C&I book, which I talked about, is where a lot of the charge-off activity has been. I think our coverage ratios are very comparable to peers. We've got a larger portion in our book of resi than some of our peers, and the coverage on that tends to be a lot lighter. The performance there is very good. You have to look at the sum of parts really to compare it to others, and I think we look much more comparable when you do that.

Jim Mackey: Well, we look at Moody's primarily, the different Moody's scenarios, and obviously internal views as well as overlays. Again, really when you're comparing our aggregate coverage to others, you have to look at the mix within the portfolio. For example, if you just look at our C&I book, which I talked about, is where a lot of the charge-off activity has been. I think our coverage ratios are very comparable to peers. We've got a larger portion in our book of resi than some of our peers, and the coverage on that tends to be a lot lighter. The performance there is very good. You have to look at the sum of parts really to compare it to others, and I think we look much more comparable when you do that.

Speaker #10: We've got a larger portion in our book of resi than some of our peers, and the coverage on that tends to be a lot lighter.

Speaker #10: The performance there is very good. So you have to look at the sum of parts really to compare it to others. And I think we look much more comparable when you do that.

Speaker #5: Yep. Fair enough. And then just my only other question would be I think, Raj, I like you reminding us to think about year-over-year. But I do look year-over-year profitability from an ROA perspective is basically flat around 66 basis points on what appears to be a core basis.

Stephen Scouten: Yep.

Rajinder P. Singh: Yeah.

Raj Singh: Yeah.

Stephen Scouten: Fair enough. Then just my only other question would be, I think, Raj, I like you reminding us to think about year over year. If I do look year over year, profitability from an ROA perspective is basically flat around 66 basis points on what appears to be a core basis. What's the biggest driver of improving that ROA on a year over year basis through the rest of this year?

Speaker #5: So what's the biggest driver of improving that ROA on a year-over-year basis through the rest of this year? And IDDA growth. If I was to pick one thing, that would be it.

Rajinder P. Singh: NIDDA growth. If I was to pick one thing, that would be it. We deliver on that NIDDA growth.

Raj Singh: NIDDA growth. If I was to pick one thing, that would be it. We deliver on that NIDDA growth.

Speaker #5: We deliver on an IDDA growth. We deliver on that. Everything else will take care of itself. Got it. Sounds good. Appreciate the time.

Stephen Scouten: How that improves then, yeah.

Rajinder P. Singh: If we deliver on that, everything else will take care of itself.

Raj Singh: If we deliver on that, everything else will take care of itself.

Stephen Scouten: Got it. Sounds good. Appreciate the time.

Speaker #10: All right. Thank you.

Rajinder P. Singh: All right. Thank you.

Raj Singh: All right. Thank you.

Speaker #5: Thank you.

Rajinder P. Singh: Thank you.

Stephen Scouten: Thank you.

Speaker #1: This concludes our question and answer session. I would like to turn the conference back over to Raj Singh for any closing remarks.

Chloe: This concludes our question and answer session. I would like to turn the conference back over to Raj Singh for any closing remarks.

Operator: This concludes our question-and-answer session. I would like to turn the conference back over to Raj Singh for any closing remarks.

Speaker #5: Thank you all for joining us. And like I said, I know this is a very busy day. If we've missed anything, of course, you know how to reach me or Jim.

Rajinder P. Singh: Thank you all for joining us. Like I said, I know this is a very busy day. If we've missed anything, of course, you know how to reach me or Jim. We'll be available. Thank you so much. Talk to you again in 90 days. Bye.

Raj Singh: Thank you all for joining us. Like I said, I know this is a very busy day. If we've missed anything, of course, you know how to reach me or Jim. We'll be available. Thank you so much. Talk to you again in 90 days. Bye.

Speaker #5: We'll be available. Thank you so much. Talk to you again in 90 days. Bye.

Chloe: The conference has now concluded. Thank you for attending today's presentation. You may now disconnect.

Operator: The conference has now concluded. Thank you for attending today's presentation. You may now disconnect.

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