Q2 2026 Cullen/Frost Bankers Inc Earnings Call

July 30, 2026

Speaker #1: Good morning. Greetings. Welcome to Cullen/Frost Bankers, Inc. Second Quarter 2026 Earnings Conference Call. At this time, all participants are in a listen-only mode.

Speaker #1: The conference will be beginning in just a few minutes. Once again, we want to thank you for your patience, and we will be beginning shortly. Thank you for your patience.

Operator: Greetings. Welcome to Cullen/Frost Bankers, Inc. Q2 2026 Earnings Conference Call. At this time, all participants are in a listen-only mode. A question and answer session will follow the formal presentation. If anyone should require operator assistance during the conference, please press *0 on your telephone keypad. Please note this conference is being recorded. I will now turn the conference over to A.B. Mendez, Senior Vice President and Director of Investor Relations. Thank you. You may begin.

Speaker #1: A question and answer session will follow the formal presentation. If anyone should require operator assistance during the conference, please press star zero on your telephone keypad.

Speaker #1: Please note, this conference is being recorded. I will now turn the conference over to A. Mendez, Senior Vice President and Director of Investor Relations.

Speaker #1: Thank you. You may begin.

Speaker #2: Thanks, Sherry. This afternoon's conference call will be led by Phil Green, Chairman and CEO, and Dan Geddes, Group Executive Vice President and CFO. Before I turn the call over to Phil and Dan, I need to take a moment to address the Safe Harbor provisions.

A.B. Mendez: Thanks, Sherry. This afternoon's conference call will be led by Phil Green, Chairman and CEO, and Dan Geddes, Group Executive Vice President and CFO. Before I turn the call over to Phil and Dan, I need to take a moment to address the safe harbor provisions. Some of the remarks made today will constitute forward-looking statements as defined in the Private Securities Litigation Reform Act of 1995 as amended. We intend such statements to be covered by the safe harbor provisions for forward-looking statements contained in the Private Securities Litigation Reform Act of 1995 as amended. Please see the last page of text in this morning's earnings release for additional information about the risk factors associated with these forward-looking statements. If needed, a copy of the release is available on our website or by calling the investor relations department at 210-220-5234.

Speaker #2: Some of the remarks made today will constitute forward-looking statements as defined in the Private Securities Litigation Reform Act of 1995, as amended. We intend these statements to be covered by the safe harbor provisions for forward-looking statements contained in the Private Securities Litigation Reform Act of 1995, as amended.

Speaker #2: Please see the last page of text in this morning's earnings release for additional information about the risk factors associated with these forward-looking statements. If needed, a copy of the release is available on our website, or by calling the Investor Relations Department at (210) 220-5234.

A.B. Mendez: Please see the last page of text in this morning's earnings release for additional information about the risk factors associated with these forward-looking statements. If needed, a copy of the release is available on our website or by calling the Investor Relations department at 210-220-5234. As a reminder, this call is being webcast, and a webcast replay of the call will be available on our investor relations website at investor.frostbank.com. At this time, I'll turn the call over to Phil.

Speaker #2: As a reminder, this call is being webcast, and a webcast replay of the call will be available on our Investor Relations website at investor.frostbank.com.

A.B. Mendez: As a reminder, this call is being webcast, and a webcast replay of the call will be available on our investor relations website at investor.frostbank.com. At this time, I'll turn the call over to Phil.

Speaker #2: At this time, I'll turn the call over to Phil.

Speaker #3: Thanks, A.B. Good afternoon, everyone, and thanks for joining us today. We'll review second quarter 2026 results for Cullen/Frost. Our Chief Financial Officer, Dan Geddes, will provide additional commentary and guidance before we take your questions.

Phil Green: Thanks, A.B. Good afternoon, everyone, and thanks for joining us. Today, we'll review Q2 2026 results for Cullen/Frost, and our Chief Financial Officer, Dan Geddes, will provide additional commentary and guidance before we take your questions. In Q2 2026, Cullen/Frost earned $170.4 million, an increase of 9.7% compared to the $155.3 million earned in Q2 last year. Per share earnings for Q2 were $2.70, an increase of 13% from $2.39 in Q2 last year. Our return on average assets and average common equity in Q2 were 1.3%, 15.41% respectively.

Speaker #3: In the second quarter of 2026, Cullen/Frost earned $170.4 million, an increase of 9.7% compared to the $155.3 million earned in the second quarter last year.

Speaker #3: Per share earnings for the second quarter were $2.70, an increase of 13% from $2.39 in the second quarter of last year. Our return on average assets and average common equity in the second quarter were 1.30% and 15.41%, respectively.

Speaker #3: That compares with 1.22% and 15.64% in the second quarter last year. Average deposits in the second quarter were $42.6 billion, an increase from $41.8 billion in the same quarter last year.

Phil Green: That compares with 1.22% and 15.64% in Q2 last year. Average deposits in Q2 were $42.6 billion, an increase from $41.8 billion in the same quarter last year. Average loans grew to $22.6 billion in Q2, up from $21.1 billion in Q2 last year. Frost Consumer Bank continues to stand out as an industry leader in both customer experience and organic growth, even as competition from new entrants to the Texas markets intensifies. Year-over-year, consumer checking account household growth accelerated from 5.3% reported last year to 5.7% this quarter, driven by our strongest quarter of customer growth since Q2 2023.

Speaker #3: Average loans grew to $22.6 billion in the second quarter, up from $21.1 billion in the second quarter last year. Frost's consumer bank continues to stand out as an industry leader in both customer experience and organic growth.

Speaker #3: Even as competition from new entrants to the Texas markets intensifies, year over year, consumer checking account household growth accelerated from 5.3% reported last year to 5.7% this quarter.

Speaker #3: Driven by our strongest quarter of customer growth since the second quarter of 2023, we believe this continues to be some of the best, if not the best, organic growth in the industry.

Phil Green: We believe this continues to be some of the best, if not the best, organic growth in the industry. This high customer growth is also driving strong increases in noninterest income. Year over year noninterest income per consumer is up $2.8 million, an 11% year over year increase. We've demonstrated remarkable consistency in organic growth since our expansion began in late 2018. Our success over the last 7 and a half years of organic expansion has had a profound effect. During the expansion, consumer checking accounts have grown 47%. Said another way, a third of our customers are new to Frost since the expansion began. These results are further evidence that, as I've said before, our organic growth strategy is both durable and scalable. We also see consistent above-average growth and organic growth in consumer loans.

Phil Green: We believe this continues to be some of the best, if not the best, organic growth in the industry. This high customer growth is also driving strong increases in noninterest income. Year-over-year noninterest income per consumer is up $2.8 million, an 11% year-over-year increase. We've demonstrated remarkable consistency in organic growth since our expansion began in late 2018. Our success over the last seven and a half years of organic expansion has had a profound effect. During the expansion, consumer checking accounts have grown 47%. Said another way, a third of our customers are new to Frost since the expansion began. These results are further evidence that, as I've said before, our organic growth strategy is both durable and scalable. We also see consistent above-average growth and organic growth in consumer loans.

Speaker #3: This high customer growth is also driving strong increases in non-interest income. Year over year, non-interest income for consumer is up $2.8 million, an 11% year-over-year increase.

Speaker #3: We've demonstrated remarkable consistency in organic growth since our expansion began in late 2018. Our success over the last seven and a half years of organic expansion has had a profound effect.

Speaker #3: During the expansion, consumer checking accounts have grown 47%. Said another way, a third of our customers are new to Frost since the expansion began.

Speaker #3: These results are further evidence that, as I've said before, our organic growth strategy is both durable and scalable. We also see consistent, above-average growth in organic growth in consumer lending.

Speaker #3: Consumer loans ended the quarter with over $4.5 billion outstanding, reflecting year-over-year growth of $751 million, a 20% annual growth rate.

Phil Green: Consumer loans into the quarter with over $4.5 billion outstanding, reflecting year over year growth of $751 billion, a 20% annual growth rate. This growth is driven primarily by mortgage lending, which has year over year growth of $533 million. Second-lien home equity products, which grew $198 million. Looking at consumer deposits, they were down 0.7% for Q1, reflecting primarily seasonal trends. Our commercial line of business is also showing impressive growth. As an example, our 90-day weighted loan pipeline increased 11% from Q1 to the highest level in our history at $2.17 billion. It demonstrates good balance, with about half representing C&I and half representing CRE. About 62% of our pipeline represents customer deals versus prospect deals of 38%.

Phil Green: Consumer loans into the quarter with over $4.5 billion outstanding, reflecting year-over-year growth of $751 billion, a 20% annual growth rate. This growth is driven primarily by mortgage lending, which has year-over-year growth of $533 million. Second-lien home equity products, which grew $198 million. Looking at consumer deposits, they were down 0.7% for Q1, reflecting primarily seasonal trends. Our commercial line of business is also showing impressive growth. As an example, our 90-day weighted loan pipeline increased 11% from Q1 to the highest level in our history at $2.17 billion. It demonstrates good balance, with about half representing C&I and half representing CRE. About 62% of our pipeline represents customer deals versus prospect deals of 38%.

Speaker #3: This growth was driven primarily by mortgage lending, which had year-over-year growth of $533 million, and second lien home equity products, which grew $198 million.

Speaker #3: Looking at consumer deposits, they were down 0.7% for the first quarter, reflecting primarily seasonal trends. Our commercial line of business is also showing impressive growth.

Speaker #3: As an example, our 90-day weighted loan pipeline increased 11% from the first quarter to the highest level in our history, at $2.17 billion.

Speaker #3: It demonstrates good balance, with about half representing CNI and half representing CNE and CRE. About 62% of our pipeline represents customer deals versus 38% prospects.

Speaker #3: Looking at new loan commitments booked, second quarter was up 23% from Q1, and marked the second-highest quarterly total in two years. Core commitments booked—remember that core relationships are defined as those under $10 million—made up 58% of the dollar amount of our commitments in the second quarter.

Phil Green: Looking at new loan commitments booked, Q2 was up 23% from Q1 and marked the second highest quarterly total in 2 years. Core commitments booked, remember that core relationships are defined as those under $10 million, made up 58% of the dollar amount of our commitments in Q2. In addition, growth from the previous quarter was good in all segments. C&I up 15%, CRE up 33%, energy up 47%, and personal up 13%. Now let's look at new relationships. New relationships were down 1% from Q1, but this was the fifth consecutive quarter over 1,000. The expansion continues to be a significant driver of commercial relationships and accounted for 33% of Houston's new relationships, 39% of Dallas's, and 24% of Austin's. Overall, the expansion accounted for 22% of commercial relationships. Finally, market disruption continues to be a tailwind for us.

Phil Green: Looking at new loan commitments booked, Q2 was up 23% from Q1 and marked the second highest quarterly total in two years. Core commitments booked, remember that core relationships are defined as those under $10 million, made up 58% of the dollar amount of our commitments in Q2. In addition, growth from the previous quarter was good in all segments. C&I up 15%, CRE up 33%, energy up 47%, and personal up 13%. Now let's look at new relationships. New relationships were down 1% from Q1, but this was the fifth consecutive quarter over 1,000. The expansion continues to be a significant driver of commercial relationships and accounted for 33% of Houston's new relationships, 39% of Dallas's, and 24% of Austin's. Overall, the expansion accounted for 22% of commercial relationships. Finally, market disruption continues to be a tailwind for us.

Speaker #3: In addition, growth from the previous quarter was good in all segments—CNI up 15%, CRE up 33%, Energy up 47%, and Personal up 13%.

Speaker #3: Now, let's look at new relationships. New relationships were down 1% from the first quarter, but this was the fifth consecutive quarter over 1,000. Expansion continues to be a significant driver of commercial relationships and accounted for 33% of Houston's new relationships, 39% of Dallas's, and 24% of Austin's.

Speaker #3: Overall, the expansion accounted for 22% of commercial relationships per quarter. Finally, market disruption continues to be a tailwind for us. Year to date, new relationships from this source are up 65% compared to the same period last year.

Phil Green: Year to date, new relationships from this source are up 65% compared to the same period last year. Our overall credit quality remains good by historical standards. Total criticized problem loans, which we define as those risk graded 10 or worse, total $917 billion at the end of Q2, down from $989 billion last quarter and $989 billion a year ago. Decrease in the quarter was a result of several successful resolutions that had been anticipated in the prior quarters. Non-performing assets totaled $114 billion at the end of Q2, up from $73 million last quarter and $64 million a year ago. The quarter end non-performing asset figure represents 49 basis points of period end loans and 21 basis points of total assets as compared to 33 and 14 basis points last quarter.

Speaker #3: Our overall credit quality remains good by historical standards: total criticized problem loans, which we define as those risk-rated 10 worst, totaled $917 million at the end of the second quarter.

Speaker #3: Down from $989 million last quarter and $989 million a year ago. The decrease in the quarter was a result of several successful resolutions that had been anticipated in prior quarters.

Speaker #3: Non-performing assets totaled $114 million at the end of the second quarter, up from $73 million last quarter and $64 million a year ago. The quarter-end non-performing asset figure represents 49 basis points of loans and 21 basis points of total assets.

Speaker #3: As compared to 33 and 14 basis points last quarter. The increase in non-performers mainly relates to one $54 million multifamily commercial real estate loan that is working through a sale of the property, with an expected resolution in either the third or fourth quarter.

Phil Green: The increase in non-performers mainly relates to $154 million multi-family commercial real estate loan that is working through a sale of the property with an expected resolution in either Q3 or Q4. This was partly offset by a $20 million pay down on a non-performing loan identified in Q4 of 2025. Net charge-offs for Q2 were $9.5 million, compared to $5.7 million last quarter and $11.1 million a year ago. Annualized net charge-offs for Q2 represented 17 basis points of average loans, compared to 11 basis points last quarter and 21 basis points a year ago. In addition to our success in commercial and consumer business lines, I'm also optimistic about our efforts around expanding our wealth management and insurance brokerage businesses.

Speaker #3: This was partly offset by a $20 million paydown on a non-performing loan identified in the fourth quarter of 2025. Net charge-offs for the second quarter were $9.5 million, compared to $5.7 million last quarter and $11.1 million a year ago.

Speaker #3: Annualized net charge-offs for the second quarter represented 17 basis points of average loans, compared to 11 basis points last quarter and 21 basis points a year ago.

Speaker #3: In addition to our success in commercial and consumer business lines, I'm also optimistic about our efforts to expand our wealth management and insurance brokerage businesses.

Speaker #3: I'll end by thanking our amazing staff for these outstanding results that we're achieving, and recognizing that they make it all happen. With that, I'll turn it over to Dan for some additional insights.

Phil Green: I'll end by thanking our amazing staff for these outstanding results that we're achieving and recognizing that they make it all happen. With that, I'll turn it over to Dan for some additional insights.

Speaker #2: Thank you, Phil. Let me start off by discussing our branch expansion growth. As a reminder, this performance now includes 11 additional branches opened in trade areas outside of our announced expansions in Houston, Dallas, and Austin.

Dan Geddes: Thank you, Phil. Let me start off by discussing our branch expansion growth. As a reminder, this performance now includes 11 additional branches opened in trade areas outside of our announced expansions in Houston, Dallas, and Austin. During Q2, our branch expansion delivered $0.16, or 5.8% of EPS accretion, and $0.30 year to date, or 5.9% of EPS accretion. We continue to be pleased with the volumes we've been able to achieve. On a year-over-year basis, average loans grew 38%, representing 13.4% of total loans, up from 10.5% a year ago, and contributed 53% of the growth. Average deposits grew 20%, representing 8.7% of deposits versus 7.4% in the same period last year and contributed 72% of the growth. The expansion branches have now grown to $3 billion in loans, $3.7 billion in deposits, and have added over 100,000 new households.

Speaker #2: During the second quarter, our branch expansion delivered $0.16, or 5.8%, of EPS accretion, and $0.30 year to date, or 5.9% of EPS accretion.

Speaker #2: We continue to be pleased with the volumes we've been able to achieve. On a year-over-year basis, average loans grew 38%, representing 13.4% of total loans, up from 10.5% a year ago.

Dan Geddes: On a year-over-year basis, average loans grew 38%, representing 13.4% of total loans, up from 10.5% a year ago, and contributed 53% of the growth. Average deposits grew 20%, representing 8.7% of deposits versus 7.4% in the same period last year and contributed 72% of the growth. The expansion branches have now grown to $3 billion in loans, $3.7 billion in deposits, and have added over 100,000 new households. We have opened five new locations since our last call, one in the Austin region, one in the Dallas region, one in the San Antonio region, and two in the Fort Worth region. Our current plan is to open an additional five branches over the balance of 2026.

Speaker #2: And contributed 53% of the growth, while average deposits grew 20%, representing 8.7% of deposits versus 7.4% in the same period last year, and contributed 72% of the growth.

Speaker #2: The expansion branches have now grown to $3 billion in loans, $3.7 billion in deposits, and have added over 100,000 new households. We have opened five new locations since our last call: one in the Austin region, one in the Dallas region, one in the San Antonio region, and two in the Fort Worth region.

Dan Geddes: We have opened five new locations since our last call, one in the Austin region, one in the Dallas region, one in the San Antonio region, and two in the Fort Worth region. Our current plan is to open an additional five branches over the balance of 2026. Moving to Q2 financial performance for the company. Our net interest margin percentage was 3.75% for the quarter, up one basis point from the 3.74% reported last quarter. Net interest margin was positively impacted by a volume shift of earning assets from lower yielding balances held at the Fed into both loans and investment securities. These were somewhat offset by both increased volumes of interest-bearing deposits and higher overall cost of deposits. Looking at our investment portfolio, the total investment portfolio averaged $20.6 billion during Q2, up $796 million from the previous quarter.

Speaker #2: Our current plan is to open an additional five branches over the balance of 2026. Now, moving to second quarter financial performance for the company.

Dan Geddes: Moving to Q2 financial performance for the company. Our net interest margin percentage was 3.75% for the quarter, up one basis point from the 3.74% reported last quarter. Net interest margin was positively impacted by a volume shift of earning assets from lower yielding balances held at the Fed into both loans and investment securities. These were somewhat offset by both increased volumes of interest-bearing deposits and higher overall cost of deposits. Looking at our investment portfolio, the total investment portfolio averaged $20.6 billion during Q2, up $796 million from the previous quarter. Investment purchases during the quarter totaled $2.2 billion, consisting of $1.95 billion of agency MBS securities yielding 5.32%, and $259 million of municipals yielding 5.57% on a tax-equivalent basis.

Speaker #2: Our net interest margin percentage was 3.75% for the quarter, up one basis point from the 3.74% reported last quarter. Net interest margin was positively impacted by a volume shift of earning assets from lower-yielding balances held at the Fed into both loans and investment securities.

Speaker #2: These were somewhat offset by both increased volumes of interest-bearing deposits and higher overall cost of deposits. Looking at our investment portfolio, the total investment portfolio averaged $20.6 billion during the second quarter, up $796 million from the previous quarter. Investment purchases during the quarter totaled $2.2 billion, consisting of $1.95 billion of agency MBS securities yielding 5.32% and $259 million of municipals yielding 5.57% on a tax-equivalent basis.

Dan Geddes: Investment purchases during the quarter totaled $2.2 billion, consisting of $1.95 billion of agency MBS securities yielding 5.32%, and $259 million of municipals yielding 5.57% on a tax-equivalent basis. Maturities during the quarter included $375 million of Treasuries with an average yield of 3.35%, $211 million of municipals at an average tax-equivalent yield of 5.46%, and $427 million of agency MBS paydowns. The net unrealized loss on the available-for-sale portfolio at the end of the quarter was $1.15 billion, compared with the $1.04 billion reported at the end of the previous quarter. The taxable-equivalent yield on the total investment portfolio during the quarter was 3.96%, up 11 basis points from the previous quarter. The taxable portfolio averaged $13.6 billion, up $840 million from the prior quarter and had a yield of 3.51%, up 12 basis points from the 3.39% in the prior quarter.

Speaker #2: Maturities during the quarter included $375 million of Treasuries with an average yield of 3.35%, $211 million of municipals at an average tax-equivalent yield of 5.46%, and $427 million of agency MBS paydowns.

Dan Geddes: Maturities during the quarter included $375 million of Treasuries with an average yield of 3.35%, $211 million of municipals at an average tax-equivalent yield of 5.46%, and $427 million of agency MBS paydowns. The net unrealized loss on the available-for-sale portfolio at the end of the quarter was $1.15 billion, compared with the $1.04 billion reported at the end of the previous quarter. The taxable-equivalent yield on the total investment portfolio during the quarter was 3.96%, up 11 basis points from the previous quarter. The taxable portfolio averaged $13.6 billion, up $840 million from the prior quarter and had a yield of 3.51%, up 12 basis points from the 3.39% in the prior quarter.

Speaker #2: The net unrealized loss on the available-for-sale portfolio at the end of the quarter was $1.15 billion, compared with the $1.04 billion reported at the end of the previous quarter.

Speaker #2: The taxable equivalent yield on the total investment portfolio during the quarter was 3.96%, up 11 basis points from the previous quarter. The taxable portfolio averaged $13.6 billion, up $840 million from the prior quarter, and had a yield of 3.51%, up 12 basis points from the 3.39% in the prior quarter.

Speaker #2: Our tax-exempt municipal portfolio averaged $7.1 billion, flat with the prior quarter, and had a taxable equivalent yield of 4.87%, up 14 basis points from the prior quarter.

Dan Geddes: Our tax-exempt municipal portfolio averaged $7.1 billion, flat with the prior quarter, and had a taxable-equivalent yield of 4.87%, up 14 basis points from the prior quarter. At the end of Q2, approximately 68% of the municipal portfolio was pre-refunded or PSF insured. The duration of the investment portfolio at the end of Q2 was 4.9 years, down from 5.2 years at the end of Q1. Looking at our funding sources, on a linked-quarter basis, average total deposits of $42.6 billion were up $394 million from the previous quarter. The increase was approximately 80% in interest-bearing and 20% in non-interest-bearing deposits. Bill mentioned the consumer deposits seasonal Q2 behavior. I wanted to give some additional color on how commercial deposits performed as Q2 ended and how overall deposits are looking thus far in July.

Dan Geddes: Our tax-exempt municipal portfolio averaged $7.1 billion, flat with the prior quarter, and had a taxable-equivalent yield of 4.87%, up 14 basis points from the prior quarter. At the end of Q2, approximately 68% of the municipal portfolio was pre-refunded or PSF insured. The duration of the investment portfolio at the end of Q2 was 4.9 years, down from 5.2 years at the end of Q1. Looking at our funding sources, on a linked-quarter basis, average total deposits of $42.6 billion were up $394 million from the previous quarter. The increase was approximately 80% in interest-bearing and 20% in non-interest-bearing deposits. Phil mentioned the consumer deposits seasonal Q2 behavior. I wanted to give some additional color on how commercial deposits performed as Q2 ended and how overall deposits are looking thus far in July.

Speaker #2: At the end of the second quarter, approximately 68% of the municipal portfolio was pre-refunded or PSF insured. The duration of the investment portfolio at the end of the second quarter was 4.9 years, down from 5.2 years at the end of the first quarter.

Speaker #2: Looking at our funding sources, on a linked-quarter basis, average total deposits of $42.6 billion were up $394 million from the previous quarter.

Speaker #2: The increase was approximately 80% in interest-bearing and 20% in non-interest-bearing deposits. Phil mentioned the consumer deposits' seasonal second quarter behavior. I wanted to give some additional color on how commercial deposits performed as the second quarter ended, and how overall deposits are looking thus far in July.

Speaker #2: Average commercial deposits for the month of June increased about $770 million, or 3.6%, compared to the average for the month of March, with even growth in checking accounts, money market accounts, and CDs.

Dan Geddes: Average commercial deposits for the month of June increased about $770 million or 3.6% compared to the average for the month of March, with even growth in checking accounts, money market accounts, and CDs. Thus far in July, we are seeing continued trends of deposits firming with average July deposits up an annualized 3.9%. The cost of interest-bearing deposits in Q2 was 1.61%, up six basis points from 1.55% in Q1. Customer repos for Q2 averaged $4.4 billion, up $219 million from Q1. The cost of customer repos for the quarter was 2.65%, down five basis points from Q1. Looking at non-interest income and expense, I'll point out a couple of seasonal items impacting the linked quarter results. Regarding non-interest income, insurance commissions and fees were down $7.9 million.

Dan Geddes: Average commercial deposits for the month of June increased about $770 million or 3.6% compared to the average for the month of March, with even growth in checking accounts, money market accounts, and CDs. Thus far in July, we are seeing continued trends of deposits firming with average July deposits up an annualized 3.9%. The cost of interest-bearing deposits in Q2 was 1.61%, up 6 basis points from 1.55% in Q1. Customer repos for Q2 averaged $4.4 billion, up $219 million from Q1. The cost of customer repos for the quarter was 2.65%, down 5 basis points from Q1. Looking at non-interest income and expense, I'll point out a couple of seasonal items impacting the linked quarter results. Regarding non-interest income, insurance commissions and fees were down $7.9 million.

Speaker #2: Thus far in July, we are seeing continued trends of deposits firming, with average July deposits up an annualized 3.9%. The cost of interest-bearing deposits in the second quarter was 1.61%, up 6 basis points from 1.55% in the first quarter.

Speaker #2: Customer repos for the second quarter averaged $4.4 billion, up $219 million from the first quarter. The cost of customer repos for the quarter was 2.65%, down 5 basis points from the first quarter.

Speaker #2: Looking at non-interest income and expense, I'll point out a couple of seasonal items impacting the linked quarter results. Regarding non-interest income, insurance commissions and fees were down $7.9 million.

Speaker #2: Recall that the first quarter is a seasonally strong quarter for annual renewals. Salaries and wages were up $6.8 million compared to the linked quarter, primarily impacted by our annual merit increases starting in May and higher headcount related to branch expansion.

Dan Geddes: Recall that Q1 is a seasonally strong quarter for annual renewals. Salaries and wages were up $6.8 million compared to the linked quarter, primarily impacted by our annual merit increases starting in May and higher headcount related to branch expansion. Our benefits expense was down $9.5 million impacted by lower payroll taxes and 401 expense, a normal trend as Q1 is normally higher due to payment of annual incentive payments. Regarding our guidance for full year 2026, our current outlook includes one 25-basis-point hike for the Fed funds rate in Q3. We expect net interest income growth for the full year to fall in the range of 4.75% to 5.25%. This reflects both an increase and narrowing of our prior guidance range of 3.5% to 5%.

Dan Geddes: Recall that Q1 is a seasonally strong quarter for annual renewals. Salaries and wages were up $6.8 million compared to the linked quarter, primarily impacted by our annual merit increases starting in May and higher headcount related to branch expansion. Our benefits expense was down $9.5 million impacted by lower payroll taxes and 401(k) expense, a normal trend as Q1 is normally higher due to payment of annual incentive payments. Regarding our guidance for full year 2026, our current outlook includes one 25-basis-point hike for the Fed funds rate in Q3. We expect net interest income growth for the full year to fall in the range of 4.75% to 5.25%. This reflects both an increase and narrowing of our prior guidance range of 3.5% to 5%.

Speaker #2: Our benefits expense was down $9.5 million, impacted by lower payroll taxes and 401(k) expense—a normal trend, as the first quarter is typically higher due to payment of annual incentive payments.

Speaker #2: Regarding our guidance for full-year 2026, our current outlook includes one 25 basis point hike for the Fed funds rate in the third quarter.

Speaker #2: We expect net interest income growth for the full year to fall in the range of 4.75% to 5.25%. This reflects both an increase and a narrowing of our prior guidance range of 3.5% to 5%.

Speaker #2: For net interest margin, we expect an improvement of about 10 to 13 basis points compared to our full-year 2025 net interest margin of 3.66%.

Dan Geddes: For net interest margin, we expect an improvement of about 10 to 13 basis points compared to our full year 2025 net interest margin of 3.66%. This narrows the range compared to the 10 to 15 basis point improvement last quarter. We expect full-year average loan growth to be in the range of 7% to 8%. This increases the prior guidance of 6% to 7%. Regarding deposits, we expect full-year average growth to be in the range of 2% to 3%, unchanged from prior guidance. Based on current projections, we expect noninterest income growth of 7.5% to 8.5%, up from the prior guidance range of 4% to 5%. Regarding non-interest expense, we expect growth to be in the range of 4.5% to 5% year over year, down from the prior guidance of 5% to 6%.

Dan Geddes: For net interest margin, we expect an improvement of about 10 to 13 basis points compared to our full year 2025 net interest margin of 3.66%. This narrows the range compared to the 10 to 15 basis point improvement last quarter. We expect full-year average loan growth to be in the range of 7% to 8%. This increases the prior guidance of 6% to 7%. Regarding deposits, we expect full-year average growth to be in the range of 2% to 3%, unchanged from prior guidance. Based on current projections, we expect noninterest income growth of 7.5% to 8.5%, up from the prior guidance range of 4% to 5%. Regarding non-interest expense, we expect growth to be in the range of 4.5% to 5% year-over-year, down from the prior guidance of 5% to 6%.

Speaker #2: This narrows the range compared to the 10- to 15-basis-point improvement last quarter. We expect full-year average loan growth to be in the range of 7 to 8%.

Speaker #2: This increases the prior guidance of 6% to 7%. Regarding deposits, we expect full-year average growth to be in the range of 2% to 3%, unchanged from prior guidance.

Speaker #2: Based on current projections, we expect non-interest income growth of 7.5% to 8.5%, up from the prior guidance range of 4% to 5%. Regarding non-interest expense, we expect growth to be in the range of 4.5% to 5% year over year, down from the prior guidance of 5% to 6%.

Speaker #2: Regarding net charge-offs, we expect full year 2026 to be in the range of 15 to 20 basis points of average loans. Our effective tax rate expectation for full year 2026 is in the range of 15.5% to 16%, lowering the upper end from 16.5% in the prior quarter.

Dan Geddes: Regarding net charge-offs, we expect full year 2026 to be in the range of 15 to 20 basis points of average loans. Our effective tax rate expectation for full year 2026 is in the range of 15.5% to 16%, lowering the upper end from 16.5% in the prior Q2. Regarding stock purchases, I want to mention that during the Q2, we utilized $90 million of our $300 million approved share repurchase plan to buy back approximately 655,000 shares. With that, I'll now turn the call back over to Phil for questions.

Speaker #2: Regarding stock purchases, I want to mention that during the second quarter, we utilized $90 million of our $300 million approved share repurchase plan to buy back approximately 655,000 shares.

Speaker #2: And with that, I'll now turn the call back over to Phil for questions.

Speaker #1: Thanks, Dan.

Phil Green: Thanks, Dan. Okay. We'll open it up for questions now.

Speaker #3: Okay, we'll open it up for questions now.

Speaker #4: Thank you. If you would like to ask a question, please press *1 on your telephone keypad. A confirmation tone will indicate your line is in the question queue.

Operator 3: Thank you. If you would like to ask a question, please press star one on your telephone keypad. A confirmation tone will indicate your line is in the question queue. You may press star two if you would like to remove your question from the queue. For participants using speaker equipment, it may be necessary to pick up your handset before pressing the star keys. Our first question is from Dave Rochester with Cantor Fitzgerald. Please proceed.

Operator: Thank you. If you would like to ask a question, please press *1 on your telephone keypad. A confirmation tone will indicate your line is in the question queue. You may press *2 if you would like to remove your question from the queue. For participants using speaker equipment, it may be necessary to pick up your handset before pressing the star keys. Our first question is from Dave Rochester with Cantor Fitzgerald. Please proceed.

Speaker #4: You may press star 2 if you would like to remove your question from the queue. For participants using speaker equipment, it may be necessary to pick up your handset before pressing the star keys.

Speaker #4: Our first question is from Dave Rochester with Cantor Fitzgerald. Please proceed.

Speaker #5: Hey, good afternoon, guys. Just wanted to start on the NII guide—the improvement there. I was curious what the impact was of the addition of the rate hike, which I think you said was in the third quarter.

Dave Rochester: Hey, good afternoon, guys.

Dan Geddes: Good afternoon, Dave.

Dave Rochester: I just wanted to start on the NII guide, the improvement there. Was curious what the impact was of the addition of the rate hike, which I think you said was in Q3. Which month was that in?

Speaker #5: Which month was that in?

Speaker #2: In September.

Dan Geddes: In September.

Speaker #5: Okay. And so just one quarter impact? So probably not much of an impact overall?

Dave Rochester: Okay. This is just one quarter impact, so probably not.

Dan Geddes: Yes

Dave Rochester: much of an impact on the overall.

Dave Rochester: Much of an impact on the overall.

Speaker #2: No, not on the overall, but I think we typically have said it's around $2 million a month impact, and that's still the case.

Dan Geddes: Not on the overall, but I think we typically have said it's around $2 million a month impact, and that's still the case. You get the impact of the last quarter.

Speaker #2: So you get the impact of the last quarter.

Speaker #5: Great. And then just, I guess, on the competitive front, we've just heard from some other Texas banks that competition is really heating up for larger loans, and it sounds like some of that pressure is being driven by banks entering the market.

Dave Rochester: Great. Just, I guess, on the competitive front, we've just heard from some of the Texas banks that competition is really heating up for larger loans, and it sounds like some of that pressure is being driven by banks entering the market. It doesn't really sound like you're having a real issue with that, just given the pipelines you talked about earlier, but are you seeing any pickup in those pressures? If you just comment on the deposit side as well on that front, that'd be great.

Speaker #5: It doesn't really sound like you're having a real issue with that, just given the pipelines you talked about earlier. But are you seeing any pickup in those pressures?

Speaker #5: And if you could just comment on the deposit side as well on that front, that would be great.

Speaker #3: Yeah, I would say we are seeing a pickup in competition on the lending side, and it's mainly around structure. And when we are losing deals, a preponderance of those are structure.

Phil Green: Yeah. I would say we are seeing a pickup on competition on the lending side, it's mainly around structure. When we are losing deals, a preponderance of those are structure. We're competing on price. We've said we're going to do that, particularly for good relationships, good prospects that are out there. You have to. You have to find out what the market is, you have to gauge at a market price. We're doing that. I was looking at some numbers on the C&I side. We're really not losing much to price this last quarter. I was proud of our people for finding out what the clearing price was and being able to get deals done on that basis. The place where I've seen more deals that we were unsuccessful on, you're right, we are being successful.

Speaker #3: We're competing on price. We've said we're going to do that, particularly for good relationships—good prospects that are out there. And you have to.

Speaker #3: You have to find out what the market is, and you have to engage at a market price. And so we're doing that. I was looking at some numbers on the C&I side—really not losing much to price this last quarter.

Speaker #3: I was proud of our people for finding out what the clearing price was and being able to get deals done on that basis. The place where I've seen more deals that we were unsuccessful on—and you're right, we are being successful—but when we've seen deals that we've lost, it's mainly been CRE.

Phil Green: When we've seen deals that we've lost, it's mainly been CRE, that's been some price, but a whole lot of structure. It just seems like the market is continuing a bit of a race to the bottom on some of these structures, so you got to be really careful and make sure you're doing business with the right people. Varying on what you would like to do, in some cases, because you always do that, for the best quality people, you're going to do the best you can on structuring terms. As you said, again, we're being successful. Yeah, talking to our people, we hear clearly that there is more competition as it relates to loans. I'll let Dan talk about deposits.

Speaker #3: And that's been some price, but a whole lot of structure. And it just seems like the market is continuing a bit of a race to the bottom on some of these structures.

Speaker #3: So you've got to be really careful and make sure you're doing business with the right people. And, depending on what you would like to do in some cases—because you always do that—and for the best quality people, you're going to do the best you can on structure and terms.

Speaker #3: And as you said, again, we're being successful. But yeah, talking to our people, we hear clearly that there is more competition as it relates to loans.

Speaker #3: And so, I'll let Dan talk about the deposits.

Dan Geddes: I think the deposit environment seems to be where we're seeing some competition. Generally, it's for large balance opportunities where you'll see some just really competitive rates out there for either CDs or money markets. Some come with it, some, I guess, urgency. If there's not an action within a certain time period, that rate will go away. That's really not the way we handle our customers or opportunities. We want to be transparent, when we put out a rate, unless the market changes, we're going to live by that rate. I'd say that that's where you're seeing a lot of the competition, you saw kind of an increase in our deposit costs. Some is just the natural shift, I would say, just with the market indicating likely higher rates. You're probably seeing some just behavior to find yield, we've seen that.

Speaker #2: I think the deposit environment seems to be where we're seeing some competition, and generally it's for large-balance opportunities, where you'll see some just really competitive rates out there for either CDs or money markets.

Speaker #2: Some come with it, some, I guess, urgency. If there's not an action within a certain time period, that rate will go away. That's really not the way we handle our customers or opportunities.

Speaker #2: We want to be transparent, and when we put out a rate, unless the market changes, we're going to live by that rate. So I'd say that's where you're seeing a lot of the competition.

Speaker #2: And you saw kind of an increase in our deposit costs. And some is just the natural shift, I would say. Just with the market indicating likely higher rates, you're probably seeing some behavior to find yield, and so we've seen that.

Speaker #2: But for others, it's our decision to not lose business. And so we're making that decision sometimes on deposit price, and so we're being competitive.

Dan Geddes: Others, it's our decision to not lose business, we're making that decision sometimes on deposit price. We're being competitive.

Speaker #3: Okay.

Dave Rochester: Okay. Maybe just a big picture question on the guidance shifts. NII got better, your outlook for fees got better, your outlook for expenses got better. I guess I'm trying to dig into what was it in the expense side? Was it just the better result this quarter that gives you a lower starting point for the H2? What was it that allows you to tweak that expense guide lower while revenue expectations are increasing?

Speaker #5: And then maybe just a big-picture question on the guidance shifts. NII got better. Your outlook for fees got better. Your outlook for expenses got better.

Speaker #5: And I guess I'm trying to dig into what was it on the expense side? Was it just the better result this quarter that gives you a lower starting point for the second half?

Speaker #5: What was it that allowed you to tweak that expense guide lower while revenue expectations are increasing?

Speaker #2: So, some of it is just the second quarter performance, and now we have half a year versus just looking at it with a quarter.

Dan Geddes: Some of it is just the Q2 performance, now we have a H1 versus just looking at it with a Q1. We just have more information so we can have a better sight into how we expect to perform for the full year. We also just are seeing opportunities in the marketplace to hire. If that comes to fruition, it may be on the higher end if we see more opportunities to hire bankers that are displaced. I would say in general, it's just having more line of sight and feeling like for the H1, we had expense growth, 4.5%, 4.6%, feel like for the H2, we're going to have our seasonal Q4 likely increase in expenses on salaries and wages, that's kind of typical when we award our stock awards.

Speaker #2: So, we just have more information, so we can have better insight into how we expect to perform for the full year. We are also seeing opportunities in the marketplace to hire.

Speaker #2: And so, if that comes to fruition, it may be on the higher end if we see more opportunities to hire bankers that are displaced.

Speaker #2: But I would say, in general, it's just having more line of sight and feeling like, for the first half of the year, we just had expense growth of 4.5%, 4.6%. And I feel like for the back half, we're going to have some of our seasonal fourth quarter—likely an increase in expenses on salaries and wages.

Speaker #2: And that's kind of typical when we award our stock awards—some of those, by their nature, are vested immediately. And so you'll likely see fourth quarter exhibit what it generally has.

Dan Geddes: Some of those, by their nature, are vested immediately, you'll likely see Q4 exhibit what it generally has. All in all, feel like everybody here has done a really excellent job of managing expense growth. In a lot of areas, it's like I've mentioned in the prior calls, just a higher base in terms of expansion growth. When you're growing 10 to 15 branches at 130 branches at the beginning, that's going to be a higher percentage than 13 to 15 branch growth at 210 branches. Some of it is just scale that we've now reached that we feel better about the rate of growth.

Speaker #2: But all in all, I feel like everybody here has done a really excellent job of managing expense growth. And in a lot of areas, like I’ve mentioned in prior calls, we’re just at a higher base in terms of expense growth.

Speaker #2: When you're growing 10 to 15 branches out of 130 branches at the beginning, that's going to be a higher percentage than 13 to 15 branch growth out of 210 branches.

Speaker #2: And so, some of it is just scale that we've now reached, and we feel better about the rate of growth.

Speaker #5: Appreciate it. Maybe if I could sneak in one last one on the purchases of securities. $2.2 billion this quarter. You talked about accelerating—that's offset some of the deposit cost pressures.

Dave Rochester: Appreciate it. Maybe if I could sneak in one last one on the purchases of securities. $2.2 billion this Q1. You talked about accelerating that to offset some of the deposit cost pressures. What are you targeting for purchases in the H2? Given any runoff that you're expecting, what kind of net growth are you expecting for securities in the H2? Thanks.

Speaker #5: What are you targeting for purchases in the back half? And then, given any runoff that you're expecting, what kind of net growth are you expecting for securities in the back half?

Speaker #5: Thanks.

Speaker #2: Sure. So our plan—we’re going to increase this to about $750 million with that pull-forward that we did last quarter to protect the NIM.

Dan Geddes: Sure. Our plan, we're going to increase this about $750 million with that pull forward that we did last quarter to protect the NIM. Just looking at our investments for the H2, we have about $1 billion more to spend in the H2 of the year. The difference, those will likely be split up roughly half and half between agencies and municipals, with leaning likely a little bit more towards municipal purchases. Or if the market were to give us an opportunity, we reserve the right to shift that to either one way or the other. That's kind of where our purchase plan is headed. Did I answer all your components to that question?

Speaker #2: And so, just looking at our investments for the back half, we have about $1 billion more to spend in the back half of the year.

Speaker #2: And the difference—well, those will likely be split up roughly half and half between agencies and municipals. We're leaning likely a little bit more towards municipal purchases.

Speaker #2: Or if the market were to give us an opportunity, we hold the we reserve the right to make to shift that to either one way or the other.

Speaker #2: But that's kind of where our purchase plan is headed. And did I answer all the components of that question?

Speaker #5: Yeah, I think that's good. Thank you very much for taking all my questions.

Dave Rochester: Yeah, I think that's good. Thank you very much. Appreciate you taking all the questions.

Speaker #1: Our next question is from Jared Shaw with Barclays. Please proceed.

Operator 3: Our next question is from Jared Shaw with Barclays. Please proceed.

Operator: Our next question is from Jared Shaw with Barclays. Please proceed.

Speaker #6: Hi. Good afternoon.

Jared Shaw: Hi, good afternoon.

Dan Geddes: Hello, Jared.

Speaker #2: Hey there.

Speaker #6: Maybe on the deposits, as we go into a likely rising rate environment, what's the expectation around beta there with some of the mix shift that you've had over the last few quarters, and looking at the expansion market?

Jared Shaw: Maybe on the deposits, as we go into a likely rising rate environment, what's the expectation around beta there with some of the mix shift that you've had over the last few quarters and looking at the expansion market impact?

Speaker #6: Impact?

Speaker #2: Sure. Right now, we're running at about 46% beta on our interest-bearing deposits, and we expect that to go down slightly, I would say, to the low 40% range throughout the rest of the year.

Dan Geddes: Sure. Right now, we are running like 46% beta on our interest-bearing deposits, and we expect that to go down slightly, I would say, to the low 40% range throughout the rest of the year. Just anticipating competitive pressures and our changes in our money market rates for the tiers that I mentioned last quarter, kind of the 100 to 250 and the 250 to a million on our consumer side. Given those changes in just the competitive environment, that's where we would expect the beta to kind of drift to.

Speaker #2: Just anticipating competitive pressures and our changes in our money market rates for the tiers that I mentioned last quarter, kind of the $100,000 to $250,000 and the $250,000 to $1 million on our consumer side.

Speaker #2: So, given those changes in just the competitive environment, that's where we would expect the beta to kind of drift to.

Speaker #6: Okay. All right. Thanks. And then, looking at the buyback — increasing the amount this quarter — how should we... Is this sort of a good level that we should be thinking about going through the rest of the year?

Jared Shaw: Okay. All right, thanks. Looking at the buyback, increasing the amount this quarter, is this sort of a good level that we should be thinking about going through the rest of the year? Or is there some opportunistic element of the buyback in Q2?

Speaker #6: Or is there some opportunistic element of the buyback in Q2?

Speaker #2: There was some opportunistic, I think. And then, just like we mentioned, our plan was to be consistent with our buyback portion and then to hold back a portion for some opportunistic.

Dan Geddes: There was some opportunistic, I think. Just like we'd mentioned, our plan was to be consistent with our buyback, a portion, and then to hold back a portion for some opportunistic, and then a third element to hold back some dry powder for that, I'll call it a macro event, that the market just goes down that you want to hold back. I would say that our plan would be to have a third of that element kind of be in play, and then the other two-thirds depending on what the opportunity is.

Speaker #2: And then a third element—to hold back some dry powder for that, I'll call it a macro event, where the market just goes down—you want to hold back for that.

Speaker #2: So, I would say that our plan would be to have a third of that element kind of be in play, and then the other two-thirds depending on what the opportunity is.

Speaker #6: Okay, thanks. And just finally for me, when we look at the MPL change and you called out the multifamily, is there a specific reserve or charge-off that was taken in the quarter with that?

Jared Shaw: Okay. Thanks. Just finally for me, when we look at the MPL change, and you called out the multifamily, is there a specific reserve or charge-off that was taken in the quarter with that? Or once that's resolved later in the year, there could be something that posts there?

Speaker #6: Or once that's resolved later in the year, there could be something that flows through.

Dan Geddes: Go ahead.

Speaker #2: Go ahead.

Dan Geddes: Go ahead.

Speaker #3: Yeah. I'm just going to talk about the nonperformer kind of overall, because I figured I might get some questions on it.

Phil Green: I was just going to say, just to talk about the non-performer kind of overall, because I figured I might get some question on it. The increase in non-performers, it's basically a net of a pay down of an existing non-performer and then the addition of the pay down of the existing one related to the Shared National Credit beverage distribution business that we talked about in January. In that case, you said we'd allocated a specific reserve for that one of $10 million. Given recent events, we'll only need $3 million. That's going to true up this month, and that was a pay down. The new non-performer is a $55 million dollar multifamily credit, as I mentioned. It's in the Austin region. The owners are negotiating a sale.

Speaker #3: But the increase in non-performers is basically a net of a paydown of an existing non-performer, and then the addition of the paydown of the existing one related to the shared national credit average distribution business that we talked about in January.

Speaker #3: And in that case, we said we'd allocated a specific reserve to that one for 10 years. Given recent events, we'll only need three, and so that's going to chew up this month.

Speaker #3: And that was a paydown of $20 million. The new nonperformers are at $55 million — a multifamily credit, as I mentioned, in the Austin region. The owners are negotiating a sale.

Speaker #3: It's one of the few remaining loans from the 2022 vintage. That was underwritten back when rates and costs were much, much lower. For some time now, those loans have been taken out by private credit.

Phil Green: It's one of the few remaining loans from the 2022 vintage that was underwritten back when rates and costs were much, much lower. For some time now, those loans have been taken out by private credit. In this case, they've got a third-party equity partner that's unwilling to stay further to do what it takes to make that happen, so that precipitates the sale. Without going into too much detail, in situations like this, one party can be hesitant to cover the expenses for the benefit of another party, which leaves the project in limbo until you get a sale that can solve those issues. I think as I said, there's expected to be little, if any, impact on the bank. Until that sale occurs, in this situation, we believe it needs to be classified as a non-performer, and that's what we've done.

Speaker #3: But in this case, they've got a third-party equity partner that's unwilling to participate further to do what it takes to make that happen. So, that precipitates the sale.

Speaker #3: And without going into too much detail, in situations like this, one party can be hesitant to cover the expenses for the benefit of another party, which leaves the project in limbo until you get a sale that resolves it.

Speaker #3: I think, as I said, there's expected to be little, if any, impact on the bank. But until that sale occurs, in this situation, we can at least be classified as a nonperformer.

Speaker #3: And that's what we've done. I believe—I can't recall if we have a specific reserve on it. If we do, it's very small. But we expect that it's got a guarantor on it.

Phil Green: I believe, I can't recall if we have a specific reserve on it. If we do, it's very small, but we expect that it's got a guarantor on it. We expect it to be taken. Have a little reserve on it.

Speaker #3: We expect it to be taken out. We have a little reserve on it.

Speaker #2: Thank you. About $1.5 million.

Dan Geddes: We do, about $1 million and a half.

Speaker #3: A million and a half. Okay, pretty small. It remains to be seen if we will, hopefully, need it or not.

Phil Green: $1 million and a half. Yeah. Pretty small. Remains to be seen if we will ultimately need it or not.

Speaker #6: Thank you.

Dan Geddes: Thank you.

Speaker #5: You bet.

Phil Green: You bet.

Speaker #1: Our next question is from Casey Hare with Autonomous Research. Please proceed.

Operator 3: Our next question is from Casey Haire with Autonomous Research. Please proceed.

Operator: Our next question is from Casey Haire with Autonomous Research. Please proceed.

Speaker #7: Great, thanks. I wanted to touch on the NII guide again. So basically, you guys are pointing to negative beta, as the year progresses, but a little bit of NIM expansion.

Casey Haire: Great, thanks. Wanted to touch on the NII guide again. Basically, you guys are pointing to negative beta as the year progresses, but a little bit of NIM expansion. I'm guessing that is fixed-rate asset repricing and a rebound in loan yields to offset the deposit headwind pressure. Maybe just a little bit more color on that and where are new money loan yields today versus that 617, and maybe spot loan yields at 30 June. Thank you.

Speaker #7: So, I'm guessing that is fixed-rate asset repricing and a rebound in loan yields to offset the deposit headwind pressure. Maybe just a little bit more color on that?

Speaker #7: And where are new money loan yields today versus that 6.17? And maybe spot loan yields at June 30? Thank you.

Speaker #2: Yeah, so a lot of it is just fixed-rate repricing, whether that be fixed-rate loans or in our investment portfolios. For our fixed-rate loans, what we're anticipating for the back half is a little bit over half a billion, and we'll probably pick up somewhere north of $120-125 million in spread between what's rolling off and what we're able to replace it with.

Dan Geddes: Yeah. A lot of it is just fixed-rate repricing, whether that be fixed-rate loans or in our investment portfolio. Our fixed-rate loans, what we're anticipating for the H2 is a little bit over half a billion, and we'll probably pick up somewhere north of 120, 125 basis points in a spread between what's rolling off and what we're able to replace it with. When you look at our investments for the rest of the year, we're anticipating getting back about $1,000,000,005 in the, let's say, call it 3.60%, 3.65% range. We certainly have the ability to I think we're looking at yields in the 5.25%, 5.40%. Let's call it a pickup of 1.70% to 1.80% for reinvesting that part that's coming back.

Speaker #2: When you look at our investments for the rest of the year, we're anticipating getting back about $1.5 billion in the, let's say, call it 360, 365 range.

Speaker #2: And so we certainly have the ability to. I think we're looking at yields in the 5.25, 5.40 range. So let's call it a pickup of 170 to 180 basis points for reinvesting that.

Speaker #2: That part that's coming back, I would say, looking at really where we are on our loan yields, I think it just depends on the mix.

Dan Geddes: I would say looking at really where we are on our loan yields, I think it depends on the mix. I think what I would expect is continued, depending on where we grow in the H2 of the year. We're seeing some opportunities on the CRE, and generally, those get higher yields than what our average yields are overall. We are seeing growth on the mortgage product, and those are probably a little bit on the lower side of what our average yield is, and we're making that conscious decision to grow that portfolio. We feel like that's a strategic decision. Just to go off on a little bit of a tangent on the mortgage. Right now, the numbers that we got, our mortgage loans are attracting 45% new customers to the bank.

Speaker #2: So, I think what I would expect is continued growth, depending on where we grow in the back half of the year. We're seeing some opportunities on the CRE.

Speaker #2: And generally, those get higher yields than what our average yields are. Overall, we are seeing growth on the mortgage product, and those are probably a little bit on the lower side of what our average yield is.

Speaker #2: And we're making that conscious decision to grow that portfolio. We feel like that's a strategic decision. And just to go off on a little bit of a tangent on the mortgage—right now, the numbers that we got, our mortgage loans are attracting 45% new customers to the bank.

Speaker #2: And this, as of this quarter, we've been able to convert those 45%, 35% of those we've added a checking account or another account and the average balance is on those accounts are around 22,500, which is pretty it's stronger than our what our average deposit for a consumer is.

Dan Geddes: As of this quarter, we've been able to convert those 45%. 35% of those, we've added a checking account or another account. The average balances on those accounts are around $22,500, which is stronger than what our average deposit for a consumer is. I feel like that's been a really strong product for customer acquisition. Just also keep in mind.

Speaker #2: And so I feel like that's been a really strong product for customer acquisition. And just also keep in mind, just one more thing on where you're getting the NII.

Casey Haire: Yeah, very.

Dan Geddes: Yeah, just one more thing on just where you're getting the NII. There is a $250 million treasury that's maturing in August that's yielding at sub 1%. We'll have a pickup in the Q4 with that repricing.

Speaker #2: There is a $250 million treasury that's maturing in August that's yielding at sub-1%. So, we'll have a pickup in the fourth quarter with that repricing.

Speaker #5: Yep, gotcha. Okay, and then just one follow-up. Just a big picture question on the Texas marketplace. We're hearing from not just you, but from everyone that it's obviously very competitive, with some new entrants.

Casey Haire: Yep. Got you. Okay. Then just one follow-up. Just big picture question on the Texas marketplace. We're hearing from not just you, from everyone that's obviously very competitive with some new entrants. Just wanted to draw upon, you guys have been at this a long time. How do you expect this to play out? Is this just the new dynamic? We'll see this last for a number of years, or based on your experience, how do you expect this to play out?

Speaker #5: I just wanted to draw upon the fact that you guys have been at this a long time. How do you expect this to play out? Is this just the new dynamic?

Speaker #5: Will we see this last for a number of years, or—based on your experience—how do you expect this to play out?

Speaker #3: Oh, that's a good question. We've seen it a lot, and I think it will normalize after probably a couple of years. Some of these deals that are being made that are very structure-light—you're never going to know if that's a good loan or bad loan for another couple of years.

Phil Green: That's a good question. We've seen it a lot. I think it will normalize after probably a couple of years. Because some of these deals that are being made that are very structured light, you're never going to know if that's a good loan or bad loan for another couple of years. Then, if things soften up, they'll see some things they wish they hadn't done, and it'll change their perspective on what they'll do going forward. We see that a lot. We see people who are very aggressive in the market, and then things turn a little bit, and they disappear. That's one of the things that is, I think, well-known about our company, is that we're always in the game. I call it we're in the fairway.

Speaker #3: And then if things soften up, they'll see some things they wish they hadn't done, and it'll change their perspective on what they'll do going forward.

Speaker #3: We see that a lot. We see people who are very aggressive in the market, and then things turn a little bit and they disappear.

Speaker #3: And that's one of the things that is, I think, well known about our company — that we're always in the game. I call it, we're in the fairway.

Speaker #3: We may move to the left fairway a little bit, maybe to the right, but we're in the fairway and we're easy to find, right?

Phil Green: We may move to the left fairway a little bit, maybe to the right, but we're in the fairway and we're easy to find, right? We're going to be in the marketplace. I think it takes a couple of years for some of these aggressive things to work their way through. People try to buy market share, right? They try to come into a market. They're aggressive. They're not crazy. It's a pretty standard playbook. I'm doing it in mortgage, right? We're being very price competitive in that because we want to be an element of the market that has to be accountable. For others, we're being accountable. We are being very successful. Will we always be that same level of aggressive pricing? No, we're not. We're getting near a billion dollars there. Our pricing will tighten up.

Speaker #3: We're going to be in the marketplace, so I think it takes a couple of years for some of these aggressive things to work their way through.

Speaker #3: And there are people who try to buy market share, right? They try to come into a market, they're aggressive—they're not crazy. I mean, it's a pretty standard playbook.

Speaker #3: I mean, I'm doing it in mortgage, right? And we've been very price-competitive in that, because we want to be an element of the market that has to be accounted for.

Speaker #3: Brother, we're being accounted for, and so we are being very successful. Will we always be at that same level of aggressive pricing? No, we're not.

Speaker #3: We're getting near a billion dollars there, and so our pricing will tighten up. So I'm doing it, and that's sort of my perspective on it.

Phil Green: I'm doing it, and that's sort of my perspective on it. It's been a couple of years that I've been in that market. That's kind of what I would expect to see.

Speaker #3: It's been a couple of years that I've been in that market, so that's kind of what I would expect to see.

Speaker #5: Great. Thank you.

Casey Haire: Great. Thank you.

Speaker #3: You bet.

Phil Green: You bet.

Speaker #1: Our next question is from Kathryn Miller with KBW. Please proceed.

Operator 3: Our next question is from Catherine Mealor with KBW. Please proceed.

Operator: Our next question is from Catherine Mealor with KBW. Please proceed.

Speaker #6: Thanks. I had a follow-up question on the loan yield discussion. Did the change in SOFR throughout the quarter have any impact on loan yields this quarter that may help boost the loan yield as we go into the third quarter?

Operator 1: Thanks. I had a follow-up question just on the loan yield discussion. Did the change in SOFR throughout the quarter have any impact on loan yields this quarter that may help boost the loan yield as we go into Q3? We saw that at a few other competitors that have big floating rate books and was curious if that impacted you at all as well.

Operator: Thanks. I had a follow-up question just on the loan yield discussion. Did the change in SOFR throughout the quarter have any impact on loan yields this quarter that may help boost the loan yield as we go into Q3? We saw that at a few other competitors that have big floating rate books and was curious if that impacted you at all as well.

Speaker #6: We saw that at a few other competitors that have big floating-rate books, and I was curious if that impacted you at all as well.

Speaker #2: There's about a one basis point impact from that SOFR index being, I think, around three basis points higher last quarter than this quarter.

Dan Geddes: There's about a one basis point impact of that SOFR index being, I think, around three basis points higher last quarter than this quarter. The impact to our loan yield was about a basis point. Yeah, I think when we looked at the loan yields, a lot of it was, it's not one thing, it's several. Some of it is mix, is what ended up increasing. We did decide to refinance some commercial real estate and put them on longer terms. Part of that we did lower the yield because at that point, the construction risk and the lease-up risk had been removed. The choices were, do we want to keep those loans on the books, or do we want them to be refinanced into the permanent market? This commercial mortgage program has grown, and it's around $700 million.

Speaker #2: So the impact to our loan yield was about a basis point. Yeah, I think when we looked at the loan yields, a lot of it was just—it's not one thing.

Speaker #2: It's several, and some of it is just what ended up increasing. We did decide to refinance some commercial real estate and put them on longer terms.

Speaker #2: And part of that, we did lower the yield because at that point, the construction risk and the lease-up risk had been removed. And so our choices were: do we want to keep those loans on the books, or do we want them to be refinanced into the permanent market?

Speaker #2: And these this commercial mortgage program has grown and it's around 700 million dollars. And it's to our kind of choice developer that we have had a long relationship with and on properties that we feel like are I'll call them legacy properties that they're very lowly leveraged and have high debt coverage ratios that we feel really good about putting some longer-terms in what we typically would do in terms of being just a construction lender and then letting a permanent lender kind of take us out.

Dan Geddes: It's to our kind of choice developers that we have had a long relationship with and on properties that we feel like are, I'll call them legacy properties, that they're very lowly leveraged and have high debt coverage ratios that we feel really good about putting some longer terms than what we typically would do in terms of being just a construction lender and then letting a permanent lender kind of take us out.

Speaker #6: Got it. Okay, very helpful. And then, just a big-picture question on the outlook: you've increased the revenue guide for both season NII and then taken down expenses.

Operator 1: Got it. Okay. Very helpful. Just a big picture question on the outlook. You've increased the revenue guide for both fees and NII and then taken down expenses. It feels like we're coming into this positive operating moment that we've been waiting for as we've moved to the back end of your branch expansion plan. Curious, as you look into 2027, without giving specific guidance for 2027, is that a trend that you would expect to continue?

Dan Geddes: Got it. Okay. Very helpful. Just a big picture question on the outlook. You've increased the revenue guide for both fees and NII and then taken down expenses. It feels like we're coming into this positive operating moment that we've been waiting for as we've moved to the back end of your branch expansion plan. Curious, as you look into 2027, without giving specific guidance for 2027, is that a trend that you would expect to continue?

Speaker #6: So it feels like we're coming into this positive operating moment that we've been waiting for as we've moved to the back end of your branch expansion plan.

Speaker #6: And, curious, as you look into '27—without giving specific guidance for '27—is that a trend that you would expect to continue?

Speaker #2: Yeah. I mean, I think we're, what, around 140 basis points of positive operating leverage for this quarter, and I think even for year to date.

Dan Geddes: Yeah. I think we're around a 140 basis points of + operating leverage for this quarter, and I think even for year-to-date. That's a significant moment, and we recognize that, and we see that 2027, again, without giving guidance, I would say that with the tailwinds that we have with loan growth and with these just overall, I would say, growth in funding sources and deposit growth, and with just, again, what I mentioned on our ability now to have just a higher base of expense to grow at, that I feel good about 2027 being a year that we can maintain positive operating leverage.

Speaker #2: And so that's a that's a significant moment. And we recognize that and we see that 27, again, without giving guidance, I would say that with the tailwinds that we have with loan growth and with these just overall, I would say, growth in funding sources and deposit growth that and with just again, what I mentioned on our ability now to have just a higher base of expense to grow out that I feel good about 27 being a year that we can maintain positive operating leverage.

Speaker #6: Great. Thank you.

Phil Green: Great. Thank you.

Speaker #1: Our next question is from Peter Winter with DA Davidson. Please proceed.

Operator 3: Our next question is from Peter Winter with D.A. Davidson. Please proceed.

Operator: Our next question is from Peter Winter with D.A. Davidson. Please proceed.

Speaker #5: Oh, thanks. Good afternoon. I wanted to ask about the margin. It's essentially at its highest level in 15 years, and obviously, with the updated guidance, you're still expecting some margin expansion in the second half of the year.

Peter Winter: Thanks. Good afternoon.

Dan Geddes: Good afternoon.

Peter Winter: Obviously, with the updated guidance, you're still expecting some margin expansion in H2, but is there room to move it higher next year, or do you think we're getting closer to a plateau on the margin?

Speaker #5: But is there room to move it higher next year, or do you think we're getting closer to a plateau on the margin?

Speaker #2: I would anticipate kind of third quarter being relatively flattish, and then I mentioned that treasury that matures—$250 million at less than 1% yield. So that helps in the fourth quarter.

Dan Geddes: I would anticipate Q3 being relatively flattish. I mentioned that treasury that matures at $250 million at less than 1% yield. That helps in Q4, and we should see an improvement in our NIM in Q4. I still think there's, depending on the rate environment, obviously. If we see a positive sloping yield curve and rates where we have one hike, if barring just interest rates going down pretty severely quickly, there is room to grow into 2027, the net interest margin, with a lot of just the repricing of fixed-rate maturities.

Speaker #2: And so we should see an improvement in our NIM in the fourth quarter. And I still think there's depending on the rate environment, obviously, but if we kind of if we see a positive sloping yield curve and kind of rates where we either we have one hike, but if barring just interest rates going down pretty severely quickly, that there is room to grow into 2027, the net interest margin with a lot of just the repricing of fixed rate maturities.

Speaker #5: Got it. And just with the fee income guidance, the update implies a nice increase in the second half of the year, and much stronger for the full year.

Peter Winter: Got it. Just with the fee income guidance, the update, it implies a nice increase in H2 and much stronger for the full year. Can you talk about what is driving the better fee income growth versus January? Is it just you're having more success cross-selling the newer clients? It's a nice increase, and I'm just wondering what changed versus the beginning of the year.

Speaker #5: Can you talk about what is driving the better fee income growth versus January? Is it success cross-selling to newer clients? It's a nice increase, and I'm just wondering what changed versus the beginning of the year.

Dan Geddes: For our wealth management area, probably the growth in our managed assets with the market, that we had anticipated less of a bull market. That's a big driver. We are gaining customers, albeit at, I think, a 2% or 3% rate in terms of managed accounts year to date. That's a positive, and with all the changes that we've made in our wealth management and leadership, that's a positive trend early on. We're optimistic that those changes in leadership will yield in maybe not. It may take a while, but you're looking in the back half of 2027 and 2028. That's an area that I would expect to continue to grow. There may be some growing pains as some advisors may or may not be on board with the new leadership. That may happen, but that gives opportunities for us to bring on new talent.

Speaker #2: For our wealth management area, probably the growth in our managed assets with the market. We had anticipated less of a bull market. That's a big driver.

Speaker #2: We are gaining customers, albeit at, I think, a two or three percent rate in terms of managed accounts year to date. So that's a positive.

Speaker #2: And with all the changes that we've made in our wealth management and leadership, that's a positive trend early on. We're optimistic that those changes in leadership will yield—in maybe not immediately, it may take a while—but if you're looking at the back half of '27 and '28, that's an area that I would expect to continue to grow.

Speaker #2: There may be some growing pains, as some advisors may or may not be on board with the new leadership that may happen, but that gives opportunities for us to bring on new talent. So, I would say that's the wealth management area.

Dan Geddes: I would say that's the wealth management area. I think the biggest key, and Phil mentioned it in his notes, is just our customer growth, both on the consumer and commercial side. That's a big driver of the interchange income, the fee income. Our ability to attract new customers is a big component of our fee growth, and I think is really the underpinning of that growth. Our interchange has been really strong, and we expect it to finish the year strong. We're seeing good adoption in our Visa card. We're seeing good usage in our Visa card compared to our peers, and we feel strong about our interchange and our fee income. Growing new customers is really at the root of it all.

Speaker #2: And I think the biggest key, and Phil mentioned it in his notes, is just our customer growth, both on the consumer and commercial side.

Speaker #2: That's a big driver of the interchange income, the fee income. Our ability to attract new customers is a big component of our fee growth.

Speaker #2: And I think that is really the underpinning of that growth. And our interchange has been really strong, and we expect it to finish the year strong.

Speaker #2: We're seeing good adoption in our Visa card. We're seeing good usage in our Visa card compared to our peers. And so we feel strong about our interchange and in our fee income just we just are growing new customers is really the is really at the root of it all.

Speaker #3: You know, Peter, I'll give you an example. And I'm going to talk about an area that's kind of funny to talk about: I want to talk about overdraft fees.

Phil Green: Peter, I'll give you an example, and I'm going to talk about an area that's kind of funny to talk about. I want to talk about overdraft fees. Dan, what was our growth in overdraft fees?

Speaker #3: And Dan, what was our growth in overdraft fees?

Speaker #2: That our overdraft service charges, year over year, were up 17%. And so my guess is overdraft was in that kind of double digits.

Dan Geddes: Our overdrafts service charges year over year were up 17%.

Phil Green: Yes.

Dan Geddes: my guess is overdraft was in that double digits.

Phil Green: I mean, it's strong double-digit growth. Seems like we do everything we can to not charge somebody an overdraft. We got overdraft grace we put in place where you can overdraft us $100 and we don't charge you anything. We're like having a good buddy that'll spot you $100. I don't have any buddies that will spot me $100. Our forgiveness levels on overdraft used to be double what the industry is. I'll bet they're not far off from that. For us to grow an area where we've been more and more diligent and not being a burden to our customers, but still offering them a product that they like. People use it because it's convenient. Well, there's something that otherwise we would have been moving down, and it's growing in, let's say 15%, because I don't have the exact number.

Speaker #3: It's like strong double-digit growth, right? Well, it seems like we do everything we can to not charge somebody an overdraft. We’ve got overdraft grace we put in place, where you can overdraft us $100 and we're not charging anything.

Speaker #3: We're like having a good buddy that'll spot you $100. I don't have any buddies that will spot me $100. But our forgiveness levels on overdraft used to be double what the industry is.

Speaker #3: I'll bet they're not far off from that. So it's for us to grow an area where we've been more and more diligent in not being a burden to our customers, but still offering them a product that they like.

Speaker #3: I mean, people use it because it's convenient, okay? Well, there's something that otherwise we would have been moving down, and it's growing at, let's say, 15%—because I don't have the exact number.

Speaker #2: 14.4.

Dan Geddes: It's 14.4.

Speaker #3: 14.4. Okay, it's going at 14.4. The reason that grows at that level is because we're growing customers. When you're growing consumer customers at 5.7% year over year, they're going to use your products.

Phil Green: 14.4. It's grown 14.4. The reason that grows at that level is because we're growing customers. When you're growing consumer customers at 5.7% year-over-year, they're going to use your products. That's what's happening. Check card, Dan mentioned. Yes, there's an element of usage that we've seen for some reason. The usage of our check cards is increasing. It could be related to demographics. We've got some interesting information on demographics. I'm not sure if I can keep my train of thought here. All those things are really core elements of what happens when you grow your business organically, and I think you're seeing that. Since I'm talking about organic growth and I'm talking about how people use your products. I talked about check card use. This is something I think is really interesting that we were just looking at recently.

Speaker #3: And that's what's happening. On check cards, as Dan mentioned, yes, there's an element of usage that we've seen. For some reason, the usage of our check cards is increasing.

Speaker #3: I think it could be related to demographics. We've got some interesting information on demographics. I'm not sure if I can keep my train of thought here.

Speaker #3: But all those things are really core elements of what happens when you grow your business organically, and I think you're seeing that. And since I'm talking about organic growth and I'm talking about how people use your products, I've talked about check card use.

Speaker #3: This is something I think is really interesting that we were just looking at recently. Because you know that we're growing our distribution footprint, and we're doing it in a, some people might believe, an old-school way.

Phil Green: You know that we're growing our distribution footprint, and we're doing it in a, some people might believe, an old school way. We're actually engaging with the communities by putting physical locations there in Frost Bank. Okay, some people think that's old school. Here's some demographic information for you. If you look at our current distribution of consumer customers, we have 42% of our consumer customers are Millennial, Gen Y, or Gen Z. If you look at our growth in customers over the last 12 months, 82% of our new consumer customers are 45 years old or less. That means 82% are Millennials, Gen Y, or Gen Z.

Speaker #3: We're actually engaging with the communities by putting physical locations there, across bankers. Okay, some people think that's old school, but here's some demographic information for you.

Speaker #3: If you look at our current distribution of consumer customers, we have 42% of our consumer customers who are millennials, or Gen Y, or Gen Z.

Speaker #3: 42%. If you look at our growth in customers over the last 12 months, 82% of our new consumer customers are 45 years old or less.

Speaker #3: That means 82% are millennials, Gen Y, or Gen Z. And so, not only is our growth rate industry-leading, but the fact that we’re able to engage that demographic, which is really the lifeblood of how a company grows and how these account relationships evolve over time, I think is a tremendous opportunity for us.

Phil Green: Not only is our growth rate and industry leading, the fact that we're able to engage that demographic, which is really the lifeblood of how a company grows and how these account relationships evolve over time, I think is a tremendous opportunity for us. Interestingly, when you look at why customers choose us. Now remember, in consumers, 82% of our growth is from 45 years or less. The highest percentage of that growth is in the Gen Z, which is less than 29 years old. Well, what's the number one reason? We asked them. We have the results. I've got them sitting in front of me. The number one reason for people coming to choose Frost is convenient locations. That's true both of people who open the deposit in the branch and customers that open their account online.

Speaker #3: And interestingly, Peter, when you look at why customers choose us—now, remember, in consumers, 82% of our growth is from 45 years or less.

Speaker #3: And the highest percentage, the highest percentage of that growth is in Gen Z, which is less than 29 years old. Well, what's the number one reason?

Speaker #3: Because we asked them. And we have the results. I've got them sitting in front of me. The number one reason for people coming to choose us—number one—is convenient locations.

Speaker #3: That's true for both people who open the deposit in the branch and customers that open their account online. Current locations—I mean, convenient locations.

Phil Green: Current locations, convenient locations. Reputation is number two. Recommendation of a family member is number three. I can go all the way down the line. By the way, competitive interest rates is about third lowest on the list. We operate a very simple business, honestly. We are banking people in communities. We're going to where they live and where the businesses are, and we're expanding relationships. What do you know? Your growth and consumer fee income is growing. You say the same thing on the commercial. We talk about that. Look at the growth that's happening in commercial service charges, in commercial-

Speaker #3: Reputation is number two. Recommendation of a family member is number three. I can go all the way down the line. We have it all, by the way. Competitive interest rates are about the third lowest on this.

Speaker #3: So, we operate a very simple business, honestly. We are banking people in communities. We're going to where they live and where the businesses are.

Speaker #3: And we're expanding relationships. And what do you know? Your growth in consumer fee income is growing. You see the same thing on the commercial side.

Speaker #3: We talk about that. Look at the growth that's happening in commercial service charges. Commercial service charges are up 22% year over year, and billable services are up almost 10% year over year.

Dan Geddes: Commercial service charges are up 22% year-over-year, billable services are up almost 10% year-over-year.

Speaker #3: Yeah, so, I mean, none of this is magic. It's just hard work. Our people are great at growing our business and engaging communities through organic expansion.

Phil Green: Yeah. None of this is magic. It's just hard work. Our people are great at growing our business and engaging communities through organic expansion. That's what we've named this thing for the last several years, and we're going to keep doing it

Speaker #3: That's what we've named this thing for the last several years, and we're going to keep doing it. I expect to continue to see these kinds of results.

Phil Green: I'll expect to continue to see these kinds of results. Sorry to go on and on, but that's what we're seeing.

Speaker #3: Sorry to go on and on, but that's what we're seeing.

Speaker #1: No, the growth is impressive, so I appreciate all the detail. Thank you.

Peter Winter: No, the growth is impressive, so I appreciate all the detail. Thank you.

Speaker #3: Thank you.

Dan Geddes: Yes, Steve.

Speaker #2: Our next question is from David Shivarini with Jefferies. Please proceed.

Operator 3: Our next question is from David Chiaverini with Jefferies. Please proceed.

Operator: Our next question is from David Chiaverini with Jefferies. Please proceed.

Speaker #4: Hi, thanks for taking the questions. I wanted to ask about loan growth. You took the guidance up to 7–8% from 6–7%.

David Chiaverini: Hi, thanks for taking the questions. Wanted to ask about loan growth. You took the guide up 7% to 8% from 6% to 7%. You mentioned about the pipelines being up 11% over the past 90 days. You also mentioned about how aggressive the market is. Can you talk about the drivers behind what you're seeing to generate this growth?

Speaker #4: You mentioned the pipelines being up 11% over the past 90 days. Now, you also talked about how aggressive the market is. Can you discuss the drivers behind what you're seeing that's generating this growth?

Dan Geddes: On the loan side, I think the one thing to consider when you mention loan growth in our guide up is that we did have a record amount of bookings last quarter, and a little over $600 million are revolving lines that have less than 10% advanced against it. That's a very low advance rate. We feel like that's a tailwind for H2 as those loans that are recently booked but not yet funded, get to some normalized funding ratio. If we would've had the same funding ratio as we had last quarter, our average balances would've been up around $300 million. Some of that is in the energy area where you'd expect that their cash flow is improving, and they're not having to advance on their lines.

Speaker #5: On the loan side, I think the one thing to consider, when you mentioned kind of loan up, is that we did have a record amount of bookings last quarter.

Speaker #5: And 600, a little over $600 million, are revolving lines that have less than 10% advanced against them. And that's a very low advance rate.

Speaker #5: And so we feel like that's a tailwind for the back half of the year as those loans that are recently booked but not yet funded get to some normalized funding ratio.

Speaker #5: If we would have had the same funding ratio as we had last quarter, our average balances would have been up around $300 million.

Speaker #5: Some of that is in the energy area, where you would expect that their cash flow is improving and they're not having to advance on their lines.

Speaker #5: But the vast majority of it is on just C&I lines of credit that just aren't being used right now. So there's a big tailwind there.

Dan Geddes: The vast majority of it is on just C&I lines of credit that just aren't being used right now. There's a big tailwind there. You mentioned competition. We're still winning. We mentioned it last quarter that we had won a little over 80% of the opportunities with banks that had either been acquired or were the acquirer. That rate is still, I think it's 78% cumulatively since really the start of this M&A. We've won nearly twice as many loan opportunities over the same time period from those banks. We feel like when we have an opportunity, that we're able to close it with competitive rates and structures.

Speaker #5: You mentioned kind of competition. We're still winning on our—we mentioned it last quarter—that we had won around a little over 80% of the opportunities with banks that had either been acquired or were the acquirer.

Speaker #5: And that rate is still, I think it's 78%, cumulatively, since really the start of this M&A. And so, we've won nearly twice as many loan opportunities over the same time period from those banks.

Speaker #5: So, we feel like when we have an opportunity, we're able to close it with competitive rates and structures. And to be honest, a lot of times, they're looking for consistency.

Dan Geddes: To be honest, a lot of times, they're looking for consistency, and they're looking for the banker that's been called on them for two years, and their banker may have left or doesn't know exactly what the credit culture will be of the new bank. We're taking advantage of those opportunities. There is competition, as Phil mentioned, in structure. Typically, recourse if it's commercial real estate. With some C&I, we saw one opportunity where there was just not a lot of covenants or restrictions around what they could advance, and we just weren't comfortable with it. We've said we'll be really competitive on pricing, but structure, we're not going to sacrifice our credit for the sake of growth. It's going to be good growth.

Speaker #5: And they're looking for the banker that's been calling on them for two years. Their banker may have left or may not know exactly what the credit culture will be at the new bank.

Speaker #5: So we're taking advantage of those opportunities. There is competition, as Phil mentioned, in structure. Typically, recourse, if it's commercial real estate, with some C&I. We saw one opportunity where there were just not a lot of covenants.

Speaker #5: Or restrictions around what they could advance, and we just weren't comfortable with it. So we've kind of said we'll be really competitive on pricing.

Speaker #5: But structurally, we're not going to sacrifice our credit for the sake of growth. It's going to be good growth.

Speaker #4: Great. And then just a quick one on deposits. You mentioned about how July had decent growth here at 4%. Thus far, is low to mid-single digits the right way to think about deposit growth for Cullen/Frost this year?

David Chiaverini: Great. Just a quick one on deposits. You mentioned about how July, decent growth here at 4% thus far. Is low to mid-single digits the right way to think about deposit growth for Cullen/Frost? Your loan to deposit ratio is very low, so you can afford to grow loans faster, but just wanted to see if that low to mid-single digit is the right neighborhood.

Speaker #4: The loan-to-deposit ratio is very low, so you can afford to grow loans faster. But I just wanted to see if that low- to mid-single-digit range is the right neighborhood.

Speaker #5: Low to single-digit deposit growth? Is that what you said?

Dan Geddes: Low to single-digit deposit growth? Is that what you said?

David Chiaverini: Yeah. Low to mid-single digit.

Speaker #4: Yeah. Low to mid-single digit.

Dan Geddes: Okay. I think that for the near term with rates where they are, there's going to be competitive pressure. I think that we have 2% to 3% for this year. I would mention that the Q4 of last year, we did have a customer in the data center industry, and they had a capital raise where we saw that their deposits went up around $700 million, and then they were gone by the end of the quarter. There's going to be a little bit of noise in the Q4. There's also an estate that settled in the Q4 of last year, around $200 million. Give or take almost $1 billion for the Q4 of the end of last year that will not be here in the Q4 of 2026.

Speaker #5: Yeah, I think that for the near term, with rates where they are, there's going to be competitive pressure. I think that we have 2% to 3% for this year.

Speaker #5: And I would mention that, in the fourth quarter of last year, we did have a customer in the data center industry. They had a capital raise where we saw that their deposits went up.

Speaker #5: And then around $700 million. And then they were down. And then they were gone by the end of the quarter. So there's going to be a little bit of noise in the fourth quarter.

Speaker #5: There’s also an estate that was settled in the fourth quarter of last year, around $200 million. So, give or take, almost $1 billion for the fourth quarter at the end of last year that will not be here in the fourth quarter of 2026.

Speaker #5: So keep that in mind as you hear kind of our growth for the full year. But we feel like with the strategies that we've implemented, that that kind of that range that you mentioned is reasonable for 2027 and beyond, not knowing what the interest rate environment is, obviously being a big driver of deposit growth.

Dan Geddes: Keep that in mind as you hear our growth for the full year. We feel like with the strategies that we've implemented, that range that you mentioned is reasonable for 2027 and beyond, not knowing what the interest rate environment is, obviously being a big driver of deposit growth.

Speaker #4: Very helpful. Thank you.

David Chiaverini: Very helpful. Thank you.

Speaker #3: Our next question is from Janet Lee with TD Cowen. Please proceed.

Operator 3: Our next question is from Janet Lee with TD Cowen. Please proceed.

Operator: Our next question is from Janet Lee with TD Cowen. Please proceed.

Speaker #6: Good afternoon. Following up on your deposit beta question, you've talked about the competitive pressure. Why do you expect the beta to come down a little bit, and maybe could you talk about the spot deposit cost at exiting June?

Janet Lee: Good afternoon. Following up on your deposit beta question, you've talked about the competitive pressure. Why do you expect the beta to come down a little bit? Maybe could you talk about the spot deposit cost at exiting June?

Speaker #5: Yeah, I'll get you the answer to your second question first, and then get into our expectation of where our betas will be.

Dan Geddes: Yeah. I'll get you the answer your second question first, then get into kind of our expectation of where our betas will be. Kind of towards for the month of June, our total deposit cost was 1.11. Again, a little bit higher than the average. Interest-bearing, you're looking at 1.66%. Again, I think we're anticipating as we kind of get into the H2 that we'll have to likely just be a little more competitive on some deposit opportunities and likely take advantage of opportunities to move business where you're going to have to look at the full relationship, both loans and deposits. We could see just more of an opportunity driven by us offering an incentive for them to move from BankX to Frost.

Speaker #5: So, kind of towards the end of the month of June, our total deposit cost was 1.11%. So, again, a little bit higher than the average.

Speaker #5: Interest-bearing, you're looking at 1.66%. And so, again, I think we're just— we're anticipating as we kind of get into the back half of the year that we'll likely have to be a little more competitive on some deposit opportunities.

Speaker #5: And likely take advantage of opportunities to move business where you might. You're going to have to look at the full relationship, both loans and deposits.

Speaker #5: And we could see just more of an opportunity driven by us offering an incentive for them to move from Bank X to Frost.

Speaker #6: Okay, got it. But you're still expecting that a rate hike is beneficial to you on both minimum and II?

Janet Lee: Okay. Got it. You're still expecting that a rate hike is beneficial to you on both-

Dan Geddes: Yeah

Janet Lee: NIM and NII?

Speaker #5: Yeah. Yes.

Dan Geddes: Yes.

Speaker #6: Right. Okay. It looks like you're obviously still having very good growth in resi. I believe you mentioned about $850 million resi target by the end of 2026.

Janet Lee: Right. Okay. It looks like you're obviously still having very good growth in resi. I believe you mentioned about 850 million resi target by the end of 2026. Is there any change to that? Does the fact that the 10-year is up relatively high versus before, is that a concern at all?

Speaker #6: Is there any change to that, or does the fact that the 10-year is up relatively high versus before—does that, is that a concern at all?

Speaker #2: The 10-year being a concern? Or are you talking about—oh, I think I see what you're saying. I think the fact that rates are—for example, the 10-year—will tend to lower some of the refinance volume that we've seen.

Phil Green: The 10-year being a concern? Or are you talking about-

Janet Lee: The rate of growth.

Phil Green: Oh, I think I see what you're saying. I think the fact that rates are, for example, the 10-year, will tend to lower some of the refinance volume that we've seen. One of the reasons that we're so much ahead of what was a public goal of being 850 million at the end of the year, and we're halfway through, we're already a little bit over that. As we sit here, I don't know, maybe close to $1 billion now is we saw really strong refinance activity. Now, that wasn't our mortgages that were getting refinanced because we're new in the business. I think you'll see refinancing activity slow. I'm going to guess the rate of growth for our mortgage originations is going to slow some. Really, home purchases and getting people in homes is the focus of what we do.

Speaker #2: One of the reasons that we're so much ahead of what was a public goal of being $850 million at the end of the year, and we're halfway through, we're already a little bit over that.

Speaker #2: And as we sit here, I don't know, we may be close to a billion dollars now, as we saw really strong refinance activity. Now, that wasn't our mortgages.

Speaker #2: Those were getting refinanced because we were renewing the business. But I think you'll see refinancing activity slow. And so, I'm going to guess the rate of growth for our mortgage originations is going to slow some.

Speaker #2: But really, home purchases and getting people into homes is the focus of what we do. And that's been over half of what our business is.

Phil Green: That's been over half of what our business is. Even if refinancings went to zero, I would still expect to see decent growth in our mortgage portfolio because of the home purchase component.

Speaker #2: So even if refinancings went to zero, I would still expect to see decent growth in our mortgage portfolio because of the home purchase component.

Speaker #5: Dana, just some kind of additional data points. For the first quarter, 46% of our mortgages were revised. That percentage went down to 36%. In the second quarter, our average credit score in our mortgage portfolio is 769.

Dan Geddes: Just some kind of additional data points. For Q1, 46% of our mortgages were refis. That percentage went down to 36% in Q2. Our average credit score in our mortgage is 769. It's a good quality. In Q2, the average loan was around $640,000.

Speaker #5: So it's a good quality. And then in the second quarter, the average loan was around $640,000.

Speaker #6: Okay, thanks for all the color. If I can just ask one more, maybe for you, Phil. Do you entertain the idea, or do you have any appetite, to grow outside of Texas through de novo expansion?

Janet Lee: Okay. Thanks for all the color. If I can just ask one more, maybe for you, Phil. Do you entertain the idea, or do you have any appetite to grow outside of Texas through de novo expansion? I know you're focused on organic, but I just wanted to see whether that's something that you would consider.

Speaker #6: I know you're focused on organic, but I just wanted to see whether that's something that you would consider.

Speaker #2: Yeah, it is something that I would consider. And, just taking the long-term view of our business, ultimately we will do that. But it's not something that we're focused on right now.

Phil Green: Yeah, it is something that I would consider. Just taking the long-term view of our business, ultimately, we will do that. It's not something that we're focused on right now. The reason is that we have so much opportunity in Texas, and the state is just an amazing economy. We'll do that for the next, I'll say foreseeable future. At some point in time, there's no reason why what we do, which is providing this amazing service proposition and consistency and all the things that we do that people like. I don't think there's any reason why you couldn't go someplace else and do it one day. At least that's my opinion. Don't look for us to do that in any foreseeable time. It's important.

Speaker #2: And the reason is that we have so much opportunity in Texas, and the state is just an amazing economy. And so we'll do that for the next, I'll say, foreseeable future.

Speaker #2: But at some point in time, there's no reason why what we do—which is providing this amazing service proposition and consistency, and all the things that we do that people like—I don't think there's any reason why you couldn't go someplace else and do it.

Speaker #2: One day we will—at least that's my opinion. I mean, one day we will. But don't look for us to do that in any foreseeable time.

Speaker #2: But at some point, we will.

Speaker #6: Thank you. Our final question is from John Arsham with RBC Capital Markets. Please proceed.

Janet Lee: Thank you.

Operator 3: Our final question is from Jon Arfstrom with RBC Capital Markets. Please proceed.

Operator: Our final question is from Jon Arfstrom with RBC Capital Markets. Please proceed.

Speaker #4: Thanks. Good afternoon, guys.

Jon Arfstrom: Thanks. Good afternoon, guys.

Speaker #5: Hey, John.

Phil Green: Hey, Jon.

Speaker #4: I think almost everything’s been covered, but just two things. Phil, you mentioned the insurance business focus for growth, and I think maybe that’s the one thing, Dan, you didn’t comment on.

Jon Arfstrom: I think almost everything's been covered, but just two things. Phil, you mentioned the insurance business focus for growth, and I think maybe that's the one thing, Dan, you didn't comment on. Can you talk about what you're doing there?

Speaker #4: So, can you talk about what you're doing there?

Speaker #2: I think the thing which gives us the most optimism about the insurance business is that we are very focused, in our organization, on what we call teaming.

Phil Green: I think the thing which gives us the most optimism about the insurance business is we are very focused on, in our organization, what we call teaming. Basically, it's making sure that we're providing that product to other lines of business, and most specifically, our commercial line of business. We haven't had sufficient penetration. When I mean sufficient, we're not at what I would call an average penetration rate for commercial insurance, which is where we mainly operate. Personal lines is a small piece of it, and what's left is benefits, and then property and casualty. I think as we increase that penetration, our leadership in that area is focused on it. We've got new leadership there the last couple years. In fact, it's being at the highest level run by our Chief Banking Officer commercial-oriented officer.

Speaker #2: But basically, it's making sure that we're providing that product to other lines of business—and most specifically, our commercial line of business. We haven't had sufficient penetration, and when I say 'sufficient,' we're not at what I would call an average penetration rate.

Speaker #2: We're commercial insurance, which is where we mainly operate. Personal lines is a small piece of it. And what's left is benefits, and then property and casualty.

Speaker #2: And I think as we increase that penetration, and our leadership in that area is focused on it—we've got new leadership there in the last couple of years.

Speaker #2: Who has in fact, it's being at the highest level run by our chief banking officer who's commercial oriented. Officer so he's got great visibility into how our sales culture works and the commercial line of business and how to translate that into the insurance business and make sure that we're getting an opportunity with this amazing customer commercial customer base to just get a chance to do the business.

Phil Green: He's got great visibility into how our sales culture works in the commercial line of business and how to translate that into the insurance business and make sure that we're getting an opportunity with this amazing commercial customer base to just get a chance to do the business. I think as we've increased the way those parties work together, in some cases, we've encouraged licensing with some of our bankers so that they have the ability to share in a commission, if you will, that we earn being an insurance broker. That's on the margin, a positive thing.

Speaker #2: And I think as we've increased the way those parties work together, and in some cases, we've encouraged licensing with some of our bankers, so that they have the ability to share in a commission, if you will, that we earn being an insurance broker.

Speaker #2: That's, on the margin, a positive thing. But I think, more importantly, it's an example of the new kinds of things we're willing to try in order to improve this cross-pollination and expand the relationships, so that we're moving beyond even the deposit and lending and cash management function to where we're doing something and providing a product that everybody needs.

Phil Green: I think more importantly, it's an example of the new kinds of things we're willing to try in order to improve this cross-pollination and expand the relationships so that we're moving beyond even the deposit and lending and cash management function to where we're doing something and providing a product that everybody needs. Everybody has insurance. That's why I'm optimistic about it. It's mainly common sense. It's like, man, we should be better at this. There's been that general recognition. They're working on how we can do that. I have this saying, you got to be careful what you ask a Frost banker to do because they're going to do it. I have every confidence we're going to be much more successful in the insurance business.

Speaker #2: Everybody, as insurance. And so that's why I'm optimistic about it. It's mainly common sense. It's like, man, we should be better at this. And there's been that general recognition.

Speaker #2: They're working on how we can do that. And I have this saying: you gotta be careful what you ask Frost bankers to do, because they're going to do it.

Speaker #2: And I have every confidence we're going to be much more successful in the insurance business.

Speaker #4: Yeah, okay. That's good—helpful. And then, back on credit, it's obviously not a huge deal, but any signs of changing credit conditions? And Dan, just curious on your thoughts on where the reserve could go over time.

Jon Arfstrom: Yep. Okay. That's good. Helpful. Back on credit, it's obviously not a huge deal, but any signs of changing credit conditions? Dan, just curious on your thoughts on where the reserve could go over time. Should we just assume it stays steady over time, or is there something I'm missing there?

Speaker #4: Should we just assume it stays steady over time, or is there something I'm missing there?

Speaker #2: I'd say, with regard to the general credit question, we feel good about it. Let's take, for example, the non-performer we had this quarter.

Phil Green: I'd say with regard to the general credit question, we feel good about it. Let's take, for example, the non-performer we had in this quarter. As I look at it, there are probably three more credits of that vintage that was underwritten in 2022, maybe early 2023, before the Fed raised 500 basis points and we saw costs go up so much. Frankly, a couple of them are in Austin. I'm not concerned about them. They may be like these other credits that we have had pay down through private credit, that type of thing. They could go to a risk rate 10 as they go through that process, but they have very good financial sponsorship, people that are willing to stay and do the things that they need to do to get to that either sale or private credit alternative.

Speaker #2: They're probably, as I look at it, there are probably three more credits of that vintage that were underwritten in '22, maybe early '23, before the Fed raised rates 500 basis points.

Speaker #2: And we saw costs go up so much. Frankly, a couple of them were in Austin. But I'm not concerned about them. They may be like these other credits that we have had pay down through private credit and that type of thing.

Speaker #2: They could go to a risk rating of 10 as they go through that process. But they have very good financial sponsorship—people that are willing to stay and do the things that they need to do to get to that, either sale or private credit.

Speaker #2: So, I don't see that, even though we have some of those that could arguably look a little similar to what we have. Remember, we had a third-party equity partner that just decided they didn't want to play anymore.

Phil Green: I don't see, even though we have some of those, that it could arguably look a little similar to what we have. Remember, we had a third-party equity partner that just decided they didn't want to play anymore, and that's fine. It happens sometimes. We don't have that in those other situations. I'm not expecting a similar event like we had this quarter. As I look at the rest of the portfolio, it's very strong. Energy is very strong. I had a customer tell me very recently that, Phil, we had our highest level of cash flow in our history in the previous month. These people have a lot of cash flow, so that's really saying something.

Speaker #2: And that's fine. It happens sometimes. But we don't have that in those other situations, so I'm not expecting a similar event like we had this quarter.

Speaker #2: And as I look at the rest of the portfolio, it's very strong. Energy is very strong. Those people—I had a customer tell me very recently that, "Phil, we had our highest level of cash flow in our history in the previous month."

Speaker #2: And these people have a lot of cash flow, so that's really saying something. And probably – and I'm looking at Dan too, because he used to do this for years.

Phil Green: I'm looking at Dan too, because he used to do this for years, but I'd say single family builders have some pressure on them because even though the high end of the market's still pretty good, the middle tier and the starter is really difficult when you've got mortgage rates at 6.25%. They're under some pressure, particularly the independents. They're going to have to figure that out. Their balance sheets are really very strong, so they're just going to have to get through that. It's a cycle. You may see some weakness here or there. I'm not expecting it, but we're seeing some risk grade increases there. Other than that, do you think of anything else, Dan?

Speaker #2: But I'd say single-family builders have some pressure on them because, even though the high end of the market is still pretty good, the middle tier and the starter is really difficult when you've got mortgage rates at 6.25%.

Speaker #2: So they're under some pressure, particularly the independents. And they're going to have to they're going to have to figure that out. But they're balance sheets are really very strong.

Speaker #2: And so they're just going to have to get through that. It's a cycle, and you may see some weakness here or there. I'm not expecting it, but you are seeing some risk rate increases there.

Speaker #2: But other than that, do you think of anything else, Dan?

Speaker #3: Yeah, I think for the builders, you mentioned they were making such great margins during the post-pandemic period, and so they've had to give some of that back by buying down the mortgage rates to get the buyer into the house.

Dan Geddes: Yeah. I think for the builders, you mentioned they were making such great margins.

Phil Green: Yeah

Dan Geddes: kind of post-pandemic. They've had to give some of that back by buying down.

Phil Green: Yeah

Dan Geddes: the mortgage rates to get the buyer into the house. I think you're seeing just a kind of a normalization there. Our office portfolio, it had a payoff, an upgrade and a payoff from last quarter. The rest of the portfolio, we were looking at it has the highest debt coverage test of all the commercial real estate sectors. That's really firmed up. You've already discussed the multifamily retail continues to be strong. Just to kind of look at our reserve, I would say steady. You might see a basis point or two increase or variance in H2. Some of it was just moving the allowance from the funded side to the unfunded. If you took the funded and unfunded over total loans, we're at 1.45%. The Q1 is 1.49%.

Speaker #3: So, I think you're seeing just kind of a normalization there. But our office portfolio—it had a payoff, an upgrade, and a payoff from last quarter.

Speaker #3: And the rest of the portfolio, we were looking at it; it has the highest debt coverage test of all the real estate sectors. So that's really firmed up.

Speaker #3: You've already discussed that multifamily and retail continue to be strong. And just to kind of look at our reserve, I would say it's steady. You might see a basis point or two increase or variance in the back half of the year.

Speaker #3: Some of it was just moving the allowance from the funded side to the unfunded. And if you took the funded and unfunded, we're over total loans.

Speaker #3: We're at 1.45%. So the first quarter was 1.49%. So, improvement. And I would say it's stable.

Dan Geddes: Improvement, and I would say it's stable.

Speaker #4: Yeah. Okay. That helps. And then, Phil, for the record, I would spot you $100 for an overdraft. No problem. No problem.

Jon Arfstrom: Yep. Okay. That helps. Phil, for the record, I would spot you $100 for an overdraft. No problem. No problem.

Speaker #2: All right. Good deal.

Phil Green: All right. Deal. My money's in the cupboard.

Speaker #4: All right.

Jon Arfstrom: All right.

Speaker #1: That concludes our question and answer session. I would now like to turn the conference back over to Phil for closing remarks.

Operator 3: This will conclude our question and answer session. I would like to turn the conference back over to Phil for closing remarks.

Operator: This will conclude our question and answer session. I would like to turn the conference back over to Phil for closing remarks.

Speaker #2: Okay, thanks, everybody, for your interest in that. We'll be adjourned. Thank you.

Phil Green: Okay. Thanks everybody for your interest, and we'll be adjourned. Thank you.

Operator 3: Thank you. This will conclude today's conference. You may disconnect at this time, and thank you for your participation.

Operator: Thank you. This will conclude today's conference. You may disconnect at this time, and thank you for your participation.

Q2 2026 Cullen/Frost Bankers Inc Earnings Call

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