Title

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BankUnited, Inc. misses on earnings expectations. Reported EPS is $0.83 EPS, expectations were $0.97.

Operator: Good day, and welcome to the BankUnited, Inc. First Quarter 2026 Results Conference Call. [Operator Instructions] Please note this event is being recorded. I would now like to turn the conference over to Jackie Brova, Corporate Secretary. Please go ahead.

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

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

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

And I’ll talk about that in a little bit of just as a refresher of what that seasonality is. Deposits and loans, I’ll talk about them separately because they behave separately. Our deposit balances, especially NIDDA, they start declining sometime in mid- to late December and the bottom out and deep in the first quarter they start to rebound back late in the first quarter, towards the end of the first quarter. And then they go straight up in second quarter, usually, second quarter is our strongest growth — NIDDA growth quarter. They stabilized in the third quarter, and then in fourth quarter, the cycle again begins with declines in December. Now we’ve observed this for many, many years. Loan production and again, production, not balances. Loan production, especially C&I loan production start slow in the first quarter.

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

So in fact, yesterday, as I was writing down my notes on what I’m going to say on this call, I do this day before I sit down with a yellow pad and I hand write what I’m going to say. I had this data at moment, like I think I’ve done this before. And I went back and I looked at my notes, surprisingly actually still held on to my notes from my call a year ago. And it wasn’t a dejavu moment. It was that I’ve been here before. This is exactly what happened a year ago. So I just quickly jotted down like what happened in Q4 last year to first quarter of last year, like so ’24 going into ’25, what happened to earnings, EPS, ROA and all that stuff. And I compare it to what happened this year, — and our earnings quarter-over-quarter declined by $11 million this time last year.

This year, they declined $10 million. EPS declined 13 basis points this year. It was a ROA declined 10 basis points last year, this year, it was 9%, slightly better, but kind of in the same ballpark. That’s just the seasonality of the business. So the model of the story is, don’t look at quarter-over-quarter, look at year-over-year or trailing 12 months. I know it’s a fast-changing world, and we’re all in the — I believe in the here and now. But if you just look at the very short term, it will throw you off both in quarters in which seasonality works against us and in quarters in which seasonality works for us, which will be the next quarter. With that PSA out of the way, let me get into the numbers. So earnings for the first quarter came in at $62 million.

EPS was $0.83. And I’ll compare this to first quarter of last year, like I just said. Last year, earnings were $58 million, and EPS was $0.78. NIM was at 2.99%. Last year, this time, NIM was 2.81%. PPNR was $106 million. Last year, PPNR at this time was $95.2 million, about 11.5% growth. Despite seasonal pressure on NIDDA, like I just mentioned, in the quarter, deposits did grow. Non-broker deposits grew $277 million. We used most of them to pay down brokered. So net growth was about $7 million but again, like I mentioned, should be looking at annual numbers or trailing 12 months number. So over the last 12 months, non-broker deposits grew by $1.4 billion, NIDDA grew by $875 million. I would actually even go further and say, [indiscernible] end balances don’t mean as much as average balances do.

And average NIDDA grew by more than $1 billion. I think it was $1.5 billion. I’m looking at Jim to confirm, but I think it was $1.5 million. Talking of loans over the last year grew at $906 million. This quarter, it grew only $9 million. Non-core loans continue to shrink pretty consistently. That’s been now going on for several quarters. So not much — nothing new over there. Let’s switch to credit. So we made a lot of progress on credit this quarter. NPLs were down $98 million, that’s 26% and criticized and classifieds were down $146 million or 12%. Now that 26% and 12% is just the progress we’ve made in the last 3 months. That’s not an annualized number. Our coverage ratio of ACL to NPLs improved from 59% to 76%. Switching to provision, with respect to provision, we continue to be cautious.

The geopolitical landscape has changed in the 3 months since we last spoke to you. And we did use $8 million in qualitative factors in our provisioning to kind of account for that uncertainty. Tom can talk more about this, but I don’t think we’ve seen any meaningful change from the way — what our customers are telling us in terms of their plans and their capital investments and so on. But I will also say that they are very keenly aware of the situation in the Middle East and are watching it like as they should. — smart money seems to be betting that the conflict in the Middle East will wrap up in a matter of days or weeks and not months but only time will tell how that will play out. So like I said, I’ll go back and say we did use some qualitative factors to the tune of $8 million for that uncertainty.

Switching to other aspects of the P&L, NIM, like I said, came down to 2.9%. And that number was within sort of the ranges of outcomes that we were expecting when we modeled this in our numbers back in December. All the other numbers are not that notable for me to get into. I’ll leave for some of the stuff for Tom and Jim to talk about. Oh, yes, we did buy back 1.3 million shares as we had promised. So we’re off to a good start on the buyback, and we still have just a hair under $200 million in dry powder left, and we’ll continue to use that. Lastly, guidance, no change to guidance. So what we gave you stays. That’s a full year guidance that we gave you, and we’re still feeling pretty good about those numbers. I think not much has changed actually since we gave you guidance in our business or in the economy.

I guess in the economy, you could say, the conflict in the Middle East is sort of the only new factor but it looks like it’s moving towards some kind of resolution in the short term. So with that, I will turn it over to Tom.

Thomas Cornish: Great. Thanks, Raj. So I have a little bit of my own public service announcement today as well [indiscernible] with Raj. So before I — I want to talk about deposits first and sort of deposit strategy. before I dig into some of the numbers, some of which Raj has already covered, I want to back up a little bit and just talk about sort of what are we trying to do with the overall deposit and client book and over a longer period of time and how has that performed? . So when I look at it, I would say we have 3 major goals. One is to be a top-tier performer in NIDDA growth. And our NIDDA, as you know, is largely commercial and NIDDA. So when I look at that number, as Raj said, we’re up period-to-period from first quarter last year, $875 million or 11%, which is a pretty impressive number.

On an average basis, we’re up $1.5 billion that Raj mentioned. So strategy kind of #1 of being a high-level NIDDA growth organization and that being a central part of our business focus, I think, has been well accomplished. The second major emphasis is being a payment processor and transactional bank for our clients and making sure that we maintain good pricing discipline around all the products and services that we sell that flow through commercial NIDDA and making sure that we are effectively cross-selling as many products as we can into the client base. So I kind of measure that by — is our service charges on deposit growth greater than our NIDDA growth? And when it is, to me, that seems to be a multiplier effect on that. So if we look at service charges on deposits year-over-year, first quarter to first quarter, we’re up 18.8% versus an 11% deposit growth.

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

So I think kind of about — those are the big 3 strategies that we try to execute around when we think about the client book and the deposit book as a whole. So with that, a little bit more detail, as Raj mentioned, non-broker deposits were up by $277 million from the previous quarter and $1.4 billion from a year ago. NIDDA represents 30% of total deposits. Our average cost of deposits declined by 6 basis points from the previous quarter from 2018 to $212 million. Wholesale funding declined by $70 million from the previous quarter and $749 million from the previous year. And as I said, service charge revenue was up 18.8% for the quarter. As we look into the second quarter, which is on the deposit side, traditionally, our best quarter. We have a high level of conviction around very strong deposit growth and NIDDA growth in the quarter.

It’s our best quarter typically, and all indications from pipeline and activity and business that’s in closing documentation is that it will be a very strong quarter. On the loan side, as Raj noted, it was fairly typical first quarter for us, Cree and mortgage warehouse lending were up $76 million and $77 million, respectively. C&I declined by $144 million from the previous quarter. Part of that is declining off of higher utilization rates that we tend to see at the end of the quarter. First quarter, particularly in our larger corporate business tends to always be a bit softer because of the financial statements timing for new business that comes through. Resi continued to decline as part of our emphasis to focus on the commercial lending business.

And so I think it was about what we expected to see for the quarter. A few comments on CRE that I typically make the CRE portfolio is now just under 30% of the overall booking within the CRE book, if you look at Page 9 in the detailed analysis, you’ll continue to see that it’s a well-balanced portfolio across all asset classes, virtually all asset classes are somewhere between 20% and 25%. And so maintaining a good quality balance in the CRE book is important. You’ll note that the total weighted average debt service coverage for all property types is $1.84 and the average loan-to-value is 55.4%. So portfolio continues to perform well. It’s probably the last quarter, I’ll actually point this out, but we continue to see improvements in the office book.

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

So that’s my coverage on CRE. And I think with that, I’ll turn it over to Jim.

James Mackey: Great. Thanks, Tom. — as Raj walked through, it’s worth mentioning again, our first quarter is our seasonally light quarter for most of our businesses. So therefore, comparisons to the fourth quarter are always difficult to make. I don’t want to repeat a bunch of the numbers that Raj took you through, but I do want to hit just a couple of other highlights. So if I just focus on the full year trends, you definitely see steady improvement in most of our key performance indicators that we look at. Net income was up 5%. PPNR was up 10%, ROA was up 6%. And was up 6% and NIM was up 18 basis points. So the trends year-over-year are really good and definitely in line with the guidance that we gave you at the last quarter.

So we put in the press release just for full transparency, we do want to call out a couple of notable items this quarter. The impact was largely just due to the really strong performance last year and also the strong stock performance. And this was more than offset by the reversal of our previously accrued FDIC special assessments. So turning to NII and NIM. As Raj mentioned, relative to the prior quarter, we typically see a downward trend. We also added in the materials on Page 5, just a chart for the last few years, so you could easily see those trends, I thought it would be helpful. Now the dip from first quarter to fourth quarter this year was a few basis points larger than last year, certainly less than back in ’23. But I just wanted to call out what was driving that.

And it was a variety of small things. It was nothing large. It was all the things that we were sort of modeling going into it broadly. We saw the full quarter impact of the Fed rate cuts last year as it flows through the balance sheet. And notably, in the securities portfolio, some of the timing of those cuts were present more in the first quarter than in the fourth as certain coupons reset. We also had a higher reliance on brokered deposits due to the NIDDA seasonality that we’ve been talking about. We also did some activities in our investment portfolio. We had some opportunities to prefund some purchases and things like that because of actual situation in the marketplace. So we had a higher reliance on brokered deposits in the quarter and also the broker deposits were a little more expensive this year than historical.

It’s a little unclear exactly what was driving that. I don’t know if it was from the war, the activities in Iran or what, but it was elevated costs that we don’t typically see. NII was up $16 million or 7% from a year ago. And as I mentioned, NIM expanded 18 basis points. And this is driven by the common theme that we’ve been talking about that we’ve been reducing the cost of our deposits at a faster clip than the decline in our loan yields. Importantly, the NIDDA balances were up $875 million or from a year ago. Those are the spot, not the average. On the credit side, as Raj mentioned, credit trends are quite positive overall, which portends improvement going forward. Criticized and classified was down $333 million or 24% from a year ago. And just since last quarter, nonperforming loans were down $98 million or 26%.

Now some of these improvements were resolved through charge-offs. That’s why you did see some elevated charge-offs this quarter. It was $36 million. It was largely driven by just a few C&I loans. So this brings our trailing 12-month charge-off rate to 37 basis points, which as we’ve talked about before, we’d like to see that closer to 25%. So it is elevated from what we’d like to see. But again, the trends that — things that we are seeing more recently in some of these books, the inflows are a lot slower than the outflows. So barring any economic shocks, we expect to see improvements in charge-offs later this year. And as we mentioned, especially related to the guidance, we definitely felt like more of the provision expense would be more front-end loaded versus evenly spread throughout the year.

Our allowance for credit losses was $209 million, down $11 million from last quarter. Provision expense, as I mentioned, was elevated at $25 million. We did add some qualitative reserves, about $8 million. So our coverage ratio ended at 87 basis points, which is down a few bps from the prior quarter. If we purely followed our models, we would have told us to bring those reserves down a little bit more, but we felt prudent to add some into our qualitative, which brought it up to the 87 basis points. And I do want to mention, and we disclosed this on Page 11, most of our charge-offs are coming from the C&I portfolio of late. And if we look at the coverage of our C&I portfolio, it’s around 160 basis points. So quite a solid coverage to cover the risk in that portfolio.

On the noninterest income and expense side, just a few quick comments. Noninterest income was $25 million. It’s up $2 million from a year ago. If I normalize for some of the securities gains. We always have securities gains. They bounce around from quarter-to-quarter. But if I normalize for that, noninterest income was basically flat. We felt good about the activity that we saw in our capital markets fee income, but they are dependent on activity in the quarter, when loans close, when syndication fees occur, size of the types of swaps that are booked and — and so we’re generally in line with where we expect to be at this point in the year and still feel good about the guidance that we provided. On the expense side, it is up from a year ago, $167 million.

That’s largely due to the investments that we made last year into our businesses to go into new markets, higher specialty talent, et cetera, and also just cost of living increases and basic things that are going on in that space. So it’s in line with expectations. It’s consistent with our full year guidance, and it’s really driven by employee compensation and the benefits as we grow our businesses. And then just before I turn it back to Raj, I’ll just reiterate a comment that he said that we are not changing our full year guidance. We always have volatility quarter-to-quarter. That’s a theme that we talk about constantly just the nature of our commercial businesses but we’re performing consistently with our seasonal patterns and in line with expectations, and all of that was modeled as we provided our guidance and so no changes.

And with that, I’ll turn it back to Raj.

Raj Singh: Just one thing I forgot to mention on credit. So we took down NPAs pretty meaningfully this quarter. And I expect NPAs to go down into the rest of the year as well, probably not at the same clip. I mean if we did the same clip, we won’t have any NPAs left in a couple of quarters. So — there will be — I expect NPAs to reduce at second quarter, third quarter into the fourth quarter. Another anecdote I’ll give you. One of the things I do generally before this call a day or 2 before is I talked to my Chief Credit Officer — Chief Risk officer Chief Credit Officer. And I generally ask him how he’s feeling about this quarter. And this was, I think, the best call I’ve had in the last 3 quarters. And I measure the success of the call by the length of the call.

the longer the call is the worst I feel because generally, he’s walking me through names of things that he’s worried about. This call, I have to actually ask them, “What about this loan? What about that London he was like, no, are going fine. So the call lasted maybe all of 3 minutes or 4 minutes versus last call 3 months ago, lasted a lot longer. So it’s only 3 months — 3 weeks into the quarter. but I’m feeling much better about credit and feeling much better about how much lower our NPAs are. And I also get updates like that on pipelines from Tom, deposit pipeline is better than I expected, honestly speaking. And we’re feeling pretty good. With that, I will turn it over for Q&A.

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Operator: [Operator Instructions] The first question comes from Dave Rochester with Cantor.

David Rochester: I wanted to ask you about the title business. I noticed the deposits were down this quarter. Normally, they get stronger as we head into 2Q. I would imagine that’s still the expectation. And we’re down like 3 quarters on that at this point. So if you could just talk about that outlook. And then are you still bringing in plus or minus new customers a quarter there? And if you can just update us on the competitive backdrop, that would be great.

Raj Singh: Sure. Actually, we’re bringing in more than 40 now. So our average over the last months — 3 quarters has been more closer to 50. So the relationship intake has actually increased a little bit. . And I’m very, very positive on the outlook for the title business. It is the most seasonal of our businesses. right? HOA is also a little seasonal, not as much, but NTS is what drives a lot of that NIDDA volatility. But overall, in terms of gathering market share, we have not lost momentum. In fact, we picked it up.

Thomas Cornish: I would add that’s net. — client relationship growth as well not just gross. Yes. .

David Rochester: Yes. SP663696138 Great. And those relationships tend to be $2 million to $3 million on average in size, right?

Raj Singh: On average, it’s about 3 yes, around $3 million, give or take, yes. .

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

Raj Singh: Yes, we have added more people in fulfillment in the back office. We’ve added more people in the front office. So clearly, yes, we are also, we have 2 large technology projects going on, which will impact much as that business, that will impact the entire bank but we’re upgrading our treasury platform, and we’re operating our payments platform. But again, like I said, those are infrastructural things that every business line will use, but NTS uses them as well.

David Rochester: Yes. And just the — what’s that? — sorry? .

Thomas Cornish: I’d just say, average deposits are up year-over-year in the MTS business. So not meaningful.

David Rochester: Yes, yes. And maybe just 1 last 1 just on the competitive landscape there. Occasionally, you see a larger bank come in and try to defend a relationship and it may not just be for the title piece, but something else. Can you just talk about what you’re seeing from any of the larger banks that might be snooping around and what you’re seeing out of banks more of your size, if you’re seeing any interest in this type of business.

Raj Singh: There is certainly more competition today than a year or 2 ago, both from — we see from time to time, larger banks try to get into this but they’ve not been able to replicate what we have. So they’ve not been able to make much progress. We have seen banks much smaller than us and somewhat our size also compete. But honestly, I think it’s a lot easier for them to just be taking market share away, like we’re taking away from the 90% or 89% of the market that we don’t bank than it is to take away from us. So there is more competition. There is — I’ve seen like very small community banks trying to play around this space, but we have a 8-year head start, 9-year head start whatever it is. It’s not like we have some kind of a trademark or intellectual property that is the moat.

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

Thomas Cornish: And we’re not sitting still. We’re continuing to focus on improving operations, getting better at everything we do. So we’re letting that iron sharp and iron.

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

Thomas Cornish: And this is a heavy real business. .

Raj Singh: Yes, it’s a heavy operational business. .

David Rochester: Well, it’s a great business and certainly a nice advantage for you guys. So I appreciate all the color there.

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

Jared David Shaw: I guess just looking at the guidance and when you’re saying reiterate the guidance, I’m just going back to last quarter’s deck. With with that guidance you were assuming 2 cuts, if we don’t get cuts, can you walk us through the ability to get to that 30% margin at the end of the year?

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

So we’re not really worried about the Fed cutting once or twice or not cutting, it will not have an impact. If we miss our NIDDA guidance, if you’re not able to grow, that will obviously be the single largest driver the largest risk we would have, and the second would be loan pricing and credit spreads.

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

James Mackey: No. We’re still sticking with the guidance that we provided for the full year. And like we said, I do think based on what we see more of that $68 million would be front-end loaded versus at the back end. So you can’t just take the 68 divide it by 4 and project it out, but skew it more to first and second quarter.

Jared David Shaw: Yes. Okay. And then if I could just sneak one more in. Just on the fee income. — capital market is obviously very strong in fourth quarter. How should we think about sort of the components of growth in fee income as we move forward through the rest of the year?

Raj Singh: Our capital markets income is probably closely aligned to production in both C&I and CRE. And then within production, I would say, slightly larger loans tend to drive that like syndication. They’re not going to syndicate a $10 million loan, but we will syndicate a $60 million, $70 million, $80 million loan. So production is light in the first quarter. And then within the production if you’re doing most of it in the lower end, then your capital markets income generally is impacted. So you saw lower capital markets income this quarter for both those reasons. Last quarter, it was the biggest production quarter and that’s why you saw capital markets income as strong as it was. So it will vary quarter-over-quarter, plus it’s a little bit of episodic also.

It’s not like $1 a day type of a business. It is a little bit lumpy. You can have a big deal you’re working on, it slips over into the next quarter that could happen from time to time. But overall, the capital markets business should be a double-digit growth business for us. FX, which is still in the very early stages that is just beginning to gather momentum, and it’s hard for me to predict what it will do but that’s a very small number right now, but that can have a very big impact over the coming year or 2.

Thomas Cornish: I would also add, if you look at the number of clients that we have added on to the FX platform, in the last 6 months, it’s an impressive number. And I think even the raw number, well, Raj said, it’s a small number, is up over 100% from the previous year. So we have really good hopes for the FX income, especially in the markets that we’re in. They tend to be markets where people have international trade transactions, they have payroll transactions. They have other things that drive that business. We would expect the service charges on account business to be double digit in terms of fee income growth. I mentioned it was up 18.8% over last year. Our expectations are somewhere in the 15% to 20% range for that. And I think we feel we have a good bit of conviction that we’ll be able to get that.

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

We do have a good bit of confidence in our syndications business, and it’s been a strong point for us. We’ve funded these teams on the syndication side. We’ve added very good quality resources to them, and I have good confidence that syndication revenue would be good at the remainder of the year. Just 1 last thing to add to it. I mean commercial card revenue was up good strongly year-over-year. Again, it’s small, but it’s growing. And then 1 of the comments that Raj said, just with it being in the swaps business is very tied to the lending business, the activity we saw this quarter versus a year ago was very consistent — just last quarter, we had a couple — 1 or 2 larger transactions that drove a little more revenue a year ago versus this time.

So it’s — the activity is there. It just really depends on the size of the transactions in any given quarter.

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

David Chiaverini: Wanted to swing back to credit quality. — kind of mixed in the quarter, criticized classified down, but you did mention in the release about 2 credits being charged off and we did see the elevated NCOs this quarter. Are you able to share which industries those were in? And then the second part of it, you mentioned about how we should see a decline in NCOs later this year. So it sounds like we should expect elevated NCOs in the second quarter as well. Is that a fair interpretation?

Raj Singh: No, I think that as a general statement that the first half would be better — will be higher net charge-offs because we already have first quarter, $35 million, $36 million. It’s hard to predict exactly quarter-by-quarter. But generally speaking, I would say the charge-offs should be front-loaded. The 2 industries that you asked about, 1 is health care, and the other was transportation. So those 2 made up a large portion of the charge-offs and one was in Atlanta and one was in Florida. So geography also in case you asked that next question.

Thomas Cornish: And our larger child drafts last quarter were in 2 completely different industries from the car was yes, yes. .

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

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

And when the Fed is not moving and it’s just harder to just do that, but we’re still doing that, as Tom said, during — this week, actually, we are pushing through certain portfolios, some pricing action on some of the portfolios. It’s just as easier the Fed is moving. So I’m not — the Fed being up or down or sideways, it doesn’t really impact our NIDDA outlook.

Thomas Cornish: The NIDDA growth is largely driven by net new client acquisition. Yes, that’s across all business lines, specialty geography, whatever segment that it’s in, it’s driven by that. probably 75% to 80% of the growth was driven by that. .

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

Michael Rose: Just given the absence of rate cuts now that I think the market is expecting. Any updated thoughts around. Deposit beta expectations as we move forward. I think last quarter, you kind of talked about an 80% beta with cuts. .

Raj Singh: Yes. With cuts is 80%, but the Fed is not going to move. If we get complacent, and don’t look at interest-bearing deposits and just let that ride. It has a natural tendency that the rates — the portfolio will price up. So that’s the hard work you have to do is to make sure it doesn’t price up and maybe even get it even to go down a few basis points. Not easy. That is really hand-to-hand combat client-by-client portfolio-by-portfolio but we are attempting to do that. New money competition is high. I think Jim mentioned, as an example, as a proxy, broker deposits are 15 basis points wider than they were like 6 weeks ago. Now I’m not smart enough to know why I’m guessing maybe it’s the conflict in the Middle East and people just get a little nervous, they want to grab more liquidity or maybe it’s something else.

But we did see a pretty meaningful change maybe just rates have gone up 2 years now at 370, 380 and not closer to 350, maybe it’s that, maybe it’s a whole bunch of stuff. But we are leaning more and more towards NIDDA, I mean if I could have my way, and I have just no growth but NIDDA,all growth NIDDA. That’s not possible, right? That’s — we will have interest-bearing growth as well. But it is our job is to make sure interest-bearing costs stay within reason, maybe come down just a little bit but it will be hard to make it come down a lot if the Fed is not moving. But if we don’t do the hard work, they will naturally have a tendency to drift up, and we don’t want to happen.

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

Raj Singh: What I’ll do is, I’m actually looking at a sheet here from last year. So I’m not going to give you guidance quarter by quarter going forward. If we don’t do that, right? If Leslie was here should be screaming at you. What I will do is I will just point to what happened last year, right? In fourth quarter of ’24, we were at 2.84% we came down to 2.81% in the first quarter. And in the second quarter, we went up to 2.93% and then we went up to 3% in the third quarter and to 306 in the fourth quarter. . Now you can go and look at that pattern, right? We have a pattern of dipping down and then coming back very strongly in the second quarter and then maintaining some of that growth in the third and fourth quarter as well and then coming down again in the first quarter.

So that’s the best sort of guidance I can give you is go back and look at what has happened in the past because it tends to follow some pattern. Not every year is exactly the same. There is a lot of moving parts. But that’s about as much guidance I can give you. I can’t tell you what the quarter will be. But more than what we’ve already said, which is that it will be a very strong NIDDA growth quarter.

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

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

Thomas Cornish: And we’re working — we’re trying to steadily work towards the target of about 11.5% CET1. Better gravity that we’re working towards.

Operator: All right. The next question comes from Woody Lay with KBW.

Wood Lay: One wanted to follow up on credit. And as you noted, NPA saw nice improvement even if you exclude the charge-off benefit — so that incremental like $65 million of improvement. Could you just give some color on either the resolution or upgrades there? .

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

Wood Lay: Yes. And then maybe just on the outlook that NPAs should continue to decline from here. Middle East represents some uncertainty and the kind of whipsaws back and forth on when that could potentially end. So what’s driving that positivity that NPAs could continue to decline?

Raj Singh: I think we’re very familiar with every loan that is either in NPAs or criticized classified bucket. And we’re looking at them very granularly to see where is performance getting worse or better or stable — so my assessment on NPAs into the — looking into the future is more based on that granular knowledge of the portfolio rather than what $100 oil might do. So that’s not really what is driving that. It’s — I’ll give you an example. Just 2 days ago, there’s an NPA of about $17 million, $18 million in the CRE space that has been sitting there for almost a year, it looks like it’s going to come to a resolution, and we might get a small recovery out of that. So I just know what’s in the portfolio and where it is, this loan that I’m talking about as a close date of like third week of June.

So I won’t count the money until it actually the wire comes in, but it’s it’s a pretty good indicator that $7 million will get resolved, and it will be off our books before the end of second quarter. So it’s things like that, right? There’s another one in the C&I space, which has — the performance has stabilized to kind of improve. But we’re keeping it in the NPA category, we’ll see how it works out. Three months ago, I was not as positive about how that business was doing. But now we’ve seen things they’ve done in the last 2 or 3 months that are looking better. It will probably still be an NPA, but it’s maybe a couple of quarters down the road it gets resolved. So it’s based on our granular knowledge of the loan portfolio rather than any big macroeconomic thing.

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

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

Thomas Cornish: Yes. No, it’s included.

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

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

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

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

We’re trying very hard to manage this margin issue versus the volume issue and make sure that we’re — we’ve got a good pricing discipline. .

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

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

Thomas Cornish: But it is our commitment to focus on this. I can’t even begin to tell you how much time we spend and how many painful meetings we have, we torture people over this, we torture our people, we torture ourselves .

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

Thomas Cornish: Working through this. And it’s like — can we go down by 3 basis points on this account. And if it’s a large account, 3 basis points makes a difference. It’s an account by account relationship by relationship and pushing hard. It doesn’t come by itself. I can assure you of that. .

Jon Arfstrom: I know it’s not easy. But you’re still thinking 320 NIM by the end of the year and holding the provision guide? And if you can deliver that, I think that’s really all that matters. Yes. I appreciate it. Correct.

Operator: The next question comes from David Bishop with Hub D Group.

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

Thomas Cornish: Yes, except for competition related to credit spreads, right? If competition continues to ramp up and you start to see pressure there, that will be a little pressure on pricing. But we tried to factor that into our guidance. So really dependent if it’s worse or better than what we projected. Yes, that will be also partially impacted by the asset yield mix changes. I mean, the continued rundown of resi and the continued emphasis on the commercial lending categories will help that. We also have some commercial real estate credits this year that are up for this year that were part of an older fixed rate book that we had of loans that were done 7 years ago or whatever they were done at lower rates. So we’re looking at probably 7% to 8% of the portfolio that was at a fixed rate basis that we think we can reprice.

So there’s different elements to this that are levers that we think we can pull throughout the year in order to improve asset yields kind of across the board.

David Bishop: Got it. And one f0inal question, as you look across the commercial portfolio. Any particular segments that are particularly impacted by rising energy or gas costs there? Just curious as you sort of analyze the portfolio, any segments that sort of jump out as being potentially at risk in the near term.

Thomas Cornish: Yes. Everything is impacted a bit by it. I mean, we don’t have we’re not in sort of the energy lending business or businesses that you would say have a very front-end direct impact from it, but every consumer is impacted by rising energy prices and to some extent, any rise at that drives in food consumption type prices. So we do not have heavy consumer lending portfolios kind of B2C type lending portfolios. We don’t have much of that. So we think we’re reasonably insulated from that, but it’s going to impact every consumer, and that drives 70% of the economy in terms of consumer expenditures and GDP. So it sort of depends on severity and duration in duration, duration — we’re watching it closely, and we’ll react quickly if we start to see something that’s concerned.

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

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

Stephen Scouten: I’m just curious if you could remind what you guys are using for your economic scenarios as you calculate your loan loss reserve? And maybe what about your portfolio kind of gives you confidence that at what is a kind of below peer loan loss reserve to loan ratio?

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

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

Raj Singh: NIDDA growth. If I was to pick 1 thing, that would be it. We deliver on ID improved in — we deliver on that, everything else will take care of itself.

Stephen Scouten: Got it. Sounds good. I appreciate the time. right.

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

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

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

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