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spk02: Greetings and welcome to Connect One Bancorp second quarter 2021 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 star zero on your telephone keypad. As a reminder, this conference is being recorded. I would now like to turn the conference over to your host, Sia Vancea, Chief Brand and Innovation Officer. Thank you. You may begin.
spk01: Good morning and welcome to today's conference call to review Connect One's results for the second quarter of 2021 and to update you on recent developments. On today's conference call will be Frank Sorrentino, Chairman and Chief Executive Officer, and Bill Burns, Executive Vice President and Chief Financial Officer. The results as well as notice of this conference call on a listen-only basis over the internet were distributed this morning in a press release that has been covered by the financial media. At this time, let me remind you that certain statements and assumptions in this conference call contain or are based upon forward-looking information and are being made pursuant to the safe harbor provisions of the Private Securities Litigation Reform Act of 1995. Such forward-looking statements are subject to numerous assumptions, uncertainties, and known or unknown risks, which could cause actual results to differ materially from those anticipated. These risk factors are more fully discussed in the company's filings with the Securities and Exchange Commission. The forward-looking statements included in this conference call are made only of the date of this call, and the company is not obligated to publicly update or revise them. In addition, certain terms used in this call are non-GAAP financial measures, reconciliations of which are provided in the company's earnings release and accompanying tables or schedules. which have been filed today on Form 8K with the SEC and may be accessed through the company's website at ir.connectonebank.com. Each listener is encouraged to review those reconciliations provided in the earnings release together with all other information provided in the release. I will now turn the call over to Frank Sorrentino. Frank, please go ahead.
spk04: Thank you, Sid. Good morning, everyone. So 2021 has been marked by the consistent execution of our operating strategy and we're exceedingly pleased with Connect One's strong second quarter financial results. Our performance highlights our commitment to serve our growing client base and our ability to capitalize on a variety of growth opportunities. We entered the year in an uncertain state, and as we saw signs of economic momentum building, we were well positioned to actively participate in the early stages of our markets reopening. Our teams were prepared and took a proactive approach which is clearly demonstrated in our results. This quarter's results were highlighted by record performance, meaningful organic growth in our balance sheet, and record operating metrics. Our pre-tax, pre-provision return on average assets was 2.19 percent. Our tangible book value per share grew another 4 percent for the quarter and is up in excess of 15 percent over the past year. Loans, excluding the PPP, grew by 22% on an annualized basis, and our net interest margin expanded again for the seventh quarter in a row to 3.6%. We continue to build valuable non-interest demand and low-cost core deposit balances, leveraging our relationship banking model as we see an uptick in client activity. We realized accelerated loan growth, especially towards the end of the second quarter and heading into the third quarter, our pipeline remains at record high levels. For the remainder of 2021, we expect annualized double-digit loan growth at favorable market spreads. Beyond our existing pipeline, we continue to pursue attractive opportunities to grow responsibly and expand Connect One's valuable franchise. We've experienced numerous opportunities to support our clients' growth, both in size and in capability. We continue to see opportunities to leverage our client-first sense of urgency culture to attract clients from the largest institutions. And finally, with the uptick in M&A in our markets and beyond, we see an opportunity to capitalize on the displacement that is occurring, primarily by attracting new lenders and thereby attracting new clients and expanding our market. Turning back to our performance, we delivered outstanding metrics, including a high return on tangible common equity, the building of tangible book value per share, and improving even further in our best-in-class efficiency ratio. On the expense side, we remain focused on maintaining our operating efficiency through continued utilization and leverage of our infrastructure. Moving forward, in anticipation of additional growth, we expect some expense growth to accelerate in the second half of 2021. To give you more color on that, we're having increased success in attracting top industry talent. Given the market disruption, specifically from M&A, we're seeing multilayered talent look out to Connect One for opportunities. We're excited about accelerating the growth within, and in some cases, expansion of our footprint. These growth investments will continue to play a critical role in competitively positioning Connect One as a modern financial services company while driving long-term shareholder value. We're also very pleased with the growth of our FinTech subsidiary, Bowfly. Mike Rosman and his team continue to generate traffic through their proprietary products and realize strong momentum on the online business platform. Bowfly has also benefited from its continued involvement in the latest PPP round, generating meaningful fee income from other financial institutions without utilizing ConnectOne's balance sheet. Strategically, the PPP program has accelerated Bowfly further into its marketplace model, as well as expanding its brand presence amongst banks, franchisors, and small businesses. We look forward to further growth from Beaufly, reflecting continued investments in the platform and increased marketing. We also remain committed to several key elements that have contributed to our long-term success, including being disciplined in M&A pricing and stewardship of our shareholders' capital. Over the past two years, our capital and reserves have grown significantly, providing us the flexibility to grow organically, through opportunistic M&A and to increase return of excess capital to our shareholders. Underscoring our solid capital position and our confidence in Connect One's future performance, we view share buybacks as an important component of our capital management strategy. We also recognize that our dividend payout ratio is low, and that, combined with our strong capital generation, gives us flexibility to continue to increase the dividends in future quarters. While M&A remains an important component of our growth strategy, our track record of superior organic growth allows us to remain a financially disciplined acquirer. Before turning the call over to Bill, I'd like to spend a moment discussing our forward-thinking banking model. It's clear that the early investments we've made in technology and our infrastructure allowed Connect One to respond to both the pandemic and our reopening efficiently and effectively. Over the past 15 months, we've seen meaningful shifts towards digital capabilities, and we're continuing to expand our use of technology to service our clients. As Connect One returns to working together in person, I continue to be impressed by our team, including their ability to adapt, their resiliency, and their commitment to our clients and the communities we serve. I'll now turn the call over to Bill to provide a little more detail on the quarter's financial performance. Bill? Okay.
spk05: Thank you, Frank, and good morning, everyone. I'm going to be echoing Frank's comments. The positive economic momentum out there carried us forward, leading to record operating results and meaningful organic growth for the second quarter. And so far this morning, the street has reacted very favorably to our report. So a lot of positive things to report on. First off, the PPNR as a percent of assets increased another 13 basis points sequentially to 2.19 this quarter. That places us among the top industry performers. Our return on tangible common equity reached 17.8%. Now, that was helped by the reserve release, but it would have been outstanding anyway, even with a normalized provision, probably about 16.5%. As Frank alluded to, we had strong loan growth towards the latter part of the quarter, so the impact of that growth on net interest income for this quarter was minimal, but it will certainly benefit the third quarter. On an annualized basis, excluding the PPP, sequential growth was 22%, and even with including PPP forgiveness, it was still a healthy 8% annualized. Spreads on new loan originations continue to remain favorable. It was a weighted average origination rate in the quarter of approximately 3.75. The composition of the loan growth was largely CRE. However, based on our current pipeline, it remains robust. We are seeing CNI picking up and anticipated spreads on that pipeline remain reasonable, but we do continue to monitor the market for competitive pressures. To PPP loans at period end, we were down to $327 million from our gross originations. of about $675 million, so the forgiveness timeline has accelerated. The yield on the PPP loans for the second quarter was approximately 3.15, and I would expect that approximate yield to continue as the portfolio winds down. As Frank mentioned, our net interest margin expanded once again for the seventh consecutive quarter. As we grow, we do expect declines in asset yields. But that, I believe, will be partially offset by utilization of excess cash and a continued decline in funding costs. The decline in funding costs are resulting from, first, we continue to increase our non-interest bearing demand balances. They're up to 23.5% as a percentage of total deposits from 22% a year ago. Secondly, we've had a 25% year-over-year increase in interest bearing non-maturity balances, and they have favorable rate dynamics. And lastly, Our higher-rate CDs and wholesale borrowings continue to mature in either decline in balance or in rate. So, given our outlook, we expect to meaningfully drive net interest income in the coming quarters. Keep in mind, accelerated growth in a low-rate environment is likely to result in some margin compression. However, that compression is expected to be nominal, and the net benefit to net interest income is expected to be both significant and value-enhancing. Turning to non-interest revenue growth, we are gaining momentum. reported non-interest income was extremely strong in part as a result of just a one-time PPP referral fees generated by Bowfly of about $700,000. A year ago, they earned about $2 million plus for PPP referral. But recurring core was strong again, and we expect growth going forward as we build first our SBA lending platform, and that's totally apart from Bowfly. The commercial and real estate loan sales, where I think the outlook is positive, it will be increasing. And just both like core business volumes. I've mentioned before, our historical run rate was about $250,000 per quarter, and that was surpassed significantly this quarter. And finally, our BOLI investments increased commensurate with our high growth in capital. Turning to non-interest expense, it was flat sequentially for the quarter, It's been that way for the past several quarters. And with the revenue gains I just talked about, our efficiency ratio improved even further to 38.2% for the quarter. In terms of expense growth, as Frank mentioned, we are expecting higher than normal expense growth the rest of the year. In anticipation of loan growth, we have and will continue to bring new talent to the organization. And that, along with the continued investments in technology and office support, is expected to result in sequential expense growth in the mid-single digits. Now, despite an increase in projected expenses, we still see the efficiency ratio remaining at about the 40% level, as revenue is expected to increase as well. In terms of CECL reserves, as I've stated before, we continue to expect volatility for us and for the industry, and that reflects changing economic forecasts. Fundamentally speaking, though, credit quality remains sound here at Connect One. We actually had the lowest level of delinquent loans in recent history. Less than $1 million of loans were passed to 30 Days More June 30th. As for the deferred portfolio, it was approximately $100 million at quarter end, and we will continue to work that down over the remainder of the year. Losses, if any, from the deferred loans are expected to be small, and we are well reserved for those. In terms of capital deployment, first, many of you may have seen we recently filed a $300 million shelf. Certainly common equity is not in our plans, but the debt and preferred equity markets are very receptive at the present time, and we're considering various structures there to further improve our capital stack, and along with that, an improvement in financial metrics. Any potential issuance would come on top of 12 months of significant capital retention. That puts us in a great position to grow organically at double-digit pace, increase our cash dividend, and accelerate our stock repurchases. And with that very positive report, I'm going to turn it back over to Frank.
spk04: Thanks, Phil. That's certainly a very positive report. So, as we've discussed, our second quarter's earnings are a testament to Connect One's team and highly efficient client-first sense of urgency business model. Our performance is highlighted by record operating metrics, record organic originations, and improved efficiency. As we move into the second half of the year, our earnings profile is strong. balance sheet and credit are in a good place. We continue to grow organically and see a strong growth rate for the rest of 2021. Our capital position is strong. We have a valuable franchise and continue to benefit from multiple streams of income and increase momentum across multiple platforms. We're continuing our digital enhancements and investments. While we continue to invest in our future, we continue to improve our best-in-class efficiency. We're excited about our future. We remain confident in our ability to drive long-term sustainable growth and industry-leading returns. Our outlook for the second half of 2021 is extremely positive, and we remain well-positioned to capitalize on meaningful growth strategies. With that, we're happy to take your questions. Operator?
spk02: Thank you. At this time, we'll be conducting a question-and-answer session. If you'd like to ask a question, please press star 1 on your telephone keypad. A confirmation tone will indicate your line is in the question queue. You may press star two if you'd 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. One moment, please, while we poll for questions. Our first question comes from William Wallace with Raymond James. Please proceed with your question.
spk03: Thanks. Morning, guys.
spk05: Hey, Wally. Hi, Wally.
spk03: So a couple questions. On the loan growth guidance, Frank, I believe you said double digits, and if I look at the first half of the year, you're running around 14% annualized. Given what you saw late in the second quarter, do you think that that growth rate could be higher than that, or do you expect that we've had some pent-up loan growth and maybe that'd be too aggressive to model in kind of mid-teens run rate for the year?
spk04: Wally, I'd love to say yes, but, you know, we're trying to be disciplined as well. Spreads are something we focus on, the quality of the business, where it's at, what type of business it is, how it's fitting into our balance sheet. You know, we're definitely here to support our clients and But there's a lot of competition out there. So I think we're going to have strong growth for the balance of the year. But I really wouldn't want to speculate that it's going to be that much stronger than what we've experienced recently.
spk03: Okay. And then in looking at kind of dissecting the loan growth, especially this quarter, can you talk about where you're seeing demand both geographically in your markets and from a product category?
spk04: So we are seeing growth from our existing client base, which started to happen, you know, once the economy began to reopen, our existing clients would come back to us. You would take notice that much of the growth this quarter came from CRE and in some cases from multifamily. Those were the easiest things to get closed. So timing, I think, has some impact. We are seeing the pipeline build in other areas of our loan portfolio as well. And, you know, generally it's coming from I would say the vast majority is coming from what you would consider to be our market today. We are pushing the boundaries of that market just a bit as we hire new individuals from different parts of the market, either that we acquired or that we've been building into. And we're seeing requests from our clients from other places as well. We've mentioned before, we've had some business and have followed some of our clients into the Florida market. We're seeing demand from lots of different places.
spk03: And then what about in New York City, Manhattan specifically?
spk04: New York City has been awakening recently in quite a strong way. And when I say New York City, I'm talking about the five boroughs. It was a little bit of a lag. We saw the awakening in New Jersey first. But we're seeing a lot of positive signs in and around the five boroughs, and we think that's all going to show up pretty much in the third and fourth quarters. Great.
spk03: And then if you could expand a little bit on the hiring opportunities, I'd love to know how many new lenders you've hired so far. And, you know, there's obviously a ton of disruption there. in your markets, what is the opportunity set to continue to hire and how will you make, you know, if you have the opportunity to hire kind of at will, how do you sort of govern the expense growth versus the potential upside down the road?
spk04: Wally, I would be very happy to report to you that our expense growth went up dramatically because we made a lot of high-quality hires. Thus far, we've been able to hire and maintain our efficiency, and in this particular case, actually lower the efficiency ratio. And typically, under normal circumstances, we can continue to hire a handful to half a dozen or so lenders at a time and really not negatively impact the efficiency ratio. But I will tell you that based on what we see in the marketplace today, we are very enthusiastic about the quality of the people that are falling out of companies that you have and others have high respect for, that are just not happy with the way things are going, either in the mergers and or displacements that are occurring. And not only are we seeking them, they're seeking us out. Connect One is starting to become the place to go to if you want to be able to bring your clients to a stable, progressive, client-first mentality organization. There's not a whole lot of choices left in the market today. So, you know, when you really think about our marketing, you think about the banks that are satisfying their clients' needs, we're We're beginning to become, I don't want to say we're unique, but we're beginning to look like we're unique. And so we're out there looking and they're out there looking for us.
spk03: Okay. And could you maybe quantify how many net new hires, lenders you've hired this year, year to date, just to kind of help us frame this conversation?
spk04: I don't know exactly, but I would say it's in excess of a half a dozen so far. And we have a pipeline of people who are interested in joining.
spk03: Okay. Okay, thanks. I'll hop out and let someone else ask a question. Appreciate it.
spk05: Thanks, Wally. Thanks, Wally.
spk02: Our next question comes from Frank Chiraldi with Piper Sandler. Please proceed with your question.
spk06: Hey, guys. Good morning.
spk02: Hi, Frank. Hi, Frank.
spk06: Just wondered if you could, Frank, you talked about the Cree and multifamily being, you know, just the, I guess, the greatest opportunity in the quarter, and you also talked about a pickup in CNI. Just wondered on the CNI side if you could talk a little bit about the average size of the relationship you're targeting, if that's changing at all, if you're seeing the opportunity to move up market in terms of size.
spk04: Yeah, I would say that the vast majority of the opportunities we're seeing are pretty much right in our wheelhouse. It's in that $5 million to $15 million range of a CNI exposure. the types of companies that we're dealing with are pretty much right down the fairway. Are we leaning a little bit towards larger sizes just because we can? I would say the answer is yes. We're getting in front of more sophisticated companies. But for the most part, I think it would look pretty much like what you would have seen in the portfolio through to this day.
spk06: Okay. And then in terms of growth, I mean, thinking about what the portfolio could look like, you know, six, 12 months out. You know, any color there in terms of if you have your druthers in terms of where the growth will come and, for example, what CNI could move to as a percentage of total loans and sort of what the offset is.
spk04: Yeah, I would have to spend a little time to think about that. We are happy with the production we're seeing in our CNI portfolio, and I think it will continue to be a bigger part of the balance sheet. But people are coming to us in, you know, whether it's the construction portfolio, the CRE portfolio, the multi-portfolio, because of our, you know, ability to execute. And so we're seeing... We're seeing more opportunities across all the various segments that we're in. And, you know, it's really hard to sort of say we're going to time those things. You know, we take them as they come, and we're there to support our clients in their time of need. So I do think as time goes on, we will see a larger percentage coming from C&I because we are putting efforts behind that. But that doesn't mean we're doing less in the way of, you know, whether it's multi or CRE or construction. And, you know, we're trying to do every deal that makes sense for us to do, you know, specifically with the client base that we have today and expanding that, you know, into the markets that we have.
spk06: Gotcha. And then just lastly for me, you know, I know it's not your core business line in terms of, you know, your operations, but the stock seems very undervalued to me here. Bill, you mentioned buybacks when you talked about the recent shelf. And so it sounds like that could be tied to a debt instrument. And just wondering how aggressive you could be on that front, you think, in terms of size and timing.
spk05: Well, there are a lot of factors that affect the speed at which we can buy back the stock. We have 500,000 shares left on the current program. I would hope to get through that over the course of this year and then re-up the authorization before the end of the year.
spk06: Okay. And do you think you could, you know, was I listening correctly in terms of the messaging, you know, a debt instrument possibly tied to that and using it to accelerate that program?
spk05: Yeah, you know, either a preferred instrument or a debt instrument.
spk06: Okay. So I guess any color in terms of how large you could go on the next program, or is that too hard to say?
spk05: I don't want to speculate at this point. Let's see what the growth in the company is. Any way you look at it, we have a lot of flexibility. We're probably operating at capital ratios that are above where we should be. and we continue to generate a tremendous amount of retained earnings. So, there should be a lot of flexibility to all the things we've been talking about, which includes double-digit growth, share repurchases, and dividend increases.
spk02: David Bishop Our next question is from David Bishop with Seaport Research Partners. Please proceed with your question.
spk08: David Bishop Yeah, good morning, gentlemen. Good morning. On the margin, I think, Bill, you mentioned there might be some more opportunity to lean a little bit on the funding side. Just curious where you're onboarding new funds on the CD side and any sort of outlook you can give in terms of what's rolling off here in the next quarter or so.
spk05: Yeah, we have. Well, let's first talk about where we're putting new CDs on, and that's in the 40 to 50 basis point range. You know, the impact has been quite dramatic over the past year. It's slowing down a little, only because the CDs we have in our portfolio are in the, I think it's about 120, 130. But we still have another billion dollars left of that over the next year, with most of it occurring over the next six months.
spk08: Got it. I think I heard you say in terms of the outlook for operating expenses in second half, mid-single digits. I assume that was sort of an annualized rate. Just curious, you know, X, the investment in lending talent, which Frank spoke about. Just curious where you see sort of the... Right.
spk05: No, no. That is actually... That's actually a sequential increase. So we do expect... And don't forget, we've been basically flat the past three or four quarters or so. So I do expect a little bit of a jump up in expenses, maybe a little bit more in the fourth quarter from the third quarter, but revenue's growing as well. So you could see, look, our efficiency ratio was down to 38%. I see it more in the 40% range, maybe a little bit above, maybe a little bit below.
spk08: And as we look into... 2022, I know the past couple quarters, the positive operating leverage. You mentioned there'll probably be a little bit of pressure on the margin side, but offset by top line spread income growth. Do you think you can maintain and still generate that positive operating leverage heading into during 2022, given what you said for the month?
spk05: Yes, I'm very optimistic about it. I keep saying on every call there's going to be margin compression, and we keep expanding the margin, but at some point, especially with a low-rate environment, and I do believe, although we're getting really nice spreads right now, that there'll continue to be competition out there. So any way you look at it, we're just trying to, at the end of the day, trying to drive return on tangible common equity. And with our margin, we were at 360, even at 340, I'm not saying we're going to compress it that far. It's still going to be able to drive very high returns on equity.
spk08: Got it. Then I guess one final question. I think you mentioned a pretty nice quarter for the both-line fees on a core basis. Just curious if you had that number.
spk05: On a pure core basis, they were in the $300,000 to $325,000 range. You know, Beaufoy always has a way to expand its sources of revenue. We're always looking at. So they probably had another $50,000 to $75,000 of fees that were apart from their regular business, which is, you know, referrals of SBA loans to other banks.
spk02: Got it.
spk08: Go ahead. Thank you.
spk05: Yep.
spk02: As a reminder, if you'd like to ask a question, please press star 1 on your telephone keypad. One moment while we poll for questions. Our next question comes from Matthew Brees with Stevens. Please proceed with your question. Hey, good morning.
spk00: Morning, Matt.
spk07: Frank, you mentioned a couple of times now potentially going after new opportunities, expanding the markets. Could you just expand upon that comment? What markets are you making progress in? You mentioned some of the newer markets. You've mentioned Florida. And what markets are on the whiteboard that we might expect you to go into?
spk04: Well, I can tell you where we are. Certainly, some of the markets that were upstream from us or a little bit further out away from the dot in New York City that we gained through the acquisition of Greater Hudson or from our efforts out on Long Island where we've seen an enormous amount of disruption. Those things are all just getting pushed out to their, I don't want to say their limits, but we're getting further out afield in those places because we're making great hires and we have name recognition in those places. So it's really filling in more of the north and eastern part of the circle and getting a little bit further out of field. So that would be the primary areas of focus right now, and that's where the greatest amount of disruption is taking place. I mentioned Florida before. I think everyone that is doing business in New York City today also finds some component of those developers, landowners, managing companies, whatever, attorney firms, they're all opening Florida locations. And so, you know, we felt over the last year or 18 months that we've had to follow our clients and be able to support them. So, you know, that's growing as we're moving along right now. But mostly it's following our clients into those places.
spk07: Might we see an LPO opening in one of these further out in Long Island or Westchester or up the Hudson Valley as you make continued progress?
spk04: Yeah. I mean, look, we generally base our growth around people. And so once we determine that we have good people working for us that want to come on board, then we'll make a decision about where to put a flag with real estate. We generally don't do it the other way around. And obviously you need to support the folks that are bringing the business in. And if they all live in a particular area and we don't have an office there, yeah, we're going to have to create office environments. We did that. That was the way we did it to get into New York City. We did it in Melville. We did it in Newark. We've done it in lots of different places. And I see no reason why we would change that strategy. It's been working very, very well for us. Understood. Okay.
spk07: Bill, you know, how much of the portfolio today is floating rate and, you know, with or without floors? And as a follow-up, do you feel like, you know, the asset sensitivity of the bank on paper, it's really balance sheet neutral today? Is the asset sensitivity given improvements to the deposit portfolio, you know, understated?
spk05: Well, You would think we'd have, as we benefited from rates falling, you know, you naturally think we might be exposed to rates rising. We have been helped by the change in the deposit portfolio. And also we are taking this opportunity to go out on the curve. So we're out in the market funding in the five, six-year range, paying a little bit up from, we could get it set at 60 or 70 basis points. We're paying 1% or a little more to protect ourselves. So I think... a higher rate environment, you benefit from higher rates as the demand deposits are worth more and we are protecting ourselves on the interest bearing side of the liabilities equation. So I feel comfortable that we're basically pretty much immunized against changing interest rate levels.
spk07: Okay. And then last one for me is just on credit. It's amazing where charge-offs are considering where we were a year ago and 18 months ago. Um, is there anything on the horizon that, that, you know, would make the charge off trajectory any meaningfully different than what we've seen over the last four to six quarters? Just want to recalibrate a little bit. My, my expectations for losses here.
spk05: Not, um, Matt, nothing meaningful, you know, on the horizon. Um, The portfolio is really sound at the present time. As I mentioned, the delinquencies were at record lows. Got it.
spk07: Okay. That's all I had. Thanks for taking my questions.
spk06: Great, Matt.
spk02: Our next question comes from Michael Ferriero with KBW. Please proceed with your question.
spk09: Hey, good morning. Good morning, Michael. Hi, Mike. A lot of my questions have been answered. I just had a few things I wanted to hit, just to stick with the credit theme for a second. A little bit of a conceptual question here, but, you know, just in the news flow here, you know, being in and around the city again, you know, you're starting to hear companies kind of walk back some of their policies around coming into the office and stuff with the Delta variant. I mean, just as we think about the reserves, Moving forward, it might be a little early to ask this question, but is it fair to think that you guys will take the environment and be on the conservative side of the environment moving forward in that, you know, if there is some type of modest pullback that you would use the opportunity to keep as much reserve as economically feasible?
spk05: Well, these days, Michael, you know, we're tied into our CECL model. So it's really dependent upon, for us and other banks, what the economic forecasts are. So I imagine at some point, the releases are going to slow down and stop for all of us. But I think as a sell-side research analyst, you should keep an eye on the economic forecast. And that'll help you predict what banks are going to do with their reserve levels.
spk09: helpful. And then two other questions for me to track back to the disruption conversation. It really is pretty incredible to see the list of banks I'm sure you've competed with just dwindle in a fairly short period of time here. But I asked the question a little differently. I'm sure there's a lot of lenders and a lot of talent that you guys can look at, but are there any kind of specialty lines or deposit initiatives. You know, all these banks, I'm just thinking about them, whether it's investors or people. You know, a lot of them had, you know, initiatives to improve their C&I, you know, lending, initiatives to improve their deposits. You know, the rate environment was obviously helpful, but it did seem like most of them were making some progress. Are there any kind of platforms or teams or specialty type situations where, you know, maybe you guys can do something that would enhance the funding side of the business longer term?
spk04: So we're definitely on the lookout for that, you know, and clearly we'd like to enhance the places either where we don't have expertise or where we'd like to build additional expertise. But you also would have to understand that a lot of the banks that we competed with in the markets and on the products that, you know, we were good competitors, if there's somebody out there who's not happy with their current position, and they felt like we were worthy competitors, they're seeking us out because it's something they know. They know us, and they want to be a part of what we're doing. So I would tell you that we're having a lot of good success in the products and in the markets that we already serve, but we are definitely on the lookout for how can we improve our product mix, pick up an additional line, as you described, and take advantage of some of those other opportunities. And I would tell you that it's my belief when we have this call a year from now, our balance sheet will look a little bit differently.
spk09: Yeah. And I might get tarred and feathered for even suggesting this, but are there any... You know, even like a one or two Z, like I think someone asked about opening up an LPO in other markets. Could there maybe be some like branch divestitures where, you know, you get an office somewhere and maybe a few customers and a few deposits to help kind of pay for the opening and, you know, anything like that? Because I imagine there's going to be a lot of shuttering in the marketplace, and I'm not necessarily a proponent of adding tons of branches. But do you think there's anything opportunistic like that that could come through that would be of interest or not so much? Wow.
spk04: Michael, there could be. I wouldn't want to close the door and say no, absolutely not. I would say, yeah, there could be. But the greatest success that we've seen and what we're looking, staring right at right now is just a great opportunity for people. And either we incorporate them into our existing infrastructure, which obviously is the least expensive way to do it, or we build infrastructure to accommodate them, but it's really about the people. It's not about the locations.
spk09: Got it. And then just last for me, I think it's been about nine months since you guys announced. Well, maybe it was earlier than that, but since the public market became aware of your partnership with Built and Encino on the construction software side, I'm just curious, you know, given most of the other financial questions have been asked, you can give a quick refresher on what the benefits of that is. And, you know, it's been almost a year now, I guess, that you've had this live, I believe. And as construction activity picks up, I mean, is it a competitive advantage for you guys in the marketplace? And maybe just some additional color on that would be great.
spk04: 38.4% efficiency. The whole rationale behind our push with Encino over the last couple of years and partnerships with companies like Built has been around delivering the highest quality service to our clients, removing as much friction as we can from the process so they actually like to do business with us, and driving an incredibly consistent product out with the least amount of cost. And I think that's beginning to show up in numbers like that efficiency ratio. And I think it's also showing up probably in a more meaningful way in the amount of repeat customers, the customers who come back to us who are willing to pay a little bit more because we don't provide a lot of brain damage, and we allow them to, they know that they're going to close and execute on time. So to me, those are the initiatives that make a lot of sense, and it's very client-focused, but it also allows us to build scale without building additional infrastructure.
spk09: Helpful. Thank you guys for taking all my questions. I appreciate it.
spk02: Thank you.
spk04: Thank you.
spk02: We've reached the end of the question and answer session. At this time, I'd like to turn the call back over to management for closing comments.
spk04: Well, thank you, everyone, for joining us today for our second quarter call. We really look forward to another report at the end of the third quarter. Look forward to seeing you all then. Thank you.
spk02: This concludes today's conference. You may disconnect your lines at this time, and we thank you for your participation.
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