MainStreet Bancshares, Inc.

Well, good afternoon and thank you for joining our virtual earnings webcast. My name is Jeff Dick. I'm the chairman and CEO of Main Street Bank Shares, Inc. and Main Street Bank. I'm joined here today with our CFO, Tom Schmellek, our chief lending officer, Tom Floyd, and our chief accountant, Alex Bari. If you'd like, you can submit written questions throughout the presentation using the viewing portal. If we miss your question during the discussion, please reach out after the webcast. We'll open for questions after the presentation. We have two analysts on the webcast with us today, Chris Maranac from Janney Montgomery Scott and Matt Brees from Stevens, Inc. Both gentlemen will be able to ask their questions and share their comments directly following the presentation. As a point of pride, on October 20th, Director Daryl Green had his NFL jersey officially retired by the Washington commanders. Above and beyond the amazing athleticism Daryl constantly displayed on the field, he is a highly successful entrepreneur and he's led a life of service to all segments of our community. We're very proud and fortunate to have him as a director. Moving into the slide deck, we'd be remiss if we didn't point you to our Safe Harbor page that describes the context of forward-looking statements. We use certain non-GAAP measures which are identified as such within the presentation materials. We are a Virginia community bank serving the Washington, D.C. metropolitan area and we have a great organic growth story using a branch-like strategy. We've always been a tech-forward bank with strong online and mobile banking technology. We trade on the NASDAQ capital markets index. The D.C. market is a great place to do business. We always talk about the strength of our market because we're in a region that hosts the federal government. But we have world-class universities, hospital systems, airports, tourism, data centers, and at least 16 Fortune 500 companies. As such, we also have low unemployment and high median household incomes for our workforce. During today's presentation, we're going to be sharing three key takeaways. These are based upon the assumption that the Fed has done raising interest rates and that rates will either remain the same or go down in the future. The first takeaway is that our financial performance for 2024 is not indicative of our future expectations. We have been working to lower our deposit costs, which will translate into net interest and margin expansion. We'll hear from Alex on this topic later. We continue to fund the allowance for credit losses in a way that is directionally consistent with the volume and quality of our loan portfolio. To that end, the loan portfolio remains strong. You'll hear from Tom Floyd that we are dealing decisively and successfully with problem loans, and we should see the trend of criticized, classified, and non-performing loans reduce. We'll also hear from Alex on the allowance for credit losses as well. The second takeaway is that traditional deposit growth is a challenge in our market. Actually, it's not only in our market. In reality, it's a challenge in many markets across the country. The Board and management continue to be engaged and enthusiastic in our pursuit of a banking as a service solution because we believe that it is a strong solution for acquiring low-cost deposits and it is consistent with our digital strategy. Nevertheless, based upon recent investor comments and feedback, the Board thought it would be appropriate to engage an independent consulting group for a pulse check on our Avenue solution. I'll share some of their findings later in the presentation. The third takeaway is that Avenue version 1 is now in service. I'll talk more about this later in the presentation as well. At this point, I'll turn the presentation over to Alex Berry. Alex is our chief accountant. He works closely with Tom Schmelich to ensure the accuracy of all our books and records. Alex is going to talk you through our financial performance. Thank

you, Jeff. On slide 6, we summarize our financial performance over the past four quarters, as well as the -to-date performance. As we previously disclosed, we are reporting an earnings per common share loss of 4 cents in the third quarter as a direct result of taking action on a handful of problem loans. The loss for the quarter impacted several quarterly financial ratios, particularly earnings, our net interest margin, and efficiency ratio. But these are not indicative of our -to-date or future performance expectations. I'd like to spend a few minutes breaking down why. Impacting the third quarter's earnings, we charged off $1.9 million as we transferred ownership of $21.8 million of real estate loans. And $1 million in provision expense was added to ensure the allowance or credit losses remains directionally consistent based on current levels of classified and non-performing loans. However, we will see later in the presentation that we expect improved metrics throughout our loan classifications going forward. Our third quarter annualized net interest margin was impacted by $984,000 in accrued interest income that was reversed in relation to loans placed on non-accrual status. This resulted in a quarterly net interest margin of 3.05 percent and a -to-date net interest margin of 3.19 percent. Anecdotally speaking, without these interest reversals, our net interest margin would have been 3.25 percent for the quarter and 3.32 percent -to-date. That really speaks to how the core earning engine, our net interest margin, is stable and improving. During the third quarter, our core deposits were 78 percent of total deposits, highlighting our community engagement and building new relationships. Elaborating a little further on future net interest margin expansion, specifically on how we are addressing the funding costs, we previously talked about how our business banking team are getting new low-cost deposit opportunities, and I'm excited to share that of the 95 million in new core deposits during the quarter, 35 percent were non-interest bearing. However, these new relationships were primarily built towards the end of quarter three, so we will see the full effect of these new deposits during quarter four. We also have access to wholesale funding to supplement strategic growth if needed. Our non-core deposit balances increase strategically to capitalize on market conditions that will reduce funding costs and shorten the duration of our term deposits. It's important to point out that 55 percent of our non-core deposits can be adjusted immediately, so we are well positioned to replace these funds quickly with new lower-rate deposits. Additionally, as the Fed begins its rate reduction cycle, we will be adjusting our variable rates swiftly, and we have 183 million in callable CDs that we will be strategically calling away entirely or replacing at more attractive rates, having a positive impact on funding costs and expanding our net interest margin. Lastly, in contributing to future net interest margin expansion, we are continuing to fund new quality loans that are underwritten and stress-tested in the current rate environment. Gross loans were relatively flat for the quarter, with new loan fundings of 82 million, which will point to continued interest income growth, further enhancing our future net interest margin expectations. We expect low single-digit loan growth during the fourth quarter. Now I would like to talk about our expense run rate and what we are expecting going into quarter four. Non-interest expenses decreased slightly quarter over quarter after excluding 594,000 in non-recurring expenses related to loan sales and disposition. Management remains focused on expense control and efficiency. The run rate for the fourth quarter will be 50 basis points per month. In addition, with Avenue version 1 in service, we will begin amortizing the intangible software at 150,000 per month and incurring 385,000 in additional non-capitalized expenses per month. While the additional non-interest expenses will put some pressure on earnings, it is temporary and necessary as Avenue builds and gains momentum in the marketplace and will earn back its cost in fee revenue and deposit balances. It is important to reiterate that these expenses are intentional and very specific investments in people and in technology. Through these investments in innovation, the board and management are building something unique that will enhance earnings ability and create shareholder value. We have been able to bring this innovation to life while continuing to operate a profitable company, build tangible book value, and further fortify capital. The bottom line is we are well positioned for future quarters and I look forward to keeping you updated as we execute on this strategy. At this point, I'll turn the presentation over to Tom Floyd, our chief lending officer to discuss our loan portfolio and loan performance.

Thank you, Alex. When we spoke with you last quarter, we highlighted our commitment to lending discipline. This approach has enabled us to develop a deep understanding of the local market, provide valuable insights, and a unique position that influences the entire life cycle of our credits. Typically, these discipline trades lead to successful and profitable exits for our clients. However, there have been rare instances of liquidations. As we will discuss later, our local knowledge and our specialized niche have enabled us to navigate some of these liquidation situations swiftly, recovering at par. In the next few minutes, I'm excited to share these stories and provide an overview of our portfolio, our quarterly production, and a measure of our stability going forward. We finished the third quarter with 1.8 billion in outstanding loans, which is roughly the same level as the end of the second quarter. Our legal lending limit remained at 47 million and our average new loan size was 1.9 million. This highlights that as we've grown in our capacity, we continue to serve the smaller sized capital formation needs in our market. We're very comfortable in our niche. What I'm most proud about in this slide is that through an independent valuation of our loan portfolio by Abrego, even after all the interest rate rises and factors impacting commercial real estate, the liquidation exit price net of our credit mark on our loan portfolio is 100.23%. Building off what Alex shared, as our deposits reprice, we stand to benefit because 61% of our loan portfolio has rate resets beyond six months. For those 39% of loans that have rate resets within the next six months, 55% have weighted average floors of 6.65%. We're well positioned to maintain our superior yield on earning assets. Slide 15 demonstrates our skill at managing our concentration in investor commercial real estate and construction. Our concentration in construction decreased from 130% of capital at the end of the second quarter to 118% at the end of the third quarter. This is attributable to the origination of a lower volume of large construction projects due to current market dynamics, the completion and transition of existing projects, and the sale of completed projects. In the next few slides, I'll provide an overview of our criticized, classified, and non-performing loans. The key point you'll see is that the identified problems have positive outlooks. Our criticized loans are either multifamily or hospitality assets with healthy loan values. The projects are supported by sponsors that have continued to make payments to meet their obligations. We're encouraged by recent changes to the Emergency Rental Assistance Program in D.C. that will enable landlords to better handle tenant attempts to game the program. Not only are we pleased by these changes, but also by the steps of our sponsors to ensure that they can continue to provide suitable rental units and additionally, full repayment of our loans. For the hospitality asset, the sponsors have begun marketing under the Marriott Bonvoy program and we're encouraged that this will lead to stabilization. Slide 17 highlights our current classified loan levels, which are .3% total loans. The first line is comprised of two income-producing multifamily properties that are paying as agreed with a high degree of being upgraded. The second line is two projects that the borrower is selling out of where there have been recent sales that have taken place and the sale prices support a full repayment of our loan. The third is two multifamily projects that are well located in D.C. where the certificate of occupancy is expected in the next 60 days. Current rental rates support the full amortizing debt levels at an appropriate margin. The $4 million relationship is a government contractor that is pursuing several liquidity events that would repay our loan in full. We're working with the borrower to structure the loans on an amortization schedule that will repay principal and interest in the interim period. As you can see, the common thread here is that there is a high probability of a successful outcome. Slide 18 provides details of our non-performing loans. The first line highlights properties that are complete or near completion. We project that debt levels are fully supported at current market rental rates. The next category is two construction loans in the process of liquidation. These two projects are being actively resolved, one of which is expected to be resolved in the next 30 days, and the other is a high-profile foreclosure that I'll touch on later in the presentation. The remainder of the MPAs are small balances that we expect full repayment after liquidation. Slide 19 highlights the vigorous management of our non-performing loans. The results of our dispositions resulted in a 9% loss in principal value. Our niche and our market and our knowledge of the projects we finance were instrumental in being able to achieve this outcome. Within the dispositions summarized, three note sales took place at PAR. The three notes are representative of three different projects that were in various stages of the development process. The note sales at PAR value highlight the underlying health of our market, the remaining viability of the respective projects, and our ability to market the opportunities to the right investors and sponsors that will take the projects to full completion. As summarized at the bottom of the slide, total principal losses in 2024 are .1% of total loans. Slide 20 highlights the cumulative losses through the interest rate cycle remain below peer average. As stressors began to impact our market following unprecedented increases in interest rates, our peers began accruing losses. We did not. As we near the end of the rate cycle, we're experiencing some losses, but comparatively our losses are significantly lower than peer averages. The next slide shows a rendering of a luxury condo building for the highly public foreclosure I mentioned a few slides back. We have received an extremely high level of interest in this asset and are confident that after the end of liquidation and collection process, we will be made whole. The owners filed the Chapter 11 bankruptcy to prevent the bank from holding an auction which had received a very strong level of interest. There are several groups interested in the property and the current appraised value and guarantor recourse point to a full recovery for the bank. We intend to aggressively pursue our rights and remedies in the bankruptcy proceeding. While we diligently work through our credits that present elevated levels of risk, we don't neglect our commitment to healthy growth. Illustrated on this slide, you see that we originated $82 million in new loans in the third quarter with a well diversified mix. It's worth noting that we're not stretching for growth, but rather focusing on supporting our existing stable of clients that have proven track records in market and strong deposit relationships with the bank. Our weighted average rate for new loans originated is .8% and the weighted average maturity is 44 months. To reiterate, points made earlier, this will help us with our net interest margin in a down rate scenario. Slide 23 highlights that our exposure to traditional office rents remains extremely low. As I mentioned before, we're very comfortable in our niche. Slide 24 highlights that our construction loans are performing with strong metrics. 87% of our construction loans have a customer funded payment reserve account with an aggregate balance of roughly 15 million. As you can see, the loan to values are strong on a weighted basis and the weighted average rate is healthy at 8.24%. Slide 25 provides details on our non-owner occupied commercial real estate metrics. Our portfolio is well diversified by type and location with good interest rates, loan to values, and occupancy. In addition, our owner occupied loans also reflect excellent diversification with a weighted average rate of .03% and solid loan to values. Slide 27 shows the trend in stress tests over the past seven quarters and the resulting impact to capital. The Q3 stress test for all earning assets reflects a worst case stress loss estimated at 42.4 million. In all quarters, we remain strongly capitalized. The stress test includes loan level testing for all construction and investor commercial real estate. For all other loan categories, we use the balance in each call report category multiplied by our worst ever loss for that call report category. For investments, we use the market price. And finally, for bank owned life insurance, we determine the liquidation value. In summary, our loan portfolio has broadly seen an increase in problem loans, but we expect these levels to decrease in the coming quarters. Our lending team has done an excellent job carving out a niche in our market that has resulted in a superior yield in earning assets and in more times than not, a demonstrated ability to exit relationships without loss to principal values. We remain well capitalized and are working vigorously with our borrowers where there remain positive potential outcomes. We're passionate about serving our community. We love seeing it thrive and we're optimistic about the future. That wraps it up for our loan presentation. Back to you, Jeff. Thanks, Tom.

In 2021, the board and management decided to make an investment in technology that would best serve clients requiring banking as a service in order to generate low cost deposits and fee income. The board and management remains unified in our belief that the ability to support growth through traditional low cost deposits has changed, perhaps permanently. The Avenue based solution was placed in service just prior to the end of the third quarter. The ability to digitally offer banking services in a safe and compliant manner allows the company to reach new customer deposit segments, diversify revenue streams, and generate additional income. The banking as a service market is currently underserved and the opportunities for a well developed solution are robust. Again, the Avenue business model is consistent with our digital strategy. Avenue provides a full stack embedded banking solution that connects our partners and their apps directly and seamlessly to our purpose built Avenue core. With version one of Avenue in service, the team is focused on getting our first fintech to general release in early November and another four fintechs to follow soon thereafter. But just as with any business expansion opportunity, the expenses associated with launching Avenue will impact our profitability until we reach breakeven. After that point, Avenue's ability to digitally scale can far surpass anything that a comparable bricks and mortar growth profitability would allow for. Avenue's clients are fintechs, social media solutions, application developers, money movers, and entrepreneurs. They all have one thing in common. They're searching for a reliable partner to help innovate how money moves. They're solving real world issues and helping communities thrive. Main Street Bank is that reliable partner dedicated to providing a best in class solution to sustain those long term business relationships. On our last call, we explained why the team delayed placing version one of Avenue in service earlier, which was to ensure that we had addressed everything from the 12 consent orders that had been issued by the prudential regulators. Because of the manner with which the team addressed those findings, the board remains fully engaged and steadfast in the support of the Avenue solution in order to achieve good growth in low cost deposits and fee income. But as indicated earlier, the board also engaged FS Vector, an independent consulting group to provide a pulse check on the Avenue solution. FS Vector is based in Washington, D.C. and focuses on compliance, public policy, and business advisory. They serve banks, fintechs, reg techs, and other innovative companies. Clients gain the benefit of an extensive industry network that provides valuable insights, resources, and partnership opportunities. So we engaged FS Vector to determine Avenue's fitness for purpose in the current regulatory environment. And we asked them to comment on the fintech landscape and provide us with their projections for deposit and fee income opportunities. FS Vector describes banking as a service partnerships in three broad categories. They differentiate them by who owns the key infrastructure and how oversight is performed. They determined that we are a full stack bank. We own and control the infrastructure and we exercise direct oversight of our fintech partners. Along with the full stack, they also provided descriptions for middleware providers and fintech owned infrastructure. FS Vector indicates that the Avenue platform compares favorably with peers in its ability to help Main Street Bank meet the expectation of regulators. They also noted that Avenue is designed to directly control several aspects of customer onboarding for clients. They go on to say that the platform is designed so that the bank owns the subledger, giving the bank a distinct advantage in meeting current and emerging rules and regulatory expectations. The last paragraph on this slide shows that the suite of products offered by Avenue is currently limited in scope and that some fintechs are unlikely to align with our offering. But also that the fintech ecosystem includes many companies that are seeking just such a relationship. FS Vector concludes that the bank pursued an efficient approach for the development and launch of Avenue. They go on to indicate that Avenue's development cost places it among the most economical of similar bank and non-bank banking as a service platforms. And its development timeline places it squarely in the middle of the pack. On slide 33, FS Vector states that the bank will not need to build any new solutions or onboard any new service providers to meet the requirements of the FDIC's proposed deposit insurance recordkeeping rule for banks regarding third-party accounts. So as FS Vector then turned to projections, they indicated that their approach on projections is consistent with what they've done for similar exercises for others in the past. While every fintech is different, using a representative set of client profiles has proven to be a useful way for them to think about the ultimate shape in terms of underlying products and volumes of a banking as a service program. Because Avenue's official launch was October 1, FS Vector used that date as a start for the projections. We pushed it forward and used the data that they provided, but rather than starting on October 1, we started for the financial reporting on January 1, 2025 to be consistent with our calendar year. We also included the 20 million of Avenue's legacy deposits in the projections. The slide deck that we issued this morning recaps the quarterly balances for each of the three years in their projections, along with the Fed funds rate that they provided for each of those quarters. Again, for this purpose, the Fed funds rate is applied as a bogey in order to calculate the balance of credit. So then to fully load the expenses, we annualized Avenue's expenses for 2024. We added the amortization of the intangible asset and added the projected expenses. Using this methodology with FS Vector's numbers and our legacy balances, the solution becomes profitable in 2026. It is important to note that as we start accumulating deposits, we will determine the stickiness or the duration of deposit subsets. Our goal is to provide an accurate balance credit rate that is tied to the earning assets that we fund with Avenue deposits. As we determine this, we will be able to use a more precise rate to calculate the credit balance. Additionally, we are not constrained by FS Vector's projections. Our Fintech partners may outperform their representative client profiles. The Avenue balance sheet shows the intangible computer software with a balance of 18.8 million. And that will start to amortize ECHOVA first. The total deposits are 30.6 million with the element of low interest rate deposits earning 2%. We continue to benefit from the legacy Avenue client deposits, which effectively offset roughly 50% of our -to-date 2024 expenses. PACEY, formerly Safari Pay, has been successful now processing beta transactions for 500 clients and is expected to go to general release in mid-November. We have two clients that are in alpha testing right now. They're both anxious to move to beta and then go on to general release themselves. Two more clients are currently writing to our APIs and will proceed to alpha testing when they're ready. As we start rolling out clients to general release, we'll have a strong story for the market. We expect we'll see even more interest in our solution at that point. To conclude, the team is relentless in its endeavor to position Main Street Bank's earnings and asset quality for strong future performance. Avenue is in service. The board received independent validation of the solution and the opportunities. The Avenue team is working equally hard to process each of our fintech partners toward a successful general release. We'll address the questions you submitted through the portal after we hear from our analysts. At this point, we'll start with Chris Maranac from Jani Montgomery Scott.

Chris? Good afternoon. I wanted to start with the loan that was dealt with in the pre-announcement a few weeks ago. What industries were that related to in terms of those

loans? I just want to make sure we're talking about the right loan here, Chris. Is that what we referenced on the slide on the highly public foreclosure? Yeah. I was going back to the loans that were sold at par. Okay. I'm sorry. The loans sold at par. Those were investor commercial real estate. One of them was a for sale condo project. The other one was a multifamily project. The condo project hadn't started construction yet. The multifamily project was a number of nine unit buildings that were going to be converted into condos. But it also has a lot of uses. It could be just used as a rental in its current form. It doesn't need any construction to be viable. But that's what that is. Got

it. Okay. Thank you for that. Can we go back to the cost of funds? Am I correct that you had a small decline from June to September with

everything included? Yes, that's right. Cost of funds is coming down. That's right. And where would you pinpoint that?

We have a few quarters of past adjusted fed funds. Is it going to be sort of a similar beta on the way down as it was on the way up?

Sorry, Chris. I was having a little bit of a hard time hearing you with some feedback. Can you run that by me one more time?

What would the beta be on your funding as fed funds declines, particularly if we look out a few quarters?

Sure. Yeah. So, you know, as we're looking out a few quarters, we're still putting together our budget projections for 2025. So once we have a board approved budget with our projections in there, we'll be able to share a little bit more with you on that particular front.

I don't know, Tom, unless you can list them. Yeah, I mean, right now, I mean, obviously the beta will start to come down as obviously we see funds come down. It probably will not match, you know, as what it was going up. But we would anticipate it because of all of the callables that we have in place. That would actually help us out immensely.

Typically, in community banking, you know, the drill, the beta for deposits going down environment is much higher and stronger than the going up environment. We try to lag as much as we can going up. So I do think that with the 55 percent of the non-core deposits being able to reprice, we'll be able to control that fairly quickly. And then on top of that is a function of how well Avenue does with the fintechs as they reach general release. The first couple I know are going to be a little bit slower. But yeah, I think we'll see a good direction.

Okay. And then if we go to Avenue, we're still is the expense the same or is it higher in terms of your thinking the next few quarters?

So I've taken the actuals for this year, which I will stay fairly consistent. That probably will come down slightly, but not enough to adjust. And then going forward, I pretty much dialed in the numbers that Alex and Tom provided. You know, the amortization of the software is what it is. And then the other expenses should be fairly consistent for the next several quarters.

Yeah, that's right. So if you're particularly asking about just Avenue, that'll be consistent. And of course, we've provided the additional information with the amortization and then on capital, the capitalized expenses. But you can take year to date as a good as a good run rate for going forward.

Okay. The last question to me just goes back to the costs. Are those changing at all in terms of premiums or is that kind of set at this current rate?

What was it? Which costs? FDIC. FDIC. No,

yeah, the FDIC costs are staying pretty consistent. They're not really, you know, obviously, with an increase in deposits, they'll go up slightly because of the increase in deposits. But the actual overall costs will stay constant. Chris,

can I just, it occurred to me that I only answered two of the notes that were sold apart. The first one was multifamily. The other one was is currently one to four being converted to condos. The third is mixed use. It's residential units over top of retail. It also is pegged for future development. Just wanted to make sure I got that out.

Perfect.

Thank you all for the

ball. I'll stand back and let that jump in.

All right, Matt, are you on with us?

Yep. All right. Great. I wanted to start on Avenue. Maybe just an update on growth expectations. You know, we stand at 30 million deposits today. If I go through the presentation, it suggests that we hit the break even 225 million. Looks like at this point in 2026 versus prior estimates by year in 24. So I just wanted to one, make sure that this is in fact your estimates, not the consultant or the two things are in line. And what change that push the break even point we said measure by deposit out so far.

So good question. Obviously, the launch being delayed from what we thought was going to be much earlier this year to October 1st. These are I did use F.S. The only variable I added was, as I said, the the legacy Avenue deposits. We are we are going to I wanted to use something that had a what I would call a high degree of substance behind it. It's really it's it's difficult as we as we try to explore what the options are for Avenue as we launch. Because every as I said before, every fintech client has an opportunity to do average to knock it out of the park. It's just so many variables. But so right now I'm relying on we are relying on F.S. So there's sort of, you know, kind of median look at things which, you know, we we are going to continue to try to put more meat on those bones, especially as we as we go to project for 2025 as we get a couple off the ground now. But as I said, there's two significant variables in there. One is just how well the fintechs do when they hit the general release level, how well they're accepted in the market. And then the other is, you know, how we determine what the deposits in Avenue are actually earning from a, you know, funds transfer pricing model or however we're going to do that. Because, you know, for lack of a better way going forward, fed funds has been a good bogey. But as we're able to determine the duration, the stickiness of those deposits, we will also be able to sort of say what class are we investing those in in a safe way. And that's going to further enhance the yield. So in answer to your question, we're sort of we're taking what FS factor has given us because we feel like that's a conservative outlook and it gives us some comfort and confidence to project what Avenue can do over the next three years. We're going to continue to work and develop as we get the first few Avenue clients. As I said, launched into general release, see what they can do, see what other opportunities come by. Oftentimes it's not just the, you know, the app itself where consumers are loading. It's also keeping compensating balances from some of the other clients in it as well. So conservatively, Matt, you know, it's it's this is what we've provided. We're trying to be as open, as honest, as transparent as we can with this. We think that there's a lot of great opportunity and we're going to continue to try to pursue that to to overtake these numbers.

If I go to page thirty nine in the presentation, you show the various fintech partners joining avenues and what various stages they are in it. How much do those accounts form deposits and do they support kind of the early outlook that FS Spectre has provided?

OK, sorry, I'm just trying to grab that page. OK, so right now they're not part of the part of the program. I mean, there's one one company we didn't talk about today. You may have seen something issued on Flutterwave. There is 14 million deposits from Flutterwave, excuse me, twelve and a half million from Flutterwave. We are we're working through some things with them. We're trying to decide the best way forward. So, you know, they've provided some deposits for us, but the rest of them, you know, Pacey has got a compensating balance right now that's off my head. I would suggest it's probably a half a million dollars and there'll be more to come as they go to general release.

OK, can we talk about the cost of these deposits? You have a you have a nominal funds rate in here. You know, you have a footnote that says this is a conservative bogey, meaning fed funds. What does the current 30 million dollars in deposits cost? And it's fed funds actually the right bogey for the cost of incoming deposits here.

So, you know, that depends on how you look at it. I mean, if you if you're looking at this, as Alex said earlier, as an as an investment, if you want to totally load that, you know, it's a ridiculous number. But that you know, you don't look at it that way. It's an absolute investment for what we're trying to achieve. That would be like saying, you know, the first dollar you got into a new branch, you know, the cost of that dollar is everything that you'd incurred in putting that branch, you know, opening it up for business. And so it's an approach. I mean, your question's fine. It just it's that's really not an answerable question for us at this point in time. We're really looking at what is the opportunity, not just what's the cost of that one deposit or those couple of deposits.

I do think it's an appropriate question. I mean, we break this thing into components of balance sheet and income statement. And we have a fee income guide here that we can kind of look at separately. But I'm just curious what the cost of these deposits are.

So I mean, intuitively, like I said, part of those deposits, the 10 million, I think, is that super sad. That's not that was not included in our projections for going forward for for Avenue. And I may have misunderstood your question. So I apologize, Matt. But but the other deposits are, you know, they're they're DBA accounts.

OK, so right now, the interest bearing component is less than half of Fed funds. But the projections are based on a full Fed funds.

Right. I just want to do a sense

for how conservative. Oh, yeah.

So, yeah. So again, I apologize. I completely misinterpreted your question. Yes. Going forward, you know, the goal with Avenue, one of the things that the you know, the F.S. Vector report said I didn't include in this is that our fee structure for Avenue is is also slightly on the lower end, but it's indicative of a of a banking as a service provider that is more interested in low cost deposits than in fees. And so, you know, we'll be making some adjustments to that fee structure so we don't leave money on the table. But it is appealing for the companies that we work with to to forego any interest earning on the account than to to to get the cheaper fees to be able to offer embedded banking or whatever the products they want to offer to their customers. So, yeah. So, yeah, we're not we're not going to be chasing opportunities where they want to earn a lot of money. Everything stands on its own. We would look at it, but that doesn't really fit the model that we've put out there.

Do these deposits fit the definition, the regulatory definition of volatile? And is it more than likely that, you know, its balances start to accumulate that you see the cash position and the balance sheet start to to grow in kind? How long do you think you have to kind of demonstrate behavior before these are deposits that can be deployed into securities or loans?

Yeah, that's an excellent question. And that's one that we're focusing on with some of the analysts that we're working with internally. And from a volatility standpoint, you know, some of the fintechs that we use will be money will be more in and out. And those will have more fees associated with it to handle that. But we will start to determine the sort of will be will be doing performing decay rate analysis, you know, sort of on each individual fintech as we start to go forward as well as the fintechs in mass, because you'll see you'll find sort of, you know, that the stickiness of those deposits within each fintech, which could be more, especially after we offer the debit card and the RDFI, which allows their clients to direct deposit some of their money into the account. So they might keep larger balances that way. So we'll be looking at the decay rate analytics on the client. Like I said, each each fintech, but also across the spectrum because there are some additional, you know, timeliness of deposits staying out in the books.

So, yeah, and I'll just add to that, you know, we have a very robust liquidity management plan, you know, with with several lines available to us, which are, you know, are part of looking at deposits like that and making sure that we understand the stickiness and, you know, what are what are what's part of our liquidity strategy as we go forward?

Okay, that's all I had. I'll leave my questions there. Thank you.

Very good. Thanks, Matt. I appreciate it. We did have one question. How much did the FS vector, how much did that cost? I'm not going to tell you because it's proprietary to them. We have an NDA in place, but I can tell you it's not. It was very efficient. We have a

couple of more questions. Okay. Regarding expectations for positive resolution for most problem loans. Does that mean no losses?

Yeah. So if you look at the slide deck on slide 19, we provided an estimate of the losses that would come from the current non performing loans. We estimated that at one point two five percent. So that's roughly two hundred and fifty three hundred thousand dollar range. We do feel like we have a handle on our non performing loans with current valuations. It does not indicate any impairment. And then we're very encouraged by the by the three note sales of par, which we discussed earlier and talked about briefly in the question. So we're comfortable where we are. And we continue to diligently look to resolve all these issues.

For the fourth quarter, you're looking for Q4 expenses to be thirteen point two million.

Yeah, that you know, looking at that, that that looks in line with the guidance that we gave backing up and on recurring expenses and then the run rate of fifty basis points per month for the quarter. That looks that looks very close.

Looking at F.S. Vectors projections. Do you agree with the financial projections provided?

I think that they're a reasonable place to start. I very much appreciated the perspective that F.S. Vector gave us again, sort of coming up with that, the sense of what the average or the standard fintech or client can produce. So it gave me it gave us, I think, comfort to to see they see a lot of fintechs. They work with fintechs directly. They help fintechs to find banking relationships. They work also with banks. So they see every side of this. And like I said, they're what they're providing, though, is they're not providing the edge cases, if you will, good or good or bad. And so I do agree that it's a it's a it's a great place to start and to focus on. We're still very focused on trying to get to the numbers faster.

With the F.S. Vector analysis, was there anything that it told you that you previously did not know?

Great question. Yes, the the concept that they use of full stack was, I think, a very valuable insight as we as we market Avenue going forward as a better descriptor of what we provide to the industry. They've also given us good insights into really the numbers. I mean, you know, we struggle with it in the past. We've always tried to be an extremely transparent company. But and the questions have been asked in the past, but we just didn't have the sort of the we've tried to do a lot of research, but we didn't have the data elements that they had to provide that color to give us some some comfort. So that was extremely valuable. And it was also good to see the opportunities that they they they affirmed. We talked to a lot of fintechs that the sales part of this team where they're going to fintech meetups all the time and everything. These the F.S. Vector folks have have really gelled that, you know, that there is an extreme need. They solidified that and confirmed what we've what we have researched ourselves. So it's always good to have validation. I think that that in and of itself is worth an awful lot.

And are any of the potential partners for Avenue U.S. domiciled and domestic payments businesses?

So they're all U.S. domiciled in one way or form. And yes, there are some that are domestic payments as well. And they're exciting stories. Hopefully we'll be able to tell before too long. But yeah, no, definitely all U.S. domiciled and their clouds are also U.S. domiciled. There's another question there from. It's like Benjamin. Pardon me. I'm not sure. Avenue lets the bank, I think, find opportunities. Yet since its inception, it is unprofitable and entirely on the come. You are good and sincere community bankers. You have proven not to be at all good and increasingly not sincere tech entrepreneurs. You have virtually no customers and keep pushing back profits. So the advent of the consultant is just another expensive screen. It's not what investors want to hear. It is very much time to sell the business to someone who can exploit. So, you know, I guess I'll just take exception with that on a few different levels because it has taken us. You know, probably the biggest mistake that we made, you know, as we've gone through this process is is being overly optimistic on when it would be ready. It takes time. We're in a regulated environment and we have been extremely responsive to that regulated those regulatory requirements. I was a regulator in my first life. I know that it takes five years at least to get out of a consent order. And we didn't want to go down that path. What F.S. Becter has confirmed for us is that our build has been efficient on the low end of the spectrum of cost and that we're right in the middle of the pack. When it comes to the time it takes to get it out, they showed in their report, I didn't share it here, but maybe I did. You know, some some of the companies have spent well over one hundred million dollars and have taken six years plus. So, you know, forgive the optimism. We do have this opportunity. We have a great team. I know I've heard in the past that, you know, Jeff Dick doesn't have technology experience. I understand a lot about technology, but the more important thing is I have a team that does and we have a team that's extremely talented. From the from the leaders through the engineers, all the code writers, the QA, everything that needs to be done. And we're doing it. We're doing it correctly. And we are at a launch point. You know, so from my perspective, I'm invested. Everybody at this table is an investor and we believe in what we're doing. And we know that this is a great opportunity. We know that when fintechs see, you know, that our solution is everything that we said it is and that they see the quality, that's what they're looking for right now. They're not not every fintech is a maverick. You know, those mavericks that were in the space were early days. They they came, they conquered and a lot to a lot. Big degree, they've been dealt with the people that are going into the space now. They want permanent. They don't want to have three relationships with three different banks because every day they wake up and think that they're going to lose one of the relationships as the regulators come in and said, You really don't know what you're doing or you shouldn't be doing that. We're better than that. We are working very hard. We have the right mix of the technology with really smart people. We've got good technology oversight on our board from the corporate governance standpoint. We also know what regulatory expectations are, not just today, but into the future. One of the things that you saw from the FS Vector report was that even with the FDIC's proposal, we're OK with that. There's other proposals that are out there right now. We are still OK because there's there's two aspects of volatility when it comes to a customer relationship, whether it's a fintech or not. But the one that the FDIC spoke to as well is what happens? Is there somebody else that's in control of where that fintech? Deposit goes. And in that middleware relationship, absolutely, that's the case. In our relationship, they're on our ledger. So if you think about it as a bank, we use a third party. We use Jack Henry to process every day. We can go to Fiserv or FIS or several different other options. But we would have to de-convert from Jack Henry and then convert to whatever the new player was. Our fintechs are going to need to do the same thing. We need to be able to give them the comfort and confidence that when they come with us, we're not charging them. There's no there's no middle mouths to feed in this process. It's Main Street Bank and it's the fintech. We provide the compliance training. We have an element of bright tech in what we do as well. So it's taken a little bit longer. It's the knock on wood best investment that we'll ever make for our investors as we see the returns into the future. So, you know, I just I take umbrage with with the comment and everybody's got to write to their opinion. And I don't deny you that. But I think that this is this is going to be a terrific opportunity for us to get out there and start to get these deposit relationships and show what a well run community bank can do with a good technology bent to it. I don't see any other questions that have come up. So with that in mind, I really want to thank everybody for listening today. I think we've got a great story to tell. The lending team has done a terrific job. As the lab management have really been positioning us for good quality into the future. And I think Avenue is at launch point and we're going to see good things going into the future. So thank you very much. We're always available if you want to talk offline with any further questions or comments that you have that we didn't answer today that you thought of later. Appreciate it. And I hope everybody has a great rest of their week. Thank you.