NewtekOne, Inc.

Thank you for standing by, and welcome to NewTek One, Inc.' 's fourth quarter 2025 earnings conference call. At this time, all participants are in a listen-only mode. After the speaker presentation, there will be a question and answer session. To ask a question during the session, you will need to press star 1-1 on your telephone. To remove yourself from the queue, you may press star 1-1 again. I would now like to hand the call over to Barry Sloan, President and CEO. Please go ahead.

Thank you very much, Operator, and welcome everyone to the fourth quarter 2025 Financial Results Conference Call. Joining me today on the call is Frank DiMaria, Executive Vice President and Chief Financial Officer of NewTekOne. For those of you that would like to follow the presentation online, go to NewTekOne.com, go to the Investor Relations section, and the PowerPoint presentation for today's event is being held there. I'd now like to ask everybody to go to slide number two of that presentation and note the forward-looking statements. To begin our presentation today, we're happy to report the results of Q4 2025 and the annual achievements for 2025, including two but are not limited to celebrating the three-year anniversary of NewTekOne owning and operating an OCC chartered bank. We're extremely pleased about the acquisition that was done in January of 2023. There's a very interesting slide on 24, which actually names several competitors in the space, SoFi, Libo, Triumph, Northeast Bank, and Axos. And if you take a look at those charts, you'll see how their stock price action moved over the first several years of their operation. and then it started to change direction. We'll talk about that later in the presentation. We're also celebrating today opening up 9,000 new depository accounts and 34,000 active depository accounts. We're celebrating the technology that we have built, particularly our digital account opening and our lending operating systems, as well as the new tech advantage. All of these off-balance sheet technological innovations are really important to serving our clients and being able to offer a true technology-enabled financial institution for independent business owners all across the United States to work with. We are celebrating our leading status as a lender to independent businesses. We refer to our lending programs as an adult loan, loans that have repayment of principal over 10 to 25 years, not the six-month to 24-month paybacks with 30% to 80% interest charges or effective yields to the customer. Lower monthly payments, patient capital makes these loans exceptionally affordable to our clients. We're celebrating many new hires that went that were added to the senior management team. Greg Devaney, chief credit officer of the bank. Chris Lucas, chief compliance officer of the bank. Frank DiMaria, chief financial officer of the bank. Andrew Kaplan, Chief Strategy Officer of NewTekOne, our holding company. We're also celebrating record earnings and revenue growth. I'd like to report that as a financial holding company, net income before taxes for 2025 is approximately $80 million of 16.4%. And our revenue, total revenue, is defined as a sum of net interest income and non-interest income, $284 million of 10.6%. over the 2024 number of $257 million. We're very pleased with how we did. With all that, I guess we can go right to the Q&A. Just kidding. Let's go to slide number three. So on slide number three, we particularly and historically have talked about the company's focus, which has been on the independent business owner, on SMBs, It's extremely important that the marketplace understands that this is our demographic. It is an underserved demographic and it's been NewTek's primary focus from its inception as a private company in 1998 and a publicly traded company in September of 2000. We believe we have better loans with long amortizations and more flexibility. We believe we have a better banking product with absolutely zero fee No asterisks, no ifs, ands, no buts. Better payroll solutions that are integrated in our bank account with a dedicated concierge person that you can get on camera. Our insurance agency offers a frictionless opportunity for our clients to access all forms of insurance, both personal and business. Going to slide number four, we talk about our financial structure and product solutions. Obviously, in our history, in 2000 to 2014 we're a 1933 act company in 2014 of november we converted to a bdc and in 2023 when we acquired national bank of new york city a 180 million dollar total asset bank that today is approximately 1.4 1.5 billion with the whole co consolidated assets 2.4 2.5 billion we have grown significantly but it's important to note that we have changed our financial structure, and with that, you've had turnover of equity shareholders as well. The hold code is regulated by the Federal Reserve. The bank is regulated by the OCC. We utilize proprietary and patented advanced technological solutions to acquire customers cost effectively and to manage our business. We have a full menu best in class on demand business and financial solutions to independent business owners. Our trademark, no branches, no traditional bankers, no brokers, no BDOs. Very cost-effective way to service our customers on demand. Let's go to slide number five. We talk about our target market. At the end of the day, the SBA defines this as 36 million businesses in the United States, 43% of non-farm GDP, and we believe this market is typically un-farmed, untapped, and we offer our best-of-breed solutions to this customer base and we're very excited about what we've been able to do in the first three years of operating um the OCC chartered bank and we're very excited about our future on slide number six we'll talk about the annual and quarterly highlights the EPS for the quarter 65 cents either basic or diluted which aggregated up to a 2025 number basic 2.21 cents diluted $2.18 of 12 and 11% over the 2024 results. We're pleased to offer our 2026 guidance with a mid-range of $2.35. Quite interesting at a $14 stock price handle what our multiple is compared to some of those other competitors in the marketplace that I would also call technology-enabled banks with a disruptive business plan and new entrance into the market, but began many years before we did. The bullet point number three on slide number six is important, tangible book value. We've been able to materially grow our tangible book value, which ended the year 2025 at $12.19. When we began, I think it was approximately $6.92. In addition, we've also paid a dividend during that period of time, which we'll talk about in a future slide. 2026 got off to a great start. On January 21st, we closed our largest securitization, or what we refer to as alternative loan program, also known as C&I loans held for sale, or C&I LA, meaning longer amortization. These are basically business loans with long AMs. And this is what we have experienced well over two decades in making these types of loans, whether it was been in a 7 program, or in the ALP program when we started originating loans in 2018 and 2019. The deal that we kicked off in 2026 was 10 times oversubscribed, 38 institutions subscribing, 32 institutions purchasing notes after we repriced after the IPT, and really pleased that 10 of the 32 purchasing institutions were new to our securizations. We have a lot of ALP momentum growing, and the credit quality matrix Overall, on the entire portfolio, on a consolidated basis, including the bank, including the old NSBF portfolio with the holding company and all loans, as we have indicated in prior press releases, seems to have stabilized. NPLs have declined for two consecutive quarters, the 7.3, the 7.1, and the 6.9% for the fourth quarter of 2025. Slide number seven. We talked about this a little while earlier, and that's deposit growth. I remember one of the things in acquiring the bank, people said, how are you going to grow deposits? Well, with our alliance partners and relationships, 9,000 deposit accounts in the fourth quarter, surpassing our previous record. Business deposits increased, and these are the important ones because they're at a lower cost, like $34 million in a quarter and $164 million for the year. So very, very nice growth. Obviously consumer deposits growing materially as well by 167 million and a quarter, 293 million for the year. We have a nice big deposit base going into the first quarter to be able to deploy in business loans. Since the acquisition of NewTek Bank, roughly 50% of NewTek's bank business lending clients have opened up a business deposit account. In addition, We started initiating the offering of life insurance, key man life, to NewTek Bank business lending clients, and 25% of borrowers have now purchased life insurance through the NewTek agency. We continue to capture operating leverage. The efficiency ratio at the Holdco was declined from 63.2 to 58.3, with assets of 33%. So we're very, very pleased about our efficiency ratio. At the bank, I believe the efficiency ratio is in the 40s, approximately 47%. Our return on average assets for the calendar year, 2.78% at the holding company. Also important to note, the earnings headwinds, which we'll talk about this a little deeper in a further slide, from our NSBF lending subsidiary continue to decline. We had a $28.7 million loss in 2024, and it should be approximately $20 million in 2025. And we expect the NSBF loss will continue to materially decline throughout 2026. On slide number eight, we talk about our tangible book value growth. I think it's real important to analyze. Obviously, we pay $2.24 of dividends during our period of time as a bank holding company, although we don't look like a bank holding company, and we don't look like a lot of the other community banks that we're compared to. and a $4.76 share of tangible book value since conversion. So we're very, very pleased at how we've been able to deliver value to shareholders through growth in tangible book value and dividends. Slide number nine. We talked about the alternative loan program. We'll drill down a little deeper here. I think it's important to note, and I have been asked by several investors, the credit quality for ALP loans is much stronger than the 7a loans we'll show we'll show that on the next slide and the aop loans are originated with the intention to sell them into a joint venture or securitizations they have great margins on them they have prepay penalties so they last for a longer period of time so the spread that we get on them is enjoyed by the benefit of our shareholders and our earnings i think it's important to note that similar to 7a loans there is a structural similarity to the AOP loans. 10 to 25 year AMs, no balloons, they're typically fixed for five years with a spread over the five year treasury curve of approximately 950 basis points at origination. And then they adjust, they're floored at that initial rate and they can adjust up based upon changes of rates. So we give the borrower flexibility in amortizing the principal over a longer period of time, so we're basically giving them equity. We give them flexibility on distributions. We give them flexibility on borrowing. We give them flexibility on doing acquisitions, but that trade off is for joint and several personal guarantees for every 20% equity owner or greater and liens on business. And in many cases, personal assets and much stronger guarantors. Um, we were very pleased that in the January month, we brought our fourth ALP securitization. to the market, and as I mentioned, it was extremely successful. On slide number 10, you can get a feel for the matrix, or what the underlying loans look like in these securitizations. So, the total amount of non-performing ALP loans, 27.6 million, on a current origination balance of 694 million, but total originations, I believe, is 820 to 800. and $30 million. So we've actually had low levels of non-performers and very low levels of charge-offs. I believe total charge-offs are about $6 million to date. Weighted average LTV at origination, 48%. Debt service coverage, 3.3%. Very high coupon, very high spread. Now, the spread is important because the spread is protected with the call protection of 5% prepays through 36 months and 3% in month 33. 36 through 48. You can see we're big believers in diversification of geography and industry. On slide number 11, the economics of this securitization is discussed further. On slide number 11, you can see that the gross spread before the 1% servicing fee on the last two deals was about 665 to 670 net about 565 to 570. Now, these are match-funded in a securitization. I should say match-funded by the durations. Important to note that although the liability arguably is more expensive than in a deposit gathering sense, it is match-funded for term, and there's no cost from a depository perspective. Obviously, take deposits in a bank, you've got a lot of different cost to service the loan, to help the customer, et cetera, et cetera. But here, you've got a 565 basis point spread. Set it and forget it. Clip the coupon. And you can see that on slide number 12, these securitizations pay down very quickly. And they pay down quickly because of the excess servicing goes to pay down the senior bonds. And the overcollateralization that you see On slide 12, on 2026-1, 2025-1, 2024-1, happens rather quickly. As that's happening, what's occurring is the book value where the loans in the special purpose vehicle versus the amount of debt keeps growing. Matter of fact, on average, the book value should equal the fair value of these in approximately three to three and a half years. Extremely important when it comes to being comfortable with our valuations. Slide number 13, our non-bank lending subsidiaries, the payments business, which we've owned since 2002, growing materially, contributed about $16.8 million of adjusted EBITDA in 2025, and is forecasted to do $17.9 million in 2026. Our insurance agency is growing nicely, particularly as it's been positioned with the bank and uses automatic processes to make insurance available to people that are borrowing money. and um we've contributed 740 million dollars of pre-tax income in 2025 and we think it'll be about one six in 2026. payroll contributing 450 000 of pre-tax net income we expect to generate 630. we have high hopes and expectations for both of these businesses as they are particularly payroll and payments connected to the bank account all of new tech one's business lines have and should continue to contribute growth to business deposits. We've talked about the new triple play offering, which includes merchant, payroll, line of credit, and a bank account. We're continuing to polish up this offering, enhance the client experience, one application, three approvals. Slide number 14, NewTek Small Business Finance is the legacy non-bank SBA lender that's got the uninsured loan participations that are sitting in securitizations. and are paying down. The remaining loans are from the tougher vintages of 21, 22, and 23, and had tremendous stress as rates went up three to five points during that period of time. So in addition to having their debt service almost double, we all know that during that prior administration's period, we had a lot of inflation, labor costs going higher, insurance costs going higher, Rent going higher. So this is a fairly stressed portfolio. However, we have reported that we see stabilization in credits, both at the holdco and in the bank. Non-accruals at fair value, you can see on slide 14, leveling off. Net increase in non-accruals ticked up a little bit, but still a fairly low number. Notes issued in securitizations, only $127 million left. Those notes are capturing the cash flow until they get paid off. So we look forward to eliminating those notes as the loans pay off. The loans that were in the NSBF portfolio not too long ago represented 32% of the total balance sheet. It's now down to 13. So as we said earlier, the loss declined in NSBF to approximately 20 million from 20.7 the year prior. The accrued portfolio is down $88 million over the course of the last year. And 100% of NASBF loans are now aged 33 months or more, so they're through the top part of the default curve. Also on slide number 15, we talk about some of the credit-worthy aspects at the bank. You can see our delinquency or currency ratio. The delinquency ratio is down precipitously. Chart provision for credit losses. are covering charge-offs, NPLs to total loans, stabilizing and declining, all good metrics for NewTek One and its shareholders. With that, I would like to pass the baton to Frank DiMaria, our CFO, who will go over some financial performance metrics for the company.

Thanks, Barry. The next seven slides will dive into the details of the highlights that Barry touched on. Turning to slide 17, we have our financial highlights for 2025. We are particularly proud that we're able to concurrently generate balance sheet growth, earnings growth, efficiency, and strong profitability while maintaining healthy capital ratios, all while our non-bank lender, NSBF, continues to run off. Slide 18 runs through NewTek Bank's highlights, which paint a similar picture of balance sheet growth, earnings growth, efficiency, and profitability. Important to note the overall downward trend in our cost of deposits as we continue to see a shift in the deposit mix with the growth in business deposits throughout the year. And while our ACL to loans held for investment coverage ratio remains healthy, we are starting to see a leveling as we've built the ACL over the last three years and start to see the bank's portfolio begin to season. On the next slide, NewTek's deposit story continues to be a good one. We're growing both business and consumer deposits and offering what we believe to be tremendous value to both consumer and business depositors. As I briefly mentioned, the cost of deposits at NewTek Bank declined roughly 16 basis points sequentially, coinciding with lower market rates. As Barry mentioned earlier and as noted on this slide, we're finding success in lending clients opening bank accounts with roughly half of the borrowers opening at least one bank account since we acquired the bank in early 2023. We expect that penetration rate to grow over time. We also believe we're creating sticky deposit relationships given our competitive market rates on deposits, our integrated business portal, and our insured deposit rate, which currently sits at 74%. Shifting to NewTek Bank's held for investment portfolio on slide 20. The held for investment portfolio increased roughly 44% in 2025, with the portfolio mix largely unchanged throughout the year. Unguaranteed portions of SBA 7A loans comprise roughly 60% of the held for investment book, while the allowance for credit losses related to the unguaranteed 7A portfolio makes up the bulk of the bank's ACL, which resulted in the previously mentioned coverage ratio of just over 5% at the end of the year. On the next slide, we show the operating leverage continues to be a meaningful contributor to our financial performance. We have consistently stated that our technological and operational infrastructure was designed to support a much larger balance sheet and organization, and we continue to deliver on those statements. Annual operating expenses were up just 2% in 2025 against 33% growth in assets, which supported that year-over-year decline in efficiency ratio from 63% to 58%. We included the next slide in our Invest Today presentation a few weeks ago. We have maintained fairly stout regulatory capital ratios, and we've grown the balance sheet, strategically layering in capital along the way. I'll conclude my portion of today's discussion with NewTek's financial projections for 2026 on slide 23. Relative to diluted EPS of $2.18 for 2025, we have established an EPS guidance range of $2.15 to $2.55 for 2026 with a midpoint of $2.35. Estimates incorporate $1 billion of SBA 7A originations, $500 million of ALP or long amortizing CNI loan originations, $175 million of SBA 504 originations, and $150 million of net growth in the combined CNI and CRE portfolios. Projected originations and net growth reflect step-ups from 2025 levels. We've included a quarterly EPS view for 2026, which reflects the recently closed NALP 2026-1 transaction in the first quarter, and a projection for a second securitization this year in the fourth quarter. And with that, I'll turn it back to Barry for the last few slides ahead of Q&A.

Thank you, Frank. Slide number 24, which we talked about at the beginning of the presentation, because this kind of represents a lot of what NewTek One and NewTek Bank National Association are trying to do. We don't look like a community bank. We don't act like a community bank. We basically have built a financial institution to service our customers. Utilizing technology, we're able to provide a frictionless environment to exchange information, have customer service and business service specialists be on a camera and be available on demand. We give our business clients the ability to send and receive money at the lowest cost with the greatest amount of data and the greatest amount of analytics to run their business. We actually give them loans that are valuable, not I'll fund you in 24 to 48 hours and forget what the rate is but you've got to pay me back the principal in six to 24 months. From a branding perspective, we disagree that being able to charge those high rates for quick money really provide great brand value. We do provide great brand value. Yes, we have larger provisions. Yes, we have greater allowance for credit losses, which cover the amount of losses that we'll achieve. We have accurately forecasted what our charge-offs are, what our losses are, and we have that reserved. And on top of that, we have ROAAs at the whole code of 2.7% and ROTCEs at the whole code, approximately 20%. So we're able to earn greater returns with greater margins on a net basis. We're an organization that manages credit risk, not avoids it. And when you look at the other organizations in the market that were also disruptors. Some of them for consumer, some of them for online deposits. Axos, almost five years on slide number four before the stock started to move higher. Now trades 11 times consensus and 207% of book value. Live Oak Bank, five years before the stock started to move. Trades at 13 times 2026 consensus, 164% of book. T-FEN, Six years before the stock started to move. I hope this doesn't take six years. It's trading at 40% 2026 EPS. So far, two and a half to three year period, sideways to low for the stock making a move. It just takes a while before investors get comfortable, get a feel for how the business works, test the model. You see it in Northeast Bank. You see it in Lending Club. These are all good markers for us. They're all technology-enabled banks that have been able to service their client base in similar ways to what we are, but we obviously got this positioning and expertise with SMBs, SMEs, and what we refer to as independent business owners, a very viable and valuable demographic in the marketplace that we've developed this level of expertise with. over the course of two decades. And with that, we appreciate the opportunity to present our Q4 and annual results. An operator would like to go to the Q&A.

Question. You will need to press star 11 on your telephone. To remove yourself from the queue, you may press star 11 again. Please stand by while we compile the Q&A roster. My first question comes from the line of Tim Switzer of KBW. Your question, please, Tim.

Hey, good afternoon, guys. Thanks for taking my question. Thank you, Tim. Barry, you fooled me for a minute at the beginning. I thought we were getting this question and answer session in the first five minutes. I was ready to go.

That would have made everybody happy, but it was a half an hour. We're getting better, Tim. We're practicing.

Good work. So my first question is something in the press release. You mentioned that you increased deposit account openings by about 50% this quarter. And I know that's something you talked a little bit about on the investor day. But it just seems like a pretty sizable increase in one quarter. Could you maybe talk about what was driving that and, you know, what your expectations are going forward? Because it seems like those are some pretty good trends.

Thank you, Tim. Look, first of all, you know, we believe that the ability to access us digitally from your home in a frictionless manner for business deposits, as well as consumer, is important. And I think there's plenty of people that do it well for consumer, a little harder to do for business, harder to acquire, harder to manage. And we've been blessed. We've gotten through three years of audits, and it's worked out well. I think that we've got very good margins in our business. I believe the NIM at the bank has got a five handle on it. I've got to go dig it out here. But I think it's, Frank, what is it, like 5.3, 5.4?

Yeah, 5.4.

Right. So we're able to offer a generous rate and no fees, no asterisk, no waste. So the rates are generous. Now, Some people say, oh my God, those are really risky deposits. I think 78% of them aren't short. And the important part is they're in a market rate. Those people aren't going anywhere. So our portfolio can afford to pay that deposit base. I think that's a more than one that is at zero. So we're paying a healthy rate. We don't, we don't see the attrition clients are sticking with us. They're not leaving. And we're getting more and more deposits. It's an interesting interest rate environment, whether you think the Fed's going to drop rates. The recent Fed meeting says they're going to stick. So I think that's the fact that it's frictionless, the fact that our alliance partners are appreciating what we're doing. We're bringing on more alliance partners, and we're going to continue to be able to grow deposits to fuel good loan growth.

Awesome. Okay. Yeah, that's good to hear. If I'm looking at the amount of income detail here, the gain on sale is maybe just a little bit light relative to what we had expected. It was flat quarter over quarter, but could you maybe talk about some of the trends there and what we should expect next year given your guidance for about a billion dollars of SBA originations?

Well, we do expect the 7A business to pick up again. It was a bit of a shift. There's been a lot of changes in the SBA world. Some of these I didn't expect to be as dramatic, such as the citizenship issue was dramatic. The inability to refinance MCA product is dramatic. Recently, I think this is going to be somewhat helpful. The SBA is going away from the SPSS score. we're waiting for some further guidance on this, but they're asking us to use our own scoring methodology. That SBS score will stick until the 31st. So I think that our volumes will do better. I think you've seen entities like Bay First get out of the business. A few others that I won't mention that seem to be having financial struggles that were of the FinTech variety. One of the other changes, which I think is important, is the SBA is clearly requiring forecasting of debt service coverage over time. And most of the competitors in the fintech space, these are technology companies that are not credit. They lay them off to other participants. They've got to change their whole front end intake. We don't. Intake. We don't. So I think we're better positioned competitively. We've always been a five C's of credit lender. We take liens. We spread financials. Our technology and our AI covers this. I think some of our competitors have got to put that in place, scramble, and do it rather quickly, and it's also untested.

Okay, got it. That was really helpful. I have a few cleanup questions, if you can entertain me real quick. The first one is, what were the net charge-offs for the bank subsidiary? I might have missed it, but I couldn't find it in the earning materials. Right.

Frank, total charge-offs on all loans help for sale, and investment at 1231 was about 2.2%.

That's right. And at the bank, Tim, to answer your question, it was $8.2 million for the quarter and $23 for the year, $23 million.

Okay. Okay. All right. That's helpful. And then are you able to provide – The breakdown you guys have in the 10-Q for the gain on loans accounted for under the fair value, are you able to give us kind of what portion of that was from the ALP loan versus the SBA loans?

So I'd say about – oh, go ahead, Barry.

You're talking about the unrealized gain between ALP and the 7-X?

Yeah, what you guys report, the combined number was $25.6 million this quarter. Do you have that breakout, Frank?

Yeah, it was about 35% on the ALP with the remainder on the 7A that we're holding.

Okay, with a slight loss in the NSBF, right? Correct. Okay, so... I'm calculating NSDF with the $20 million loss for the full year. That's close to like a $6, $7 million loss this quarter. So it stepped up a little bit? That's right. That's correct. Okay. All right. That's all for me. Thank you, guys.

Thank you.

Our next question comes from the line of Steve Moss of Raymond James. Please go ahead, Steve.

Good afternoon, guys. Thank you. Maybe just circling back to the SBA originations, you know, I hear you in terms of the changes in the rules being a big disruptor. I know you had indicated and kind of touched on it this call in terms of like the challenges a lot of businesses faced. You know, kind of what are you seeing for business confidence and business activity these days versus maybe six or 12 months ago?

Yeah, I think it's a good question, Steve. I think that the rate cuts of about 1.5% from the high has been helpful, but it is absolutely 100% K-shaped economy, haves and have-nots. And businesses servicing the lower end of the market as a customer, they're struggling. And businesses that are serving... The middle market or the upper end are doing well. So you really, you know, you kind of need to pick your spots here. I think we're all hoping that in 2026, productivity kicks in and therefore the inflation numbers push things down. I'm not sure we're seeing that, to be honest with you, Steve. We're seeing commodity prices going high. I think oil picked up today. And the Fed's probably not going to do anything until, you get a chairman change. Um, but overall the confidence of businesses is good. Um, people are spending money. Um, the stock market, uh, is making people feel good. People that have portfolios, which is a lot bigger number today than it was 40 years ago. So I think business confidence is pretty good. Uh, businesses are willing to invest. Um, particularly in technology, to make their business more efficient and reduce their expenses.

Okay, great. And then maybe just on the AOP originations, just kind of curious, you know, you had another good quarter here. Do you expect that kind of continued cadence throughout the year or step up from these levels, or do we maybe think about some weakness here in the first quarter?

The first quarter is always a tough quarter for lending, and I can't say. I can't explain why the first quarter is always great in the fourth quarter. First quarter is weak and the fourth quarter is great. I mean, I can tell you the industry reason is people blow out their loans at the end of the year and people borrow at the end of the year and then they're exhausted and they go into the first quarter. I mean, it happens every year. It's our weakest quarter. With respect to ALP loans, I think it's important to note Business owners don't come to us for a 7A or an ALP. They come to us for a loan, which is why these daily debit MCA players make a lot of loans because people go to them for the money, whether it's costing them a 30 or 50 or a 70. They make the money and make readily available and they grab it. What we do is we try to actually give them a good product. We lower the payment. It's massively different than... for loans that are in that, that we're competing against because of the long am we take longer, we're more thorough, but it's a better product for them. And we, by adding the ALP or the health, what I refer to health for sale, CNI or CNI long am, uh, we're developing a reputation that if you're a business owner and you want a loan, that's not MCA or daily debit, which dominates this industry, and you want a low payment because you have interest rate in the high single digits or low double digits, we're the place to come to to get that long-term patient capital. So very bullish on ALP, or what we're going to call CNIL for sale, because it's going to go into a securitization. And when people come to us, I mean, I say there's always guard because you never know what sneaks in there. I don't think you can find SBA on our website. And we don't want to be known as the SBA lender. It was obviously with our history, it's one of the few things that we did. But we make all kinds of loans to businesses, including shorter AM loans with a full covenant package, balloons and short repayments, which are more traditional for borrowers that insist on having a lower rate.

Right. Okay. That's helpful. And then in terms of, you know, the expense side here of the equation, just kind of curious, you know, you guys did do a good job on expenses there. I hear you in terms of, you know, continuing to upgrade systems and make things more polished. Just kind of curious, you know, how you're thinking about investments and maybe that cadence of expenses here.

It's an interesting question, Steve, because I've had a lot of conversation with expenses and expense control, and there's always a push and pull on the expense line. I think that we're continuing to grow the business. We're putting expenses particularly into business deposit functionality and gathering. On a good note, I feel very good about the C-suite. With the ads, the team is very much new tech culture, new tech eyes. So I think that's pretty rock solid and pretty steady. I would like to add some executives in the biz dev area to help grow the business and to help Andrew Kaplan, our chief strategy officer, who's done a fabulous job for us. But I don't think you'll see explosive expenses expense growth. I think we're in good step. Obviously, if you look at our revenue growth versus the expense line, I think we had a good year last year. We have a lot reserved for next year and the expense line, so it should be very comfortable for us.

Got you. I appreciate all that color there, and I'll step back here in the queue. Thank you very much. Thank you, Steve.

Thank you. Our next question comes from the line of Christopher Nolan of Leidenberg, Thamen & Company. Your question, please, Christopher.

Hey, guys. Thank you for taking my questions. Looking at the forward guidance, it looks like the efficiency ratio is projected to, you know, total revenues, expenses percentage of revenues, to stay at a pretty flat current level, 55% to 56%. Assuming that's true, what do you see as the leverage for EPS growth in 2026?

Well, Chris, I hope I beat that expense line. But, you know, we've got that out there. I see the big leverage in continuing to grow business deposits from payroll, from merchant services to lower that cost of funds so that you know, the dollars that we're spending to build out more inexpensive deposits will give us a lower reoccurring liability cost going forward. In addition, the ALP loans or the C&I loans held for sale, they're bigger and they're larger. I won't say they're easier to do, but we're seeing more flow there. it's going to be easier to get volume from my mouth to God's ears in that particular space and grow it versus the SBA business where the average loan size is call it 400,000. The average loan size in AOP is, you know, four and a half to 5 million. So that's, I think where we see the leverage. Now, the other thing that's important is there's leverage and, uh, an expense ratio with the bank and at the hold code. Um, Look, we need to continue to watch the expense line. I am hopeful that we beat the expense line this year versus what's projected, but I appreciate you pointing that out.

Okay, great. It looks like margin expansion hopefully will be the leverage there, if I heard you correctly. Yeah, should be. Yeah. I guess as a follow-up, and congratulations on the deposit growth, because I know that's something that you guys were aiming for for a long time. Have you guys put in some sort of new mechanism where you deposit the loan into a new tech deposit account for that client or something which is sort of helping goosing along the deposit growth?

Yeah, so when you apply for a loan... The data used to apply for the loan automatically populates the application for a bank deposit, which goes through KYC AML BSA group so that the deposit account is approved without a separate application, but using the data that we get from a loan. So that's made that a lot more automatic and we are going forward And it's been this way, I think for about six or seven months, we are requiring the borrowers to make the loan payments out of that new tech account.

Oh, okay, great. And that generally is a low interest bearing against a core deposit account. Is that correct?

One percent. Yeah.

Yeah. So you're just basic, that's going to be a driver for lower deposit costs. Okay.

Um, good stuff. Utilization. So, If my staff is listening, and hopefully they are, they've got to diligently talk to customers and explain that this is, we think, one of the best accounts out there with zero fee for ACA, zero fee for wire, higher cost, move your money back and forth between savings and checking. How does that sound, Chris? Sounds great. Okay, thanks, Barry. This is a future for me. Thank you. Appreciate it. Bye.

Thank you. Again, to ask a question, please press star 1-1 on your telephone. Again, that's star 1-1 on your telephone to ask a question. Our next question comes from the line of Dylan Hines of B Riley Securities. Your line is open, Dylan.

Hey, thanks for taking the question. I was wondering, could you share your perspective on how NewTek's SBA loans are performing versus the many others in the SBA sector that Don't have your underwriting and other business services offerings that create better long-term customer relationships? I appreciate it.

I think if you go to sba.gov, what you'll basically see is that, you know, our five-year and 10-year charge-off rates are about industry average. And that's kind of where we'd like to be, right in that particular area. right in that particular bucket i mean number one it fulfills our mission of making loans to business owners all over the united states whether they're big loans or small loans and whatever whether it's a woman or a man or people are green or yellow whatever they are so um we put the product out there um we're very quick to pre-qualify the customer and then take in all that other information. So I would say we're average, I think. Now, if you look at our margins, they typically dwarf some of our big competitors in the space. So I would strongly suggest that you look at our margins versus some of our competitors with respect to ROAA, ROTCE, and gain on sale. Once again, we believe that being able to put the loan out, treat the customer well, you can get a full margin loan. You don't have to be prime plus one or prime plus one and a half.

Got it. Thanks for the call. Thank you.

Thank you. I would now like to turn the conference back to Barry Sloan for closing remarks, sir.

Well, we, we appreciate that and we appreciate the questions and we're, appreciative of the hard work the team has done to make this better and more concise. We look forward to being able to continue to drive results in 2026 with the growth rates that we had in 2025. We've got some challenges, but good momentum at our back and we want to follow in the footsteps of other disruptors in this industry, but within our category of serving, SMEs, SMBs, and independent business owners because it's pretty untapped and we've got a two-decade head start on most of the players in the space. So we thank everybody for attending and look forward to reporting in 2026.

This concludes today's conference call. Thank you for participating. You may now disconnect.