FNF Group of Fidelity National Financial, Inc.

Good morning and welcome to FNF's fourth quarter and full year 2023 earnings call. During today's presentation, all parties will be in a listen-only mode. Following the presentation, the conference will be open for questions with instructions to follow at that time. As a reminder, this conference call is being recorded. I would now like to turn the call over to Lisa Foxworthy Parker, Senior Vice President, Investor, and External Relations. Please go ahead.

Great. Thanks, Operator, and welcome everyone. Joining me today are Mike Nolan, Chief Executive Officer, and Tony Park, Chief Financial Officer. We look forward to addressing your questions following our prepared remarks. Chris Blunt, FNG CEO, and Linda Young, FNG CFO, will join us for the Q&A portion of today's call. Today's earnings may include forward-looking statements and projections under the Private Securities Litigation Reform Act, which do not guarantee future events or performance. We do not undertake any duty to revise or update such statements to reflect new information, subsequent events, or changes in strategy. Please refer to our most recent quarterly and annual reports and other SEC filings for a discussion of the factors that could cause actual results to differ materially from those expressed or implied. This morning's discussion also includes non-GAP financial measures that we believe may be meaningful to investors. Non-GAP measures have been reconciled to GAP where required in accordance with SEC rules within our earnings materials available on the company's website. Yesterday, we issued a press release which is also available on our website. Today's call is being recorded and will be available for webcast replay at FNF.com. It will also be available through telephone replay beginning today at 3 p.m. Eastern Time through February 29, 2024. And now, I'll turn the call over to our CEO, Mike Nolan.

Thank you, Lisa, and good morning. I'm proud of our results and would like to thank all our employees for their accomplishments in 2023 as we delivered another industry-leading performance in the title segment and record-setting performance in the F&G segment. Before I cover the results, I'd like to address our recently reported cybersecurity incident. Given the strong execution of our recovery plan, we were able to resume normal operations quickly in the quarter. As far as the minor negative impact to our fourth quarter title segment results, we estimate the incident reduced adjusted pretext title earnings by $8 million to $10 million and lowered our adjusted pretext title margin by roughly 50 basis points from 12.3 percent, which would have been in line with the prior year quarter, to 11.8 percent as reported. The F&G segment was not impacted. As challenging as this event was, it really showcased how our team pulls together. I'd especially like to thank our employees and advisors who worked tirelessly around the clock to resolve the incident and our employees in the field who worked diligently with our customers to minimize the impact. F&F remains committed to protecting our client and customer information, and cybersecurity remains a top priority. Now turning to results for the title segment, our title business has continued to perform well in 2023. We delivered adjusted pretext earnings in our title segment of $964 million and achieved an industry-leading adjusted pretext title margin of 13.7 percent for the full year. This is an outstanding result despite the persistent housing market downturn, as home affordability has been cited as the worst in a generation due to continued higher U.S. mortgage rates, which peaked at over 8 percent in October, combined with limited housing supply. One of the key drivers to our ability to successfully navigate the tough market is our continued focus on managing expenses. For the full year, we reduced total field operations employee count by approximately 8 percent. We have also consolidated some of our direct office title locations, which has generated about $1 million per month in facilities cost savings. Commercial volumes continue to be in line with our expectations and consistent with the levels seen in years like 2015 through 2020. We generated commercial revenue of $294 million in the fourth quarter and $1.1 billion for the full year. During 2023, we saw continued strength in multifamily, industrial, and other segments like energy and affordable housing, similar to recent years. Looking at fourth quarter volumes more closely, daily purchase orders opened were up 1 percent over the fourth quarter of 2022, up 7 percent for the month of January versus the prior year, and up 23 percent for the month of January versus December. And refinance orders opened per day were down 11 percent from the fourth quarter of 2022, down 1 percent for the month of January versus the prior year, and up 15 percent for the month of January versus December. Our total commercial orders opened were 704 per day, down 3 percent from the fourth quarter of 2022, flat for the month of January versus the prior year, and up 3 percent for the month of January versus December. Overall, total orders opened averaged 4,100 per day in the fourth quarter, with October at 4,600, November at 3,800, and December at 4,000. For the month of January, total orders opened were 4,800 per day, up 20 percent versus December. While we are pleased with our strong performance and profitability, we remain cautious as we have entered the first quarter of 2024 with historic low order volumes, which are expected to pressure industry margins much like last year. During 2023, we progressed from an adjusted pre-tax title margin of 10 percent in the first quarter to mid-teens in the middle of the year and tapering to 11.8 percent in the fourth quarter, which in aggregate produced a full year level of 13.7 percent. As always, we will manage our business to the trend in open orders to protect our profitability. We feel that we are well positioned for the current market and poised to benefit from a potential turn in the housing market should mortgage rates drop in 2024. Beyond the near-term pressures, we remain bullish on the mid- to long-term fundamentals of the real estate market. We will continue to develop and invest in technology, recruit top talent, and make strategic acquisitions, all while maintaining industry-leading margins. Over the past year, we have invested approximately $300 million in 10 acquisitions. Our in-ear platform is another area where we continue to invest. This is our industry-leading -to-end real estate experience platform, which is fully deployed across our residential business and integrated within our direct operations. Adoption of the platform has been strong, shown by the following highlights for 2023. Over 1 million agents, transaction coordinators, and consumers used in here to manage their transactions – up more than 50 percent over the prior year. Over 750,000 started in here opening packages were sent to consumers, with 64 percent completing these packages entirely online. Our title companies automatically published over 400,000 orders to in here, providing our customers with enhanced efficiency and transparency into their transactions. In here's performance throughout 2023 demonstrates its growing relevance and utility in the real estate sector. Its diverse offerings and accessibility through both web and mobile platforms make it a vital resource that significantly aids processing of residential transactions. We expect to add functionality and content to in here to further enhance the transaction experience of agents, transaction coordinators, and consumers, which in turn will create market growth and efficiency opportunities for F&F over the near and long term. Turning to our F&G business, we are pleased to see investor recognition of F&G's success as its market capitalization has increased from $2.4 billion at the time of the partial spinoff in December of 2022 to approximately $5.8 billion at the end of 2023. F&G has profitably grown its assets under management before flow and reinsurance to a record $56.3 billion at December and comprise nearly 30 percent of F&S adjusted net earnings for the full year 2023. We were also pleased to see the most recent rating agency recognition of F&G's success as AMBEST upgraded the financial strength ratings of F&G's primary operating companies to A from A- in January 2024, recognizing the financial strength and stability of F&G's as they successfully execute on their diversified growth strategy. Given the success that F&G has achieved, combined with the many opportunities to grow and expand the business, F&F's board made the decision to invest $250 million in F&G to take advantage of the current opportunity for growth. As announced on January 16, 2024, the independent special committees of both companies agreed on a mandatory convertible preferred security, which will provide F&G additional capital to accelerate growth of its retained AUM. With that, let me now turn the call over to Tony to review F&S's fourth quarter and full year financial performance and provide additional highlights.

Thank you, Mike. Starting with our consolidated results, we generated $3.4 billion in total revenue in the fourth quarter, and we reported a fourth quarter net loss of $69 million, including net recognized gains of $203 million versus a net loss of $5 million, including $118 million of net recognized losses in the fourth quarter of 2022. The title segment contributed net earnings of $228 million, the F&G segment had a net loss of $251 million, and the corporate segment had a net loss of $46 million. The net recognized gains and losses in each period are primarily due to -to-market accounting treatment of equity and preferred stock securities, whether the securities were disposed of in the quarter or continued to be held in our investment portfolio, excluding net recognized gains and losses, our total revenue was $3.2 billion, as compared with $2.7 billion in the fourth quarter of 2022. Adjusted net earnings were $204 million, or 75 cents per diluted share, compared with $274 million, or $1.01 per share for the fourth quarter of 2022. The title segment contributed $174 million, the F&G segment contributed $64 million, and the corporate segment had an adjusted net loss of $34 million. For the full year 2023, we saw strong performance for the title segment despite a difficult environment, as well as record growth for the F&G segment, which together generated solid profitability. Total revenue excluding gains and losses was $11.9 billion in the full year 2023, and reflects a 9% decrease from the full year 2022, primarily due to the decline in title order volumes. This generated $962 million in adjusted net earnings, a decrease of 35% from $1.5 billion in full year 2022. The title segment contributed $760 million, the F&G segment contributed $285 million, and the corporate segment had an adjusted net loss of $83 million. Turning to financial highlights specific to the title segment. Our title segment generated $1.7 billion in total revenue in the fourth quarter, excluding net recognized gains of $65 million, compared with $1.8 billion in the fourth quarter of 2022. Direct premiums decreased by 10% versus the fourth quarter of 2022. Agency premiums decreased by 13%, and escrow, title related and other fees decreased by 4% versus the prior year. Personnel costs decreased by 4%, and other operating expenses decreased by 10%. All in, the title business generated adjusted pretax title earnings of $198 million, compared with $227 million for the fourth quarter of 2022, and an .8% adjusted pretax title margin for the quarter, versus .3% in the prior year quarter. As Mike highlighted, excluding the one-time 50 basis point impact of the cybersecurity incident, our fourth quarter adjusted pretax title margin was .3% and in line with the prior year quarter. For the full year, the title business generated adjusted pretax title earnings of $964 million, compared with $1.6 billion for the full year 2022, and a .7% adjusted pretax title margin versus .7% in the full year 2022. Our title and corporate investment portfolio totaled $5 billion at December 31. Interest and investment income in the title and corporate segments of $103 million increased $3 million as compared with the prior year quarter, primarily due to higher income from cash and short-term investments, partially offset by lower income from our 1031 exchange business. Looking to 2024, we expect to generate interest and investment income of $95 to $100 million in each of the first two quarters, before falling to $75 to $85 million in the second half of the year, with anticipated Fed funds cuts

of $100 to $150 basis point. Our title claims paid of $64 million were

$14 million higher than our provision of $50 million for the fourth quarter. The carried reserve for title claim losses is approximately $70 million or .2% above the actuary central estimate. We continue to provide for title claims at .5% of total title premiums. Next, turning to financial highlights specific to the F&G segment. F&G hosted its earnings call earlier this morning and provided a thorough update, so I will focus on the key highlights of its quarterly and full-year performance. F&G reported record gross sales of $4.1 billion in the fourth quarter, a 52% increase from the fourth quarter of 2022, and $13.2 billion for the full year 2023, a 17% increase over the full year 2022, driven by record retail sales and robust institutional market sales. F&G's net sales retained were $2.5 billion in the fourth quarter and $9.2 billion for the full year 2023. Net sales reflect third-party flow reinsurance, which has increased from 50% to 90% of MIGA sales during 2023, as expected. F&G has successfully expanded from one to three high-quality and established flow reinsurance partners, which provides counterparty diversification, benefit, and more capacity. And the higher percentage of flow reinsurance, which provides a lower capital requirement on seeded new business, while allocating capital to the highest returning business, enhances cash flow, provides fee-based earnings, and is accretive to F&G's returns. F&G has profitably grown its retained assets under management to a record $49.5 billion at December 31st. AUM before flow reinsurance was $56.3 billion, adjusting for the approximately $7 billion of cumulative new business seeded and well ahead of our expectations at the time of acquisition. Adjusted net earnings for the F&G segment were $64 million in the fourth quarter. This includes alternative investment returns below our long-term expectations by $31 million, or 11 cents per share, and significant expense items of $16 million, or 6 cents per share. For the full year 2023, adjusted net earnings for the F&G segment were $285 million. This includes alternative investment returns below our long-term expectations by $130 million, or 48 cents per share, and significant expense

items of $43 million, or 16 cents per share. To bring it all together, F&G's consolidated adjusted

net earnings, excluding significant items in the F&G segment, were $251 million, or 92 cents per diluted share in the fourth quarter, and $1.1 billion, or $4.19 per diluted share for the full year. I will wrap up with a few thoughts on capital and liquidity. We remain focused on ensuring a balanced capital allocation strategy as we navigate the current environment. We held $886 million in cash and short-term liquid investments at the holding company level at December 31st, which has remained relatively steady over the course of the year despite the effect of market headwinds and historical low volumes in the title business. As a reminder, this year-end amount is prior to the $250 million investment made in F&G in January 2024. On February 16th, 2024, F&F and F&G each entered into amended and restated credit agreements. For F&F, this included an extension of the maturity of the facility from October 2025 to February 2029. For F&G, this included an increase to the size of the facility commitments to $750 million from $665 million and extended the maturity of the facility by two years to November 2027, thereby enhancing our liquidity profile and financial flexibility. F&G's outstanding balance is $365 million, which reflects a $150 million pay down in the fourth quarter. F&F's consolidated debt was $3.9 billion on December 31st, up approximately $200 million from the preceding quarter due to F&G's senior note issuance and partial revolver pay down in December. As a result, F&F's consolidated debt to capitalization ratio, excluding AOCI, was .9% as of December 31st. This is in line with our long-term target range of 20-30%, and we expect that our balance sheet will naturally delever as a result of growth in shareholders' equity, excluding AOCI. Going forward, our consolidated annual interest expense on debt outstanding is approximately $200 million, comprised of $80 million for F&F's holding company debt and $120 million for F&G segment debt. Following our record level of share repurchases in 2021 and 2022 at a total combined cost of $1 billion, we prudently moderated our repurchase volume in 2023 to preserve financial flexibility through the multi-decade low volumes of this market cycle. Therefore, there were no share repurchases in the fourth quarter and only $4 million of share repurchases in 2023. During the fourth quarter, we paid common dividends of $0.48 per share for a total of $133 million. We continue to view our current annual common dividend of approximately $525 million as sustainable. This concludes our prepared

remarks, and let me now turn the call back to our operator for questions.

Thank you. We will now conduct our question and answer session. If you would like to ask a question, please press star 1 on your telephone keypad. A confirmation tone will indicate that your line is in the question queue. You may press star 2 if you would like to remove your question from the queue. For participants using speaker equipment, it may be necessary to pick up your handset before pressing the star keys. One moment

please while we poll for questions. Our first question comes

from Boza George with KBW. Please state your question.

Good afternoon. The first question is just on the margin expectations. I know you don't really discuss that sort of guidance, but when we think about 2024, assuming volumes are up only modestly and investment income down a little bit based on your guidance, any reason to think the margin should be up very much or sort of in the same ballpark as 2023?

Yeah, Boza, it's Mike, and good afternoon. I would say cautious to margins, particularly in the first quarter, probably looks a lot like last year, given the inventory volumes in the fourth quarter are lower. We do have maybe a little bit of a lower expense base that helps, but pretty cautious to the first quarter

and a

bit more optimistic as we move through the year. Encouraged by the increase in resale open orders in January up 7% over last year and the sequential improvement, I think lines up well for maybe a modestly better purchase environment as we go through 2024, but the real difference maker will just be what happens to rates. If we get better rates as we go through the year, particularly in the second half, I think there's some upside to margins there. When you think about refi was up sequentially 15% in January, and that was really driven by the modest decrease in rates that we saw kind of in the back half of December, I guess. It's really going to be about the rates, but I think there is some potential for modestly better margins as we go through the year.

Boza, maybe I'll just add on that. You mentioned the guidance on investment income, and that guidance really assumes that rates come down. When we got to the back half of the year in the 75 to 85 million dollar investment income number, that does assume at least 100 basis points of reduction. If that happens, then the title business is doing a lot better, and so I think they still hold those margins.

Yeah, that makes sense. Thanks. Then just actually on the corporate segment, it looked like the loss was a little higher than usual on the quarterly numbers. What's sort of a reasonable number to model for that segment?

Yeah, the way I would look at it is more your adjusted pre-tax. I think for the fourth quarter it was 22 million dollar loss versus 20 million in the third quarter, and roughly that in the fourth quarter of the prior year. What you're seeing is a couple items in there that we've carved out of normal earnings. One was 10 million dollars related to the cybersecurity event, and another item was an 8 million dollar charge we took to terminate an old frozen pension plan that dates back more than 20 years. That was 18 million dollars, but again you carve that out. You're also seeing, if you're looking at the bottom line, some noise in the tax rate. We had a little movement around with valuation allowances really throughout the year, either going up or going down depending on the market. The tax rate may be confusing it a little bit as well.

Okay, great. Thanks.

Thank you. Our next question comes from Mark DeVries with Deutsche Bank. Please state your question.

Yeah, thank you. I was hoping you could give us some more detailed thoughts on why was the board thought the new 250 million dollar investment in FG was the best use of capital here? Could you also just update us on your thoughts on prioritization for capital going forward?

Yeah, Mark, maybe I'll start. Others can jump in as well. In terms of the 250 million dollars, I think we may have stated this in the last call or maybe it wasn't part of it. I don't remember if we had announced it at that point, but it was really the board looking at the performance of FG since really the date of acquisition back in June of 2020, the strong leadership, the performance, the growth in assets and thought we have an opportunity here to continue to grow the asset base and retain those assets or we have reinsurance partners where we could utilize that and not keep as much of those assets. I think the board thought, well, we have almost a billion dollars in Holt Co. cash and 250 million dollars was a reasonable investment, especially if you can get a 7% or roughly 7% return on that over a three-year period and get that back in equity at the end. I think it was just another investment, if you will, or validation of, hey, we really like what's going on at F&G and we want to continue to invest in that and keep more of those assets. F&G, as you know, is generating about 30% of our adjusted net earnings and the thesis that we started with, rates go up, FG outperforms, title underperforms and that's pretty much played out. We see true value creation in that investment and so I think it made a lot of sense. Just touching on capital allocation, I think we talked about it a little bit in the prepared remarks, but it's the dividend at $525 million annually, it's M&A, it's the dividend at $525 million of -$300 million, just normal course, absent some significant deal. I think we would expect to spend that. Not all of that shows up, that's Holt Co. cash spent, some of that is done at the subsidiary level, but you can assume that -$300 million is sort of our run rate. Buybacks, as you probably know, we took $2,023 off in terms of being in the market for buybacks, as we just wanted to see how this title business plays out, how the macro environment goes, how our cost cutting goes. I think it's all gone well from an expense management standpoint, but we're still at historical lows in terms of volumes and so we're taking a look and that's why you didn't see any buyback activity there. Then, just finally, I think on the debt side of things, we feel very comfortable. Other than the revolver, which we had coming due, I think in 2025, we don't have any debt coming due. Now that we've extended that revolver to 2029, I think we're in really good shape from a debt standpoint.

Okay, that's really helpful. Then, am I right in thinking that the board's conclusion that FG is a good place to deploy capital today is completely independent of any views they may have on whether holding FG inside of FNF is the most efficient place for those shares to ultimately reside? Could you just remind us on when the five-year anniversary is on the acquisition of FG?

Yeah, the five-year anniversary is June of 2025. That's the point where we're at the point where we could spend, as long as we own at least 80% of the company, which we do, we own 85% of the company, we could spend that to our FNF shareholders tax-free. That is a date that people have certainly referenced and we've answered the question. I do believe to your first comment or statement, and Mike and Chris can weigh in as well, I do believe that these are independent decisions. I think at this point, the board likes the investment and wants to continue to grow this asset and create value, but I don't think it's a statement around what we might ultimately do or not do with the asset going forward. I think that's probably all I can say now unless others want to make a comment.

I would just agree with Tony that those are independent considerations and really focused on the growth opportunities. The growth has been tremendous, doubling assets in three years and the expansion in channels to sell has been incredible. We want to take advantage of that.

Okay, that makes a lot of sense. Thanks, guys.

Thanks,

Mark.

Our next question comes from Soham Bansal with BTIG. Please state

your question. Hey, guys. Hope you're doing well. Just to follow up on that last question, I guess from your point of view, is there any concern around if we do enter a lower rate environment, how that potentially affects FG's performance in that scenario and it is growing as a part of your business? Or is the view that, hey, look, rates go down, maybe FG earnings do decline a little bit, but they will get it back on the title side? I just wanted to get your thoughts there.

Chris, do you want to maybe weigh in on your thoughts around FG's performance if interest rates come down?

Yeah, happy to do that. I guess the first comment I would make is we've grown earnings consistently and the tenure has been anywhere from 39 basis points to peaking over 5% and we've just consistently grown earnings throughout that period. Clearly, in a rising rate environment, it's easier for us to get extra spread. I would say we get outsized earnings, but that does not imply that we would even necessarily see a decline in earnings. As long as we continue to grow AUM, it might not be the windfall that it feels like right now with wind at the back, but we're pretty proud of our ability to deliver pretty consistent earnings. I think that's probably an underappreciated part of the F&F stock is the positive impact probably to title when rates come down and we wouldn't expect a significant drop off on the FG side. The others we did announce on our FG earnings call this morning that we've hedged now out about half of our floating rate exposure. That would be the one place where we would feel it relatively quickly, but I'd also remind you a good portion of our in-force, we get to readjust pricing and margins every single year so we can adapt to interest rates in either direction. And so, Hamitz, Mike, I would just add then that we would welcome a lower rate environment given that we don't think it's a significant impact on FG and it would be a significant positive impact on the title business.

Okay, great. And then Tony, when I'm looking at the residential fee per file, it was up mid-teens this quarter, so much stronger than where HPA is today. I mean, I guess what's going on there? And then on the national commercial side, it looks like fee per file was up low in the double digits as well. And that just sort of goes against sort of what we're seeing in the market. So I just want to get your thoughts on those two items.

Yeah, so what I have in front of me here, and maybe I need to double check it, but I show that our purchase fee per file was about $3350, $3,350 up against about $3180 in the finance side. And keep in mind, refinance is very negligible at this point, about 5% of total direct revenue. But nonetheless, the refinance fee per file, $1,289 basically, $1,289 versus $1,226, so up about 5%. So I don't know, that blended to me, residential, is 5% or 6%, which I think holds up relative to what the market would show overall. In terms of the commercial, yeah, I don't know. I think that's probably more a mix deal. I think we tend to have larger deals in Q4. Mike, I don't know if you have any thoughts on the commercial fee per file and why it was up. Yeah,

on the commercial, and you're right, Saul, it was significantly higher in the fourth quarter versus a pretty good number in the fourth quarter last year. It was heavily influenced by a couple of really large transactions that we had. So I would expect that number to reconcile to more normal as we move through Q24.

Okay, great. And then just quick last one. Mike, are you guys seeing any sort of fallout from just the cybersecurity impact? We're hearing some potential diversification. Just wanted to get your thoughts on the market there.

Yeah, I really don't see that. I think the impact has been with customers negligible. I personally talked to a number of large customers who have given no indication that there's any concerns. And I'm not really expecting so many impact from long-term customer relationships.

Okay, great. Thanks a lot, guys.

Our next question comes from John Campbell with Stevens. Please state your question.

Hey, guys. Hey, John. Hey, John.

Mr. Campbell, press star one on your phone again. Looks like you're

not in the queue anymore. Just one moment, please. Go ahead, Mr. Campbell.

Okay. Hey, guys. I wanted to revisit the M&A commentary. You guys mentioned $300 million over 10 acquisitions last year. Hoping you can maybe help with the phasing of those deals, maybe roughly what portion of the year you captured those, and then also if you could help with the sizing of the all-in contribution and maybe how much that's influencing your direct order count.

Yeah, I'll start. Mike can probably touch on it as well. So a lot of that, frankly, was January 1st because I think the Property Insight deal was $200-ish, and that happened at the very beginning of the year. And then I think things slowed down a bit and then picked up maybe in the latter part of the year. And so a lot of the deals were smaller, not large title agent acquisitions, and so from an order count standpoint, not significant. But keep in mind it was kind of a strange year where there's a lot of price discovery out there in terms of trying to figure out what the right price is to buy and, of course, for the sellers to figure out if they can afford to sell when their businesses are clearly off the peak. And so I think that I would expect more activity in 2024 than 2023 in terms of title agent M&A. Mike, do you want to address that?

Yeah, I would agree. Obviously the dollar amount heavily weighted by the Title Point deal. I'm looking at the list of acquisitions, about half for the first half and half in the second, half of the year at 23. Probably modest impact on order counts, but I don't have a number to give you, John, as to how much it impacted order counts.

Okay. And I felt that I recognized the earlier year acquisition that was the size of it. So it seems like it's pretty immaterial just tucking acquisitions across agencies. So that was what I was looking for. On the cybersecurity incident, I want to touch on maybe two items there. So first on the November orders obviously affected. December jumped pretty sharply. I think your open orders were up 15% or so on purchase. How much of that was stemming from a push out and order activity? Is there any way to size that up?

I think it's difficult to say with certainty, but as we looked at the two months, it looks like particularly when you get out of the centralized world, because it's different there because you have these electronic connections with your customers and they kind of turn them off when you have a security event. But I would agree with you. Our November open orders were off about 10% expectation and that kind of lines up with the couple of days where we were really restricted from taking orders. And then December, to your point, was up 15 and I think that was definitely higher than expectation. So I really feel like the business that didn't happen in November, we just picked up in December. And when we looked at our revenues kind of on a per day basis, the last couple of days in November into December, I think we were just really picking up those closings. And I think it speaks to the great work that our field employees did to work with individual customers and move transactions off of a couple of days to the next couple of days and maybe into the next week. So I think that's why we say the impact was very, very minimal. And I think customers worked with us very well in dealing with the event.

Yeah, that's great to hear. And then just moving down to the closing or the closed orders in December, I mean, if I look at the closing ratio, it was way, way below kind of what you've seen historically. I guess the question here is, do you think, would you expect a higher closing ratio in January as you push some of that, I'm guessing it was probably capacity issues, but maybe a higher closing ratio in January as you catch back up on those orders?

I'd have to go back and look at those numbers, John, to give you a better answer. I would say when we look at the full year in 23, closing ratios were probably lower than historical averages. And I think that's driven by obviously the rate environment. I would expect as we normalize potentially into the back end of 24 and beyond, that closing ratio should improve overall. I would say the same for commercial.

Okay, got it. If I could squeeze in one more, I've gotten questions about the growing your light position. So maybe if you could talk to that and then also the rationale behind that investment.

The light position, is that what you asked?

Yes.

Yeah, I don't think we've grown the light position much. If we have, I think it's been pretty negligible. It hasn't crossed my radar, so I'd have to double check and get back to that.

Okay,

sounds

good. Thanks, guys. Thanks, John. Thank you. And a reminder to the audience, if you'd like to ask a question at this time, press star one on your telephone keypad. To remove yourself from the queue, press star two. Our next question comes from Mark Hughes with Truist Securities. Please state your question. Yeah, thank you.

Was the $8 million frozen pension adjustment, was that adjustment in the expenses? No, it was adjusted out for your earnings number, or was that still included in the expenses?

No, it was, Mark. It was adjusted out, yes.

Okay, all right. Very good. And then in here, you talked about a million contacts of 50%. What is the penetration now at that point, if you've got a million folks that are using it, what is the opportunity for that to continue to grow and have an impact on expenses or revenue?

I think, it's Mike, Mark, I think the potential for it to continue to grow is significant. From a real estate agent transaction coordinator standpoint, I think there's still a lot of potential there. I think there's a lot of potential there. The consumer number is driven more just by the marketplace. So as more transactions occur, rates come down and more transactions occur, we'll send out more packages to consumers and more consumers will engage with us on it. And the numbers are actually suppressed given the lack of money that we have. I think that's a good example of how the market is going to be in the lower market. So maybe a long-winded answer to say, I think there's still quite a bit of potential.

Yeah. Thank you very much. Thanks, Mark.

Thank you. And this will conclude our question and answer session. I will now turn the conference back over to CEO Mike Nolan for closing remarks.

Thank you. We are proud of our very strong performance in 2023. We remain well positioned to navigate the market cycle and are continuing to build and expand our title business for the long term. Likewise, F&G's opportunities are compelling with many prospects ahead to drive asset growth, deliver margin expansion, and generate accretive returns. Thanks for your time this morning. We appreciate your interest in F&F and look forward to updating you on our first quarter earnings call.

Thank you for attending today's presentation and the conference call has concluded. You may now disconnect.