OppFi Inc.

Good afternoon and welcome to OpFi's fourth quarter 2022 earnings conference call. All participants are in a listen-only mode. As a reminder, this conference call is being recorded. After management's presentation, there will be a question and answer session. Participants can submit questions at any time by either emailing investors at opfi.com or utilizing the ask a question feature on this live webcast. And for those listening by dial-in, you will be prompted to enter the queue after the prepared remarks. And it is now my pleasure to introduce your host, Sean Smolarz, Head of Investor Relations. Thank you, sir. You may begin.

Thank you, operator. Good afternoon. On today's call are Todd Schwartz, Chief Executive Officer and Executive Chairman, and Pam Johnson, Chief Financial Officer. Our fourth quarter 2022 earnings press release and supplemental presentation can be found at investors.com. During this call, OPFI will discuss certain forward-looking information. These forward-looking statements are based on assumptions and assessments made by OPFI's management in light of their experience and assessment of historical trends, current conditions, expected future developments, and other factors they believe to be appropriate. Any forward-looking statements made during this call are made as of today, and OPFI undertakes no duty to update or revise any such statement, whether as a result of new information, future events, or otherwise. Important factors that could cause actual results, developments, and business decisions to differ materially from forward-looking statements are described in the company's filings with the Securities and Exchange Commission including the sections entitled Risk Factors. In today's remarks by management, the company will discuss certain non-GAAP financial metrics. A reconciliation of these non-GAAP financial measures to the most comparable GAAP measures can be found in the earnings press release issued earlier this afternoon. This call is being webcast live and will be available for replay on our website. I would now like to turn the call over to Todd Schwartz.

Thanks, Sean, and good afternoon, everyone. We're excited to begin 2023, and we believe our business continues to stabilize and strengthen. As founder of OpFi, I returned as CEO a year ago and immediately took steps to enhance our leadership team as well as talent in key roles throughout the company. While the macro environment in 2022 was challenging in many ways, We persevered with resiliency, focus, and a relentless emphasis on improvement. As a result, despite significant economic headwinds, including a 40-year peak in inflation, we delivered record net originations, total revenue, and ending receivables for the full year. As a result, we achieved our eighth consecutive year of profitability, exceeding our profitability guidance for 2022. Although challenging at the time, we embrace the learnings from 2022 as they provide a distinctive competitive advantage. We believe that embedding these learnings into our operating processes going forward enhance our ability to deliver a stable, profitable platform across economic cycles. We are optimistic about 2023 while remaining mindful of the continuation of an uncertain macroeconomic environment The experiences of 2022, coupled with our 10-year business history, give us the confidence that we can control our success by balancing Originations growth, overall risk, and expenses. Pam will review our fourth quarter and full year results in detail, as well as discuss guidance for Q1 and full year 2023. Before she does, I will cover four topics. One, Some highlights from our Q4 and full year 2022 financial performance. Two, an update on strategic business initiatives for 2023. Three, our macroeconomic outlook and quarter-to-date business trends. And four, our long-term growth strategy. Our fourth quarter results were driven by credit performance and operational leverage through expense reductions. This enabled us to beat the top end of our full year guidance for adjusted net income. The key highlights for the full year compared to the previous year included 27% growth in net originations to $758 million, 19% growth in ending receivables to $403 million, 29% growth in total revenue to $453 million, net income of $3.3 million, and adjusted net income of $5 million. We also successfully improved our marketing and operating cost efficiencies in 2022, as demonstrated by the 20% decrease in marketing costs per new funded loan and the 13% improvement in operating expenses as a percentage of total revenue, excluding interest, expense, add-backs, and one times. In addition, our Net Promoter Score, or NPS, was 82 for 2022. We believe that maintaining an 80-plus NPS score demonstrates the value and quality of OpFi's platform in different operating environments, and even more so when there are elevated charge-offs and challenging macro conditions. Turning to our fourth quarter summary, on a year-over-year basis, total revenue increased by 25% to $120 million. Net loss was $5.2 million, and adjusted net loss was $2.8 million. Our improved efficiency trends continued in the fourth quarter, with a 25% decrease in marketing costs per new funded loan and a 23% improvement in operating expenses as a percentage of total revenue, excluding interest expense, ad backs, and one times. One of the other highlights in the fourth quarter was the closing of a $150 million credit facility with Castle Lake. The addition of Castle Lake to our existing stable of funding sources has already helped fuel profitable growth and demonstrates that OPFI can continue to attract funding, even in challenging market conditions. We're excited to have a new financial partner and look forward to continuing to grow with them. Now I'd like to provide progress updates on some of our core strategic initiatives that we expect to drive our 2023 financial performance. Last year, the most significant adjustments to credit models were made in the company's history. In the fourth quarter, the first payment default rate continued to improve, which we think bodes well for performance later in 2023. The vintage level metric is generally a leading indicator for the net charge-off rate. In the fourth quarter, the first payment default rate for new customers continued to move closer to pre-pandemic levels. having been down 29% from the second quarter before credit adjustments were made. For existing customers on refinance loans, the first payment default rate was down 11% from the second quarter. In the fourth quarter, delinquency rates across the portfolio began to improve. The total past due rate decreased 7% from the end of the third quarter, and we've experienced further improvement so far in the first quarter. These improvements provide us with the confidence that the net charge-off rate will improve later this year as better-performing new and refinanced loans comprise a larger mix of the portfolio and older non-performing loans cycle out. The focus remains on continuous improvement to credit models, specifically by utilizing technology, data sources, and additional attributes to enhance the accuracy and manage risk for the underwriting platforms. This year, we're also very focused on enhancing our platform differentiation. Key marketing initiatives include exploring new partners and channels, improving search engine optimization, as well as making direct mail and email more compelling and efficient. We're also working towards building upon our 66% increase in referrals that we experienced last year. From a product perspective, we're continuing to introduce and communicate to customers new features such as same-day funding in collaboration with our bank partners, as well as enhancements to our self-service payment portal. Our renewed values-based collection strategy continues to be accretive to our business, yielding increased payments and lowering our net charge-off rate. Additionally, recoveries of previously charged-off loan balances grew by 26% year-over-year. We expect this area to further contribute to our earnings rebound this year. 2022 was a strong year from an expense leverage perspective, as revenue grows substantially outpaced operating expenses. This year, we remain focused on realizing more expense efficiencies by focusing on technology and operational initiatives. I'd now like to spend a couple minutes discussing our current macroeconomic view, as well as some current business trends for the first quarter. We're encouraged by recent economic reports indicating that inflation is decelerating and that for some categories, such as used vehicles, prices are falling. The employment market continues to be strong as the overall unemployment rate remains low at 3.6%. These trends are helpful for middle class consumers, which is our addressable market. Pam will detail our Q1 and full year 2023 guidance However, I will say that we are encouraged by our quarter-to-date trends, which we think set us up nicely for a significant rebound in full-year adjusted net income. With that said, we expect profitability to be skewed to the second half of the year as Q2 will be partially impacted by loan vintages from last year before credit adjustments were made. Now, I'd like to take a step back and provide an update on our long-term growth strategy to accelerate profitable growth. In addition to our plans to drive core product volume growth and expand our partnerships to serve more consumers, we're expanding our focus on corporate development. In our view, this is the best way for us to diversify the business. During our 10-year history, OpFi has generated significant brand equity across a core set of attributes, credit access and choice, transparency, value, and market-leading customer experience driven by technological innovation. We believe these same attributes would have significant synergy and create incremental value with platforms or assets in adjacent customer or product categories. We think by bringing such platforms or assets under the OpFi umbrella, we could drive scale and diversification in a manner that strategically leverages our core competencies. For investors, our long-term goal is to deliver sustainable earnings per share growth that is consistently among the highest in our industry. We're confident that we're on the right path to achieving this vision. Before I turn it over to Pam, I want to reiterate that we are optimistic about 2023, given continued strong origination demand and improved credit performance. With our positive outlook and confidence in the business, My family and I purchased OpFi shares in the open market during the fourth quarter open trading window. We intend to continue purchasing shares in the open trading windows when we believe the market price does not reflect its long-term intrinsic value. With that, I'll turn the call over to Pam.

Thanks, Todd, and good afternoon, everyone. We are very pleased to have achieved our eighth consecutive year of profitability. with record net originations, total revenue, and ending receivables. In addition, we exceeded all of our full-year 2022 guidance metrics that we reiterated in our third quarter earnings release, total revenue, operating expenses as a percentage of total revenue, excluding interest expense, add-backs, and one-time items, and adjusted profitability. For 2022, adjusted net income was $5 million, resulting in adjusted earnings per share of 6 cents. Total revenue increased 29% to $453 million, while net originations were up 27% year over year to $758 million, driving a 19% increase and ending receivables to $403 million. Adjusted EBITDA was $54 million. For the fourth quarter, total revenue increased 25.1% to $120 million, despite net originations of $187 million, which was the same as the year-ago period. This reflects the credit adjustments made in the third quarter. From a mixed perspective, in the fourth quarter, approximately 54% of originations were to existing customers for refinance loans. On an absolute basis, new customer loan originations for the quarter decreased by 10% year over year, due in part to the credit adjustments implemented in the third quarter, while existing customer loan originations increased by 10%. We're very pleased that new originations for the lowest credit risk tier increased by 328% year over year. We accomplished this with strategic marketing initiatives, including adjusted our filter criteria with key digital marketing partners, as well as moving up market with our direct mail campaign. Our annualized net charge-off rate as percentage of average receivables was 71% for the fourth quarter of 2022, compared to 53.2% for the prior year quarter. As a percentage of revenue, the annualized net charge-off rate was 59.8% compared to 43.2% last year. Given the steadily improving early delinquency rate performance at the vintage and portfolio levels, we believe that the net charge-off rate peaked in the fourth quarter and will begin to improve with our first quarter results this year. Turning to expenses, operating expenses for the fourth quarter, excluding interest expense, add-backs, and one-time items, totaled $42.2 million, or 35.1% of total revenue, compared to $43.9 million, or 45.8% of revenue for the fourth quarter of 2021. The year-over-year decrease was primarily driven by lower direct marketing spend due to lower costs per funded loan and increased efficiency through headcount reduction. Adjusted EBITDA totaled $9.9 million for the fourth quarter, compared to $20.4 million in the prior year quarter, as higher revenues and relatively lower expenses were more than offset by increased net charge-offs. Interest expense for the fourth quarter totaled $10.7 million, or 8.9% of total revenue, compared to $6.9 million, or 7.1% of total revenue in the same period a year ago. The year-over-year increase was due to higher interest rates on our credit facilities utilized to fund Origination's growth. Adjusted net loss was $2.8 million for the fourth quarter compared to adjusted net income $11.4 million for the comparable period last year. This loss was smaller than anticipated by our full-year guidance due to the credit performance. For the three months ended December 31, 2022, OPFI had 14.6 million weighted average diluted shares outstanding. Since this period resulted in an adjusted loss, The basic and diluted share counts were the same, as they both exclude dilutive securities. Adjusted net loss for the fourth quarter was 19 cents per share. As a reminder, our shares of Class B common stock that are exchangeable into shares of Class A common stock as a result of our up-sea structure are excluded from the diluted shares calculation in any period in which OPFI reports a loss because the inclusion would be anti-dilutive. Our balance sheet remains healthy with cash, cash equivalents and restricted cash of $49.6 million, total debt of $347.1 million, gross receivables of $457.3 million, and equity of $159.1 million as of quarter end. We believe we have ample liquidity available to support our future growth plans with $532.2 million in total funding capacity at the end of 2022. During the fourth quarter, OpFi did not have any activity under its share repurchase authorization. For the year, the company repurchased approximately 704,000 shares for $2.4 million at an average price of $3.47 per share. Turning now to our outlook. For full year 2023, we are providing guidance for total revenue of $500 million to $520 million, which implies growth of 10% to 15% year over year. We expect adjusted net income of 22 million to 28 million. Based on an anticipated diluted weighted average share count of 84.3 million, adjusted diluted earnings per share would be between 26 cents and 33 cents. For the first quarter, we expect to be approximately break-even on an adjusted basis. Quarter to date, we have managed the business with a tighter balance of growth and risk. In addition, we expect our net charge-off rate to improve sequentially, from the fourth quarter while remaining elevated. The net charge off rate remains elevated due to the dynamic of poor performing loans cycling out of the portfolio and our conservative approach to growth at the beginning of the year. Beginning in the second quarter, we expect to return to quarterly profitability with a gradual acceleration during the remainder of the year as credit continues to strengthen based on adjustments made last year and a customer mix that is shifting to our lowest risk tiers. The improvements in the first payment default rate and total portfolio delinquency rate provide us confidence that the net charge-off rate will decrease as the year progresses. With that, we would now like to turn the call over to the operator for Q&A. Operator?

Thank you. We will now be conducting a 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 that question from the queue. And 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. And the first question comes from the line of Mike Grandal with Northland Securities. Please proceed with your question.

Hey, thanks, guys. The first question, could you kind of just talk about the yield environment that you're seeing? Are you seeing any compression there? And then secondly, just sort of what's the one or two main attributes that you're seeing that give you some comfort that charge-offs peaked in 4Q?

Yeah. Good question. Just to clarify it, though, when you say yield compression, can you be more specific so I answer your question correctly?

Yeah. I mean, I guess I'm just saying, what are the yields you're offering in the market? And have you had to lower those or are those compressing at all? I mean, I don't know that they are, but that's what I'm asking.

Yeah, pricing. So the answer is no. I mean... You know, there's been some favorability there. I think Pam had mentioned this, but we are currently, you know, on behalf of the bank partners originating the highest percentage of low-risk customers that we've seen. Part of this is macroeconomic situation that's going on in the country where we're seeing significant tightening still going on above us. And obviously with the banks right now, you know, that's going to exacerbate it. But also due to our marketing team and our funneling, we've been able to find new pockets and be able to go after growth in those areas. So the attribution of it is a little bit of both.

Got it. And then I guess the one or two attributes you're seeing that make you believe net charge-offs have peaked,

Well, listen, I think there's uncertainty in the macroeconomic environment for different swaths of customers. In particular, to our customer, I said it many times last year, spike high inflation is probably the most painful for our customers, which peaked in last year. And we think it peaked in fourth quarter. We usually kind of, the way we look at things is when loans are originated, usually six months after is kind of when we would see the spike in charge-offs. But for our customers specifically, we've seen significant improvement. Customers that we lend to, the middle-income consumers, they have changed their behaviors. We're pretty sure of it. They've been able to adapt to the high-priced environment. And when things changed, they were kind of in shock and people had to adjust their lifestyles. But what's happened now is people have done that. And we've been able to see significant improvement in our FPD rates and total DQ rate. Also, the other thing I'll say is unemployment, right? So unemployment remaining low has been very beneficial for our customers. Our customers are gainfully employed, and that has been something that we kind of forecasted to tick up. And I think everyone has been surprised with how unemployment has stayed so low.

Got it. And maybe I'll just ask one more. But historically, I thought your collection strategy was pretty hands-off. And it sounds like you're kind of leaning into collections a little bit. You said something about recoveries were being up 26% year over year. One, could you just kind of describe that collection strategy? And two... What's the dollar amount associated with up 26%? Like, what were recoveries last year and this year?

Yeah, well, I can pull the number for you while I'm talking, but we're going to pull it for you. But, you know, it's interesting you say that. So OPFI has never been an aggressive, you know, collector, you know, of debt. You know, we have always, you know, been a humanistic company. you know, value based recovery strategy where we treat people with dignity and respect. And we've continued to do that. But that doesn't mean that product features like a portal, a self-service payment portal for settlement offers, for collecting on people's loans and making it easier for customers to pay with, you know, more debit card integrations and abilities to pay is really where we're seeing a lot of the pickup, right? And so how we treat our customers and our thoughts around that, they're never going to be aggressive, but we do make sure that we give customers options, and we're prudent on follow-ups and settlement offers to make sure that we're successful.

Got it. Thank you.

You know, Pam has pulled the numbers. I think you had a question on the increase.

Sure. Mike, we had about $12 million in recoveries in 2021, and we had over $15 million in 2022. Got it.

Okay. Hey, thank you.

And as a reminder, if you would like to ask a question, please press star 1 on your telephone keypad. A confirmation bell will indicate that your line is in the queue. If a participant is using speaker equipment, it may be necessary to pick up your handset before pressing the star keys. Our next question comes from the line of David Scharf with JMP Securities. Please proceed with your question.

David Scharf, JMP Securities Good afternoon. Thanks for taking my questions. I had a few I wanted to touch on. One is somewhat guidance related. You know, we obviously got good color from you directionally on the expected pace of losses given the credit tightening mid-year last year and how those run off. Can you give us a sense for how to frame what you think of as a normalized loss rate? I mean, obviously 2021 was depressed based on stimulus, late 2022, is elevated based on some of those vintages that were originated with neobanks and other sources you know where should we be ending this year if we should think of the end of 23 as a more normalized level yeah you know it's a good question and i'll take the first question of the target of what historically you know alpha has been around 10 years now you know we've achieved uh you know mid

to mid-30s percentage of revenue. That has historically been where the business operates very efficiently and where we've had it. I think, you know, that obviously spiked this year, but our goal is to get that back down into the mid-30s, you know, in a normalized environment. I think this year, you know, we still have a little bit flowing through in the first quarter. Obviously, we're optimistic on what we're seeing on that front. and feel really, really good. But we are still dealing with some of that, but feel like we're going to make significant progress if things continue the way they're looking as far as our early indicators.

Got it. Understood. Todd, I also wanted to just dig a little more into some of the strategic initiatives you were talking about. You know, specifically, you know, you made reference to sort of product and asset adjacencies. And, you know, I guess I'll just play devil's advocate for a moment. I mean, you know, historically, the equity markets haven't been very kind to consumer lenders that have sort of you know, branched out very often, expanding their products, you know, under the guise of, you know, there's a lot of different ways to serve our existing customer, even if well-founded, you know, very often sticking to the knitting strategy has been rewarded, you know, mostly. Can you talk about just given where your market share is now, the opportunity in front of you and just your core lending business, you know, maybe what the thought process is about expanding corporate development activities as opposed to just kind of staying focused on the core product?

Yeah, so to be clear, I mean, the focus is the core. You know, that is the focus. And we think there's a lot of growth and opportunity, you know, just in our core business. And we can do that. I do think, though, you know, as we look to the future, like the current environment, right, is actually starting to get more active. Whereas like two years ago, everything was so overvalued and there was really no value in our ability to really find value. There are some specific verticals we've identified that are pretty sizable, addressable markets that there is a profitable growth that we think matched up with our consumer business and our brand equity and our skill set could not only drive future net income growth for the business, but also it's a diversification away from our core business, which gives people comfort that there's new revenue and profit streams. And we feel like in this environment, maybe it's a little premature now, but we feel like coming, there's going to be accretive acquisitions out there And that can definitely help us kind of with our long-term vision and story. And so we're starting to, you know, last year was kind of all getting the business stabilized. We focused on balance sheet. We focused on really targeting those high-risk customers. And we're going to continue to do that. That is the priority this year, to make it really clear. But we think that there is going to be some opportunity coming in this economy with some of the dislocation that we're seeing today. And, you know, listen, I... And, yeah, that's what I'll say on that.

Okay, no, understood. And then maybe just lastly, I guess, you know, in today's environment, particularly the news flow in the last couple weeks, kind of be remiss if I didn't ask, you know, just, you know, the relative stability of deposits and otherwise, your bank partners, you know, particularly, you know, your leading partner. Anything you can comment there?

Yeah, I'll take that one, David. We're not exposed to any losses from Silicon Valley Bank or Signature. You have really good, strong relationships with some very strong banks and really have concentrated our deposits and our banking relationships with those two strong players.

Got it. Got it. And actually, and also Pam, I guess, you know, what I was really referring to is just kind of the relative, you know, fin wise and the banks that you partner with to be the, you know, lender of, you know, the original, the actual originator, whether there's anything that they've been impacted at all.

Yeah.

I'm not aware of anything.

Yeah. I don't have a crystal ball. Like what's going to happen to the whole, you know, regional and small banks in this environment. It's, I think we're all kind of waiting and seeing there. I do feel that the guaranteeing of deposits, you know, by the Fed and the FDIC was the right move to prevent, you know, run on regionals from just the overall standpoint. That's how I feel about it. However, we have no knowledge, and we've checked in with all our bank partners and all our partners and have no exposure, you know, to SBB or signature.

Got it. Great. Thank you very much.

And as a reminder, if you would like to ask a question, please press star and then one on your telephone keypad. A confirmation tone will indicate that your line is in the question queue. You may press star too if you would like to remove any question from the queue. And 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 any questions. And our next question comes from the line of Chris Brendler with DA Davidson. Please proceed with your question.

Hi, thanks. Good afternoon, guys. I just wanted to drill in a little bit more on the credit picture just because, you know, given the fair value accounting, it's kind of a little more difficult to see some of the trends you're talking about. Can you just give us a little more color, if possible, on, you know, dealing with the trends into the first quarter that have given you sort of the confidence? And it sounded like from the fair value marks slide that maybe the back book was causing some of the elevated charge offs in the fourth quarter. And therefore, that's why things are getting better because the back book is running off. Any more color there would be great. Thanks.

Yeah. I mean, specifically, we're looking at early indicators. We have a lot of history from the 10 years of operating that our level of confidence in our early indicators, and similarly in July when we made one of the largest credit adjustments in the company history, we kind of used early indicators to determine future forecasts and profitability and gross charge-offs. You know, our early indicators are very favorable. Obviously, you know, we do realize the environment right now is a little volatility out there in the economy, but we feel really good that the credit adjustments that we've tested into, made, and now, you know, fully deployed and continue to refine and improve were the right ones. And, you know, our level of confidence is growing, you know, as the year goes on.

Okay, great. That's helpful. I just wanted to ask also on the front end of the business, the competitive environment. I remember when you guys first came public, it was a very strange macro environment where demand was artificially low, and I assume that's changed dramatically in the last 18 months. But I think as you look at it in 23, it feels like OpFi should be in a good spot from a competition perspective. Probably more loan volume they can handle, but just given... the offset of what's happening on the credit front. How do you balance those two and what does that mean from a net basis on the origination growth outlook? Thanks.

Yeah, I mean, we're not, by no means, we are not loosening credit. That's pretty certain. What we have found though is with predictive attribute sets, you can make customers look low risk and we've tested into that and that is looking accurate. On the growth side, though, we see less competition. You know, there's been a couple of players, non-public, there's been one public player, I won't mention any names, that's gone private. And then there's been some more regional players that are not showing up as frequently and, you know, maybe dealing with some balance sheet issues as well. So We feel like we're in a really strong position. I mean, we are the leader in our space, in our credit bands, and, you know, we feel really confident. And also, I've mentioned this a couple times, but seeing the largest, you know, percentage of low-risk customers that we've seen historically.

Okay, great. And one more, before I have you, is this Newcastle Lake facility that was just closed in December, any color around sort of like the terms, the pricing, you know, sort of how you came to close that deal. Obviously, a pretty impressive transaction in this macro environment, and I hope speaks to the confidence that not only you, but they have in your credit performance would be great to hear.

Yeah, it's on the same terms as our other facility. Obviously, interest rate increases are real, and it's something we're watching closely, but that's on all facilities with floating rate based off a SOFR, but As far as the terms go, LTV terms and flexibility, it's substantially the exact same.

Great. Thanks, Todd.

There are no further questions in the queue, and now management will answer a question submitted via the webcast.

Why was the corporate share repurchase program not utilized in the fourth quarter?

Okay. Yeah, I mean, well, first of all, I'd like to start by saying, you know, I personally purchase shares. My family personally purchased shares. You know, but, you know, when you're looking kind of at some of the, you know, well, first of all, the opportunity set, there is a, you know, we feel really strong right now. And our confidence level just on credits getting higher and our ability to find very, you know, profitable transactions for growth is first and foremost. I think right now, though, coming out of this, we see some competition around us where there's some balance sheet issues. And we've come out of this with a really strong balance sheet, with a really strong cash position, unrestricted cash position, and feel that we want to see a couple more cards before we just kind of start investing in spaces and be very thoughtful and strategic about where we want to allocate that capital. And I think like right now, I forget who said it, but cash is king in this environment, and having a strong balance sheet is definitely something that we prioritized and have worked through and still really good about. It's not to say that the company's not going to purchase coming up here. We still think the stock price is disconnected from its long-term intrinsic value. Personally, the family is purchasing, just the company we decided to We were going to wait for the time being.

And if there are no more questions from the webcast, I'd like to pass it back to management for any closing remarks.

I want to thank everyone for joining us today. We're excited by our start to 2023 with improved credit performance and a higher mix of origination to the lowest credit risk tiers. We look forward to updating you again on our progress in May, and we expect to report our Q1 results then. Thanks, everyone.

This concludes today's conference. You may disconnect your lines at this time. Thank you for your participation, and have a great day.