The PNC Financial Services Group Q4 2021 Earnings Call Transcript

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Provided by Quartr
January 17, 2022

Key Takeaways

  • PNC completed the BBVA USA conversion in Q4 in just 11 months, and the acquisition is meeting or exceeding deal projections while providing a coast-to-coast presence in all top 30 U.S. markets.
  • Q4 results include nearly $440 million of BBVA integration costs, dragging reported EPS down to $2.86, though adjusted EPS excluding these costs was $3.68.
  • Credit quality remained strong with nonperforming loans under 1%, total reserves at 1.92% of loans, and a $327 million provision recapture reflecting economic improvement.
  • PNC’s excess liquidity positions improved as investment securities rose to 26% of earning assets and Federal Reserve balances averaged $75 billion, preparing the bank for a rising rate environment.
  • For 2022, PNC expects ~10% average loan growth, 8%–10% revenue growth, noninterest expenses up 4%–6% (ex-integration), an ~18% tax rate, and positive operating leverage.
AI Generated. May Contain Errors.
Earnings Conference Call
The PNC Financial Services Group Q4 2021
00:00 / 00:00

There are 13 speakers on the call.

Operator

Well, good morning and welcome to today's conference call for the P&C Financial Services Group. Participating on this call are P&C's Chairman, President and CEO, Bill Demchak and Rob Reilly, Executive Vice President and CFO. Today's presentation contains forward looking information. Cautionary statements about this information as well as reconciliations of non GAAP measures are included in today's earnings release materials as well as our SEC filings and other investor materials. These materials are all available on our corporate website, pnc.com, under Investor Relations.

Operator

These statements speak only as of January 18, 2022, and P&C undertakes no obligation to update them. Now, I'd like to turn the call over to Bill.

Speaker 1

Thanks, Brian, and good morning, everybody. As you've seen, we had a strong Q4 and full year for 2021. We Actually completed the conversion of BBVA USA early in Q4 and have been running hard as one bank since then. The transaction continues to meet or exceed our deal projections and Rob will give you some of those details. I'm especially pleased by our ability to announce, close and convert a transaction of this size inside of 11 months.

Speaker 1

Challenges notwithstanding, we have the talent, the technology and the strategy to accomplish combine our organizations in a way that will provide growth opportunities for years to come. The acquisition positions us with a coast to coast presence and along with our continued organic growth strategies, including our recent expansion into Las Vegas, we now have a presence in all of the top thirty U. S. Markets. We're excited about the opportunity this presents and we are confident in our ability to generate growth by executing on our Main Street relationship based model.

Speaker 1

That said, we recognize that we have a lot of work to do in building out the new and expansion markets, which we are primary focus in 2022. BBVA obviously impacted our results for the full year and Rob will walk you through the details. Excluding BBVA, we generated record revenue highlighted by strong non interest income with broad based contributions across our commercial and consumer businesses. We also maintained outstanding credit quality and a very strong capital position. While we continue to opportunistically deploy some of our excess cash into higher yielding securities throughout the year, we remain well positioned with substantial excess liquidity capitalize on a rising interest rate environment.

Speaker 1

Our reported results for the Q4 reflected the impact of almost $440,000,000 of BBVA integration costs. Excluding these, we generated nearly $1,600,000,000 of net income and solid returns. Importantly, Excluding the impact of PPP loan forgiveness, we saw decent underlying loan growth trends and some uptick in utilization rates, which is very encouraging as Rob will discuss in more detail. Critical to our long term success has been the quality and stability of our talent and we pride ourselves at being an employer of choice. Given the recent dynamics of the substantially increased competition for talent, in part due to the great resignation, we experienced greater wage pressure during the 4th quarter and I expect that to persist into the coming year.

Speaker 1

Naturally, we'll look to offset these increases with our continuous improvement which include driving further automation and rethinking core processes. We continue to invest in technology to enhance our capabilities in an increasingly digital world. Customers are looking to their financial providers to offer innovative tools that help them manage their money in ways that are faster, smarter and more convenient. Whether that be expanded use cases for Zelle, where transaction volumes are up 50% or low cash flow. For example, by providing account transparency and control, low cash mode has substantially reduced customer overdraft fees and related complaints.

Speaker 1

I'll close by thanking our employees for their hard work and steadfast commitment to our customers and communities. Because of our employees, we had a remarkable year and are well positioned to serve all of our stakeholders in 2022 and beyond. And with that, I'll turn it over to Rob for a closer look at our results and then we'll take your questions.

Speaker 2

Thanks, Bill, and good morning, everyone. Our balance sheet is on Slide 5 and is presented on an average basis. Overall, year over year balance sheet growth was primarily driven by the acquisition of BBVA USA. Loans grew 18%, investment securities increased 49% and deposits grew 26%. Looking at the linked quarter changes, loans for the Q4 were $289,000,000,000 a decline of $2,400,000,000 or 1%.

Speaker 2

Excluding $4,700,000,000 of PPP forgiveness activity, Loans grew $2,300,000,000 or 1%. And I'll cover the drivers in more detail over the next few slides. Investment securities increased $7,000,000,000 or 6% as we maintained higher purchasing activity throughout much of the quarter. Accordingly, cash balances at the Federal Reserve declined by $5,000,000,000 On the liability side, Deposit balances declined $1,600,000,000 as higher commercial and consumer deposits were offset by runoff deposits related to the strategic re pricing of certain BBVA USA portfolios during the Q3, and that negatively impacted 4th quarter average balances. However, on a spot basis, total deposits as of December 31 increased $8,000,000,000 or 2%, reflecting the continued strong liquidity positions of our customers.

Speaker 2

At year end, our tangible book value was $94.11 per common share and our CET1 ratio was estimated to be 10.2%, which are both substantially above the pro form a levels we anticipated when we announced the deal. During the quarter, We returned approximately $1,100,000,000 of capital to shareholders via common dividends of $500,000,000 and share repurchases of 600,000,000 Given our strong capital ratios, we continue to be well positioned with significant capital flexibility going forward. Slide 6 shows our average loans and deposits in more detail. In the 4th quarter, loans declined $2,400,000,000 as growth in commercial and consumer loans was more than offset by a decline in PPP loans of $4,700,000,000 Excluding the impact of PPP, commercial loans grew $2,200,000,000 or 1%, driven by growth in corporate banking and asset based lending. During the Q4, We continue to see a slow and steady increase in utilization rates within our Corporate and Institutional Banking business, and along with that expanded pipelines.

Speaker 2

Taken together, these factors are driving our expectations for higher loan growth in 2022. Consumer loans increased modestly linked quarter as higher residential real estate balances were mostly offset by lower home equity and auto loans. Finally, as I mentioned, PPP loans continued to decline due to forgiveness activity. And as of December 31, dollars 3,400,000,000 of PPP loans remained on our balance sheet. Average deposits of $453,000,000,000 declined by $1,600,000,000 linked quarter for the reasons I previously mentioned.

Speaker 2

Overall, our rate paid on interest bearing deposits remained stable at 4 basis points. Slide 7 details the change in our average securities and Federal Reserve balances. As rates increased at the end of the Q3 and throughout the Q4, We continue to opportunistically add securities to our portfolio, primarily U. S. Treasuries.

Speaker 2

As a result, Securities balances averaged $128,000,000,000 in the 4th quarter, an increase of $7,200,000,000 or 6% compared to the Q3 of 2021 and now represent 26% of interest earning assets. We continue to have substantial excess liquidity with Fed cash balances averaging $75,000,000,000 during the 4th quarter, which we believe positions us well for a rising rate environment. As you can see on Slide 8, Q4 2021 reported EPS was $2.86 which included pretax integration costs of $438,000,000 Excluding integration costs, adjusted EPS was $3.68 As expected, during the Q4, we incurred essentially half of our total anticipated deal integration costs, which reduced revenue by $47,000,000 and increased Since the announcement of the acquisition, we've now incurred approximately 95% of the totaled $980,000,000 expected integration costs, including $120,000,000 of write offs for capitalized items. Excluding the impact of integration costs, linked quarter revenue was down $31,000,000 or 1%. Expenses increased $48,000,000 or 1% and pre tax pre provision earnings declined $79,000,000 or 4%.

Speaker 2

The 4th quarter provision recapture was $327,000,000 reflecting continued improvements in the economic environment. Net income, excluding pre tax integration costs of $438,000,000 was $1,600,000,000 in the 4th quarter. Now let's discuss the key drivers of this performance in more detail. Turning to Slide 9, these charts illustrate our diversified business mix. Total revenue for the Q4 of $5,100,000,000 decreased $70,000,000 linked quarter, reflecting lower non interest income.

Speaker 2

Net interest income of $2,900,000,000 was up slightly, primarily a result of higher securities balances. Net interest margin was stable at 2.27%. As I mentioned, integration costs reduced non interest income by $47,000,000 which included $19,000,000 of lease exit costs, dollars 17,000,000 of treasury management fee waivers and $11,000,000 of overdraft waivers. 4th quarter fee income excluding integration costs was $1,900,000,000 and declined $39,000,000 or 2% linked quarter. Looking at the detail, asset management fees increased $3,000,000 or 1%, primarily related to higher average equity markets.

Speaker 2

Consumer services grew $12,000,000 or 2% due to higher brokerage and credit card revenue. Corporate service fees increased $14,000,000 or 2%, reflecting higher loan syndications activity as well as continued elevated corporate advisory activity. Residential mortgage non interest income declined $46,000,000 driven by lower RMSR valuation adjustments and loan sales revenue. Service charges on deposits decreased $22,000,000 primarily a result of converting BBVA USA customers to PNC's product and overdraft pricing structure. Other non interest income excluding integration costs was stable linked quarter as the impact of $1,000,000 positive Visa derivative fair value adjustment in the Q4 compared to a negative adjustment of $169,000,000

Speaker 3

in the

Speaker 2

3rd quarter was offset by lower private equity revenue. Turning to Slide 10. Our 4th quarter expenses were up by $204,000,000 or 6% linked quarter. The growth was primarily driven by $156,000,000 increase in integration expenses. Excluding the impact of integration expenses of $391,000,000 non interest expense increased $48,000,000 or 1%.

Speaker 2

The growth was largely within personnel costs, driven by higher employee benefits expense, an increase in our minimum hourly rate of pay, as well as elevated incentive compensation related to strong fee activity. We had a 2021 goal of $300,000,000 in cost savings through our continuous improvement program, and we successfully completed actions to achieve that goal. Looking forward to 2022, our annual CIP goal will once again be $300,000,000 Importantly, as of year end 2021, We completed all of the actions that will drive $900,000,000 of savings related to the BBVA USA acquisition, which we expect to be fully realized in 2022 and is reflected in our expense guidance that I will provide in a few minutes. Our credit metrics are presented on Slide 11. Non performing loans of $2,500,000,000 decreased $48,000,000 or 2% compared to September 30 and continue to represent less than 1% of total loans.

Speaker 2

Total delinquencies of $2,000,000,000 on December 31st increased $516,000,000 or 35%. Obviously, this was a large increase, but it was primarily driven by BBVA USA conversion related administrative and operational delays, which we expect will largely be resolved within the first half of twenty twenty two. Net charge offs for loans and leases were $124,000,000 an increase of $43,000,000 linked quarter. Commercial net charge offs declined $5,000,000 offset by an increase of $48,000,000 in consumer. Inside of the higher consumer net charge offs, Auto grew $28,000,000 and other consumer increased $13,000,000 reflecting conversion related impacts as well as seasonality.

Speaker 2

Our annualized net charge offs to average loans continues to be low and in the 4th quarter was 17 basis And during the Q4, our allowance for credit losses declined $471,000,000 reflecting continued improvements in the economic environment. At quarter end, our reserves were $5,500,000,000 representing 1.92% of loans. In summary, P&C reported a strong 4th quarter, which concluded a successful 2021, and we're well positioned for 2022 as we continue to realize the potential of our coast to coast franchise. In regard to our view of the overall economy, We expect strong growth over the course of 2022, resulting in 3.5% GDP growth. We also expect 4 25 basis point increases in the Fed funds rate in 2022 beginning in May, followed by additional increases in June, September December.

Speaker 2

Looking ahead, our full year guidance for 2022 includes the impact of 12 months of BPVA USA results compared to only 7 months in 2021. Taking that into account, our outlook for full year 2022 compared to 2021 results is as follows. We expect average loan growth of approximately 10% and 5% on a spot basis. We expect total revenue growth to be 8% to 10%. We expect expenses, excluding integration expense, to be up 4% to 6%.

Speaker 2

And to be clear here, This includes 5 additional months of BBVA USA operating expenses, which equates to a full year increase of approximately $500,000,000 and we expect our effective tax rate to be approximately 18%. Based on this guidance, we expect we will generate solid positive operating leverage in 2022. Looking ahead at the Q1 of 2022 compared to the recent Q4 2021 results, We expect average loan balances, excluding PPP, to be up approximately 1% to 2%. We expect NII to be down approximately 1% to reflecting 2 fewer days in the quarter and a decline of approximately $75,000,000 in PPP related interest income. We expect fee income to be down 4% to 6% due to seasonally lower first quarter client activity, as well as elevated 4th quarter fees in certain categories.

Speaker 2

We expect other non interest income to be between $375,000,000 $425,000,000 excluding integration costs as well as net securities and Visa activity. Taking our guidance for all components of revenue into consideration, We expect total revenue to decline approximately 3% to 5%. We expect total non interest expense, excluding integration costs, to be down approximately 4% to 6%. And during the quarter, we expect to incur $30,000,000 of integration expense. Finally, we expect Q1 net charge offs to be between $100,000,000 $150,000,000 And with that, Bill and I are ready to take your questions.

Speaker 4

Thank you. We'll now begin the question and answer session. The line of Dave George with Baird. Please proceed with your question.

Speaker 5

Hey, guys. Good morning. I had a question about capital And capital allocation. You obviously finished the year at 10.2% CET1%, which is ahead of kind of your initial targets when you announced BBVA. And your stock is at 2.3, 2.4 of tangible book.

Speaker 5

And I know you've talked about taking The cash dividend payout up. So just kind of curious, Bill, how you're thinking about capital allocation in the New Year? And then I've got one follow-up.

Speaker 1

You kind of answered your own question because we're consistent. All else equal in this environment, First, focus on the potential of loan growth and using it a good way, a bias, strong bias towards dividend, But we'll still be in the market to repurchase shares. And I think you'll probably see us Accelerate some of the things we're doing on the smaller side in terms of product activity, bolt ons into TM and so forth. None of that. By the way, those acquisitions won't add up too much, but they've become an important part of Just adding core capabilities as we go into a digitized world.

Speaker 5

Okay. Thanks for that. And then a question on your guidance, in particular NII. I know you mentioned you've got 4 hikes In there, I assume you're just using the forward curve and the securities as a percentage of earning assets up to 26 I know, Bill, you've talked about being 25% to 30%. Do you expect continued liquidity deployment?

Speaker 5

Just kind of curious how much Liquidity deployments is embedded in that number. Thanks.

Speaker 1

So our economist expects for hikes. I actually think it's going to be more aggressive than that, but I'm an outlier in our committee and we The only one vote. Yes. And Our forecast is at this point pretty much on the forward curve at this point. I think the plan, Rob, I don't know if you Back to the plan of we're going to gradually add duration throughout the year.

Speaker 1

There wasn't any magic to it and we Didn't really build in, in Rob's guidance, some assumption that we would go at it even more aggressively For H reacted. In the range

Speaker 2

that we have. That 25% to 30% range, Dave, still the range that's in our guidance.

Speaker 6

Okay. Thanks, Ross. Appreciate it.

Speaker 1

Yes.

Speaker 4

Thank you. And up next, we now have a question from the line of John Pancari with Evercore. Please proceed with your question.

Speaker 6

Good morning, guys.

Speaker 2

Hey, morning, John.

Speaker 6

On the revenue guide for the full year of 8% to 10%, I just wanted to see if you could Help unpack that a little bit in terms of how you view the NII trajectory for the year, and what type of growth we think is reasonable versus The trajectory on the fee income side of things given some of the dynamics you flagged. Thanks.

Speaker 2

Yes, sure, John. So full revenue full year revenue up 8% to 10%. Breakdown those components, net interest income up low teens And that does factor in the rate increases that we spoke about in the comments opening comments. And then on the fees, mid single digits year over year. So those 2 together get you to the 8% to 10%.

Speaker 6

Got it. All right. Thanks. That's helpful. And then on the loan growth front, just given the 10% end of period loan growth expectation, certainly It implies acceleration that you indicated that you're seeing.

Speaker 6

Can you give us a little more color on the growth trends that you Think is achievable on the commercial side versus consumer? And maybe what are you expecting to be the biggest drivers of that acceleration as you look

Speaker 2

Yes, sure. So for the full year guide, it's 10% average, but probably a better indicator is Spot just because of the acquisition dynamics on the average number. So spot up from period end 5%. And we See a continuation of what we started to see in the Q4, which was some expanded utilization in the commercial book, Picking up through 2022 and then a little bit less on the consumer side. Consumer customers are still pretty flush with cash.

Speaker 2

So loan demand there certainly in the first half of twenty twenty two, we expect to be softer than the commercial side.

Speaker 6

Got it. That helps. Thanks. Yes, I meant to say average on

Speaker 2

the growth. I appreciate the color. Thanks. You bet.

Speaker 4

Thank you. And now we have a question from the line of Erika Narajian with UBS. Please proceed with your question.

Speaker 7

Hi, good morning.

Speaker 2

Good morning, Erica. Good morning, Erica.

Speaker 7

I wanted to follow-up on the questions on what's Embedded in the NII guide. Rob, you answered the question on what you were assuming for liquidity deployment, but What are you assuming in your NII guide about the trajectory of deposit beta? And what do you think will actually happen?

Speaker 2

Well, in terms of our guidance, Erika, what we apply in terms of beta is what we've seen in past cycles, which generally speaking will be a lag on the front end. So my expectation and what we built into the guidance is that we will see some beta increase, but not until Till the end of 2022 and it'll probably be more of a factor in 'twenty three, just because of the levels of liquidity and deposits that we have.

Speaker 7

Got it. Okay. So if I'm comparing it to your previous deposit beta, in terms of, let's say, in 2015 The 16 to 17 actually, the first 100 basis points, your guidance assumes a slower ramp than that?

Speaker 2

That's right. That's exactly right.

Speaker 7

Got it. And the second follow-up question is for Bill. One of your peers, Jamie, had obviously given a guidance for higher expenses in 2022 pointing to accelerated investment spend. As we think about this 4% to 6%, obviously some of this is the BBVA Baseline, but did you frontload some of the investment spend in 2022? In other words, as your investors start thinking about P&C's profitability in a more in a normalized rising rate environment, is 4% to 6% an appropriate Guidepost for future growth in expenses going past 2022?

Speaker 1

No. So to unpack the guide for next year, I think The P&C legacy expenses are up maybe 1%. The non BBVA USA, right. Yes. And so did we prepack investment?

Speaker 1

We've said all along that we've had a steady state and actually a fairly high level of investment in our core business. And then You'll remember in the guidance for BBVA that in the $900,000,000 of cost saves, that was a netted number against investments we are going To build out those markets. So inside of everything you're seeing, there actually has a lot of investment already built into it.

Speaker 2

And of course, our continuous improvement of $300,000,000 offsets investments and that's something that we've been doing for a number of years.

Speaker 4

Got it.

Speaker 1

I also think we've had it's worth noting, we've had some debate internally on the continuous improvement number and Can it be larger because I think we all see opportunities in the operating environment as we Move forward with BBVA. The challenge is continuous improvement is something you know you can do. Whereas right now, we're still in the process of we know it's there, we just don't know where yet. Once we kind of lock it down and can track it, it shows up in Continuous improvement.

Speaker 2

Yes. And that won't stop us from going after it. Exactly.

Speaker 7

Got it. Thank you.

Speaker 4

Thank you. And we now have a question from the line of Betsy Graseck with Morgan Stanley. Please go ahead.

Speaker 8

Hi, good morning.

Speaker 2

Hey, Betsy.

Speaker 8

Okay. So two questions. One, just on how we're thinking about the Reinvestment in the securities portfolio as we think about the NII guide as well. Maybe you could give us a little sense of The pace that you're thinking about reinvesting, I mean, what's baked into your NII guide? Because as we Yes, forward curve does suggest we're going to be hitting 2 pretty soon.

Speaker 8

So do you wait for that or do you start to leg in even at current rates.

Speaker 1

We will leg in throughout the course. But remember, what's in our guide on Securities doesn't dent our liquidity profile. So what we have in our guide here is Kind of steady deployment working towards the 25% to 30%, we'll add balances. It doesn't even dent The potential of what we could do with liquidity. With the Fed cash balances.

Speaker 1

Yes.

Speaker 8

You're still looking for that.

Speaker 1

It's kind of a It's a baseline budget, boring, the rates do this, we do the following. If rates go beyond Or even if we get to a place where we think rates are probably gone where they need to go, not as high as I think they'll go, we could increase that, but that's not contemplated in the To play it in the forecast that we have right now.

Speaker 8

Because am I right in thinking your target range of securities to earning assets like 25% to 30%, is that fair?

Speaker 2

Yes. That's right.

Speaker 1

Okay. And then just a follow-up Remember inside of that Mix, right. That's a big portfolio of securities. The big difference in the yield coming out of buying short dated treasuries, Which has been kind of our recent trade versus going further out the curve and going back towards mortgages once you assume the extension risk is taken Massive difference in yields. So it's some of it's notional of securities, some of it's what you're actually buying and both of those will be driven by the speed And outlook for rates over time.

Speaker 8

Right. So what I'm hearing is baseline and the Expectation, but upside, as we approach kind of rates reflecting your view of Full extension risk on the FR and BS side.

Speaker 1

Yes. No, if my individual view is right, there's a lot of upside. But the forecast that we've given you and what's kind of in our plan is steady state, follow the forwards and lagging over time.

Speaker 2

In simpler terms, the yields on the securities portfolio can change a lot.

Speaker 8

Yes. Right. Right, right, right. I got it. Okay.

Speaker 8

And then separately, just thinking a little bit longer term, Bill, On the investments that you're doing, could you just give us a little bit of color as to what are you looking for in these bolt on acquisitions to enhance your digitization, what pieces of your digitization are you looking to improve? And also, is there a need for reinvestment In branches in the new geographies where maybe you would have had a slightly different skew to the branch mix, just trying to understand a little more detail there.

Speaker 1

Thanks. Two very different questions. We as you've seen, we've done a number of small things, Tempus probably being the most Interesting one where we bring in certain payment capabilities that lead to other opportunities. And we've seen more and more of those. By the way, we're not unique at A lot of banks are playing in the space.

Speaker 1

They're not terribly expensive, but oftentimes you get Modules of technology that can be sort of bought into and then scaled across your broader platform. So that's I just think you're going to see more of that as we continue to compete in a digital space for both the consumer and the corporate. On the branch side, we have plans to further, as we always do, kind of build out Selectively in the markets where we're under penetrated, but at the same time, you'll see us continue our practice of consolidating the thicker market. So no real change there and all that's in the numbers we've given you.

Speaker 8

Okay. Thank you.

Speaker 4

Thank you. And we now have a question from the line of Gerard Cassidy with RBC. Please go ahead with your question.

Speaker 1

Hi, Rob. Hi, Bill.

Speaker 2

Good morning, Gerard. Good morning. Can

Speaker 9

you guys give us a

Speaker 1

little color? I'm trying to figure out what we're

Speaker 9

going to be talking about in the Q4 earnings call for 2022 in January of 'twenty three. And I think credit might be a subject that Receives more attention then. Can you share with us your underwriting standards, how you compare them today to, let's say, Right at the start of the pandemic and then comparing them to 2019, how they look compared to today?

Speaker 1

Well, so You got to separate something. Our credit box per se, right, so the type of clients we lend to, The leverage they can have all the things you would otherwise measure. We really don't change that over time. Having said that, of course, even inside of that box, companies are doing better or they are doing trending More poorly. I think we're going to go into a period of time here as we go towards the end of the year where all else equal, there will be pressure on credit, not because we changed our underwriting Standards, but because the upgrade downgrade ratio will change.

Speaker 1

Rob and I were talking before the call, if you actually look At our reserve ratio, particularly when you adjust it for credit cards, I can't Think of a period of time where you're kind of going into rising rate environment, which is going to help us, Loan growth, which is going to help us and feeling Healthy reserves when you compare where we are versus I'll just call it that versus the rest of the industry in terms of raw percentages against balance. And you know our book through legacy performance.

Speaker 2

And resulting from the unique dynamics of the pandemic. So it's It's an unusual setup. Yes.

Speaker 9

Very good. And then as a follow-up, You have some decent loan growth, Rob, that you pointed to for 2022. Within the commercial Growth area, C and I, not real estate, but C and I.

Speaker 2

Can

Speaker 9

you share with us or give us some more color? Are they coming from The newer markets that you guys have entered over the last 5 or 6 years, or are you seeing early traction with the BBVA customers? Maybe if you could dissect Where some of them might come from in 2022?

Speaker 6

Well, the

Speaker 1

new money out, right. So the New clients and new money that we are committing, whether it's drawn or not, has accelerated for the last bunch of And a lot of that is related to the newer markets we're in, including some big wins coming out of the BBVA markets. The utilization Part, right. So the money is out. Now as somebody borrowing more under what line is It's broad based and if you just think about how many clients we have, it's kind of distributed across everything.

Speaker 2

Yes. The other thing that I'd add to that Gerard is that the pipelines in our commercial book are strong and in the new markets they're up percentage wise significantly.

Speaker 10

Very good. Thank you.

Speaker 4

Thank you. We now have a question from the line of Mike Mayo with Wells Fargo Securities. Please go ahead.

Speaker 3

Hi. Phil, you let off saying that the BBVA has exceeded expectations. But I didn't I don't think I heard any changes to expense savings or Synergies or anything like that. So even if you can't quantify it, can you talk about what's going better or worse than expected?

Speaker 1

We'll look better than expected on initial deal terms is largely the economy, Right. The assumptions where we marked credit and looked at credit turned out to be Wildly conservative, but that's what we saw at that point. Better than expected, if I look at it, I think, the teams that we've been able to deploy in the market, some of the talent that BBVA had, some of Talent we were able to hire, the amount of call volume that we're having in the new markets With new products and old clients and with new products and people with new clients, all sort of Wildly outpacing what we were able to do with RBC in our newer markets in the past. And And then just wins showing up with clients early on. So that's kind of all on Business momentum side continues to give us comfort on our ability to build up the markets.

Speaker 1

The credit is a lot better than we thought. The expense guide, we go out there and we say we take $900,000,000 out including investment and we stick to that. But to Rob's point, and you guys know this of us through time, it doesn't mean that we're going to stop looking once we Hit our expense guide. And I guess I'd just leave it there.

Speaker 3

Why where you're leaving it, I guess, Was really my question. So why not increase your expense saving target or quantify that? Is that because you're reinvesting it or you're just Being conservative or you're just waiting longer?

Speaker 1

I think the easiest way to answer that is You know when I was talking about continuous improvement a little while ago, we kind of know there's stuff there through Some metrics and some thought process today, but until we can Put an action plan together, quantify it, know how we're going to measure it. I can't I'm not just going to throw an expense guide in there that Probably is embedded, but I'm not sure.

Speaker 2

And I just think this is Rob, Mike. I just think it's premature. So we worked hard In 2021 to get that $900,000,000 in savings into that $1,700,000,000 run rate. So we got to get going, and this is the getting going part.

Speaker 3

And then I know part of your you're in all top 30 U. S. Markets now and I know you want to expand. And so you did guide for, you said, solid positive operating leverage for the years, I get that. On the other hand, isn't it getting a lot more expensive to hire People to help with that expansion in the new markets?

Speaker 1

It is, but we've largely hired them all. We hit you need to understand when we closed And then converted. We had basically the teams build out in all of these markets, Mike. So they're in our run rate.

Speaker 2

I mean, how many people did you hire?

Speaker 3

I mean, because these are

Speaker 2

a lot of new markets

Speaker 3

and stuff, right?

Speaker 1

Yes, a lot of people.

Speaker 2

But hey, if the extension of your question is, are we going to see wage do we expect to see wage pressure in 2022? We do. Yes. And that is built into our expense guidance.

Speaker 3

Okay, fair enough. All right. Thank you.

Speaker 4

Thank you. Up next, we have a question from the line of Bill Corache with Wolfe Research. Please proceed with your question.

Operator

Thanks.

Speaker 11

Good morning, Bill and Rob. Following up on your deposit data commentary, how are you thinking about the risk that balance sheet runoff, The potential impact it could have in this cycle versus the last one, given that it's expected to play a bit bigger role versus when we exited the last ZURB cycle?

Speaker 1

It's a great question and that's obviously going to impact it. And In the extreme, if they shrink their balance sheet dramatically, it obviously would impact betas and make them higher. The offset to that though is you got to remember with loan growth, You actually create deposits, right. So if loan growth does pick up, bizarrely as the Fed is dropping their balance sheet, which isn't unlikely, That loan growth actually generates deposits, if you think about the leverage on the capital yield for a loan and the money goes everywhere else. So I'm not sure I've iterated my way through exactly how that's going to play out other than it feels like the combination of those two things should leave us Extremely liquid, deposit wise for the next several years.

Speaker 2

Which is our base We've got to keep an eye on it. Yes.

Speaker 11

Yes. That makes sense. Yes. I guess continuing on that thought process, Bill, do you feel P&C is perhaps a little bit less exposed than some of the larger banks that are primary dealers and more directly involved in the creation of those We involved in the creation of those deposits under the QE process.

Speaker 1

I don't think the system works that way. The Fed shrinks It's balance sheet. You will likely see corporate Cash, I don't know that you can think through it that way. I think it transmits through the banking system and I think it hits Everybody largely the same as a function of their corporate and consumer mix. But corporates behave like corporates and consumers behave like consumers.

Speaker 11

Got it. And then lastly, I think you touched on this, but just to Put a finer point on it. If the pipelines and strong loan growth trends that you're describing persist, Yes, I guess maybe if you can just comment on your willingness to or the extent to which that influences your willingness to take your securities portfolio as high as 30%. I guess, do you think your liquidity is sufficient to be able to do both, fund that stronger

Speaker 2

loan growth and take

Speaker 11

it pretty

Speaker 1

Or hire or yes, or is

Speaker 11

it one of how does that interaction work?

Speaker 1

We have plenty of liquidity to do both. Yes.

Speaker 11

Got it. Thank you for taking my questions.

Speaker 1

Thank you.

Speaker 4

Thank you. Thank you. And we now have the question from the line of Ken Usdin with Jefferies. Please go ahead.

Speaker 12

Hey, thanks. Good morning, guys. Just wanted to follow-up. Rob, I think you had mentioned when you broke down the revenue guidance that you're looking at Get fees in the mid single digits and obviously that also includes the BBVA stub. Last year, that's a ridiculously great year for Corporate services, especially, I'm just wondering underneath the surface, what do you see as being the underlying growth drivers outside of the BBVA rollover?

Speaker 2

Yes. I would just say, if you're taking a look at the full year, Ken, just going through the categories, asset management, we would expect to continue to increase In that mid single digit range, consumer higher than that, in part due to the addition of the BBVA franchise. But you hit on corporate services, we had such elevated levels in 2021. Our expectations for 2022 are down a bit. Residential mortgage may be up a little bit and then service charges on deposits down as we get the full year effect of reduced overdraft fees that we expect from low cash mode.

Speaker 2

So you put all that together, that's how you get to mid single digits.

Speaker 12

Okay. Got it. And then same thing in terms of just how you're thinking about that other category? Is it Still within the kind of zone you're thinking about for the Q1. Is that how you think about it for the full year?

Speaker 2

That is, yes.

Speaker 12

Okay. One little cleanup just on securities yields, Rob. Last quarter, you had that negative impact from the BBVA portfolio mark. And then this quarter, it was flattish, even I would think with the absence of that. So can you kind of just work us through what was the impact in the Q4, if any?

Speaker 12

And how are you still are you at the point where you're seeing Better reinvestment yields?

Speaker 2

Yes, we're starting to. I think investment yields was the story. On the premium amortization issue of the 3rd quarter, which was elevated. It went down in the 4th quarter, but it's still elevated over what I would consider normal levels. That worked against us a little bit as well.

Speaker 12

Okay, understood. All right. Thanks, Rob.

Speaker 3

Sure.

Speaker 4

Thank you. And we now have a question from the line of John McDonald with Autonomous Research. Please go ahead, sir.

Speaker 10

Hey, guys. One more on the expenses. It's pretty impressive For the expense guide for 2022, if I look at it relative to kind of the 4th quarter annualized, it implies a quarterly run rate that's about 5 Lower, Rob. So I guess just kind of unpacking that, is the Q4 this year a little high because of the such strong capital markets revenues? And How are you eating inflation and still getting cost to be 5% lower year over year when other banks are having a lot of inflationary pressures?

Speaker 10

That would be helpful.

Speaker 2

Yes. No, you hit it. It's definitely on the wage side in the Q4. And it just goes back as we go into 22 goes back to what we were saying earlier in terms of how we laid out the year. We have the cost saves locked in for the BBVA side.

Speaker 2

We have investments On the non BBVA side that are largely offset by our continuous improvement numbers. So that's how we put it all together and Yes, that's the plan.

Speaker 1

Hey, John, just because I know all of our employees are listening. We're going to this Plan assumes that we are paying people competitively in a competitive market for talented people. Yes. We just need to find the dollars elsewhere to be able to do that. That's right.

Speaker 10

Okay. Got it. And then one industry type question for you guys. You have a lot of reserves relative to peers, mix adjusted on every basis. But we've never seen like CECL working in a loan growth environment.

Speaker 10

So just kind of your guys' thoughts. As loan growth starts to pick up for the industry, could we start See some growth math where you need to add provisions and add to reserves just for growth? Or is the 5% growth like contemplated in your Reserves today or as loan growth picks up, do you have growth driven provisioning?

Speaker 2

Yes, I can answer that one, John, that's complex. And in some instances, I don't know if we know because we haven't run CECL through an environment like that. But academically speaking, we will get to the point where we will need to Grow reserves in concert with bigger balance sheets, bigger loan balances. But we're still in this place where we're running high In terms of percentage terms. So there's going to be some offsetting factors there is my guess in 2022.

Speaker 10

Yes. Okay, fair enough. Thanks.

Speaker 4

Thank you. I'll now turn the conference back to Mr. Demchak For your concluding remarks. Thank you, sir.

Speaker 1

All right. No concluding remarks. I know you guys are busy. Thank you for Dialing in. We got a lot of calls today.

Speaker 1

Look forward to talking to you in the Q1. Thanks.

Speaker 2

Thank you.

Speaker 4

Thank you. And that does conclude the conference call for today. We thank you all for your participation and ask that you please disconnect your line. Thank you once again. Have a great day, everyone.

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