Earnings Call: Q4 2019

Jan 22, 2020

Good morning, everyone, and welcome to the Pinnacle Financial Partners 4th Quarter 2019 Earnings Conference Call. Hosting the call today from Pinnacle Financial Partners is Mr. Terry Turner, Chief Executive Officer and Mr. Harold Carpenter, Chief Financial Officer. Please note Pinnacle's earnings release and this morning's presentation are available on the Investor Relations page of their website at www.pnfp.com. Today's call is being recorded and will be available for replay on Pinnacle's website for the next 90 days. At this time, all participants have been placed in a listen only mode. The floor will be open for your questions following the presentation. Before we begin, Pinnacle does not provide earnings guidance or forecast. During this presentation, we may make comments which may constitute forward looking statements. All forward looking statements are subject to risks, uncertainties and other facts that may cause the actual results, performance or achievements of Pinnacle Financial to differ materially from any results expressed or implied by such forward looking statements. Many of such factors are beyond Pinnacle's financial ability to control or predict, and listeners are cautioned not to put undue reliance on such forward looking statements. A more detailed description of these and other risks is contained in Pinnacle's Financial quarterly report for the quarter ended June 30, 2019. Pinnacle Financial disclaims any obligation to update or revise any forward looking statements contained in this presentation, whether as a result of new information, future events or otherwise. In addition, these remarks may include certain non GAAP financial measures as defined by SEC Regulation G. A presentation of the most directly comparable GAAP financial measures and reconciliation of the non GAAP measures to the comparable GAAP measures will be available on Pinnacle's financial website at www.pnfp.com. With that, I am now going to turn the presentation over to Mr. Terry Turner, Pinnacle's President and CEO. Thank you, Sherry. Good morning. As we always do, I'll begin with this dashboard. As a reminder, it's typically focused on revenue growth, earnings growth and asset quality because we continue to believe that they're the 3 most highly correlated metrics to long term shareholder returns. Q4 was a good quarter for our firm. We continue to have strong balance sheet growth. Already great asset quality got even better. And despite a little contraction in revenue and fully diluted EPS sequentially, we still had 2.5% year over year growth in revenue and 2.4% year over year growth in EPS. Due to all the noise and adjustments primarily in previous periods, in many cases, the non GAAP measures may better illustrate the relative performance of the firm. As a reminder, the reason we give each form of the earnings call is that it goes back 5 years is because, as you can see, irrespective of the M and A impacts, deposit betas, outsized prepay offs or any of the other hot buttons that have come and gone, our balance sheet growth and until this quarter, our growth in revenue and EPS have been remarkably rapid and reliable. In 4Q 2019, we continued our share taking balance sheet growth. However, as I mentioned on the last slide, despite being up year over year, both revenue and fully diluted EPS declined on a sequential quarter basis. My hope is that that's not a surprise to anyone. I believe we had adequately signaled to the market last quarter. That would be the case largely as a result of 2 key reasons. Number 1, BHG is in the process of converting a greater volume of their originations to hold on their balance sheet as opposed to selling them through their auction platform for immediate gain. From 30,000 feet, we increased an increase in spread business should result in more valuable franchise, so we're supportive of that. I'm also happy to report that regardless of the increase in production for their balance sheet and the associated reduction in gain on sale revenue that found its way to our P and L in the Q4. 2019 originations for BHG were at an all time high and that's where the base created in that firm. So we continue to expect that line item to be up 8% to 12% or so for 2020 over 2019. Harold will cover this in greater detail in just a minute. Of course, the 2nd major impact came from contraction in net interest margin. Despite the contraction in NIM, we made great headway on cost of funds in 4Q 2019 and expect further headway in Q1 of 2020, leaving we may find the floor for our margin sooner than we had anticipated. Carol will also comment further on this momentarily. As it relates to asset quality, virtually every quarter, we report that there's only one direction for asset quality to move. But believe it or not, there's still further improvement in our already strong asset quality metrics in 4Q with meaningful reductions in non performing assets and net charge offs during the quarter. I know by now everybody is familiar with the business case that we made for the B and C and I platform, which is the principal strength of our firm. The proof of path to make that happen was to lever our ongoing proof of confidence in order to attract and retain the best C and I and private bankers in the market. Specifically, we have said we'd hire 65 of them over a 5 year period of time. As you can see, Rick Calcutta and his team passed the hiring target at this point in the plan by more than 2 fold. The environment for hiring growth bankers in the Carolinas and Virginia has only gotten better since we launched our transaction there. One of the reasons that I chose to continue to highlight this in the Q4 is that it demonstrates just how vulnerable those banks are that dominated Carolinas and Virginia and Atlanta. Consequently, that bears on our belief about the magnitude of the opportunities that we see in Atlanta. Later, I'll discuss our target markets, the rationale for them and more specifically our focus on Atlanta. But I will at least highlight the magnitude of the opportunity we see in our existing footprint by virtue of our overlap with Truist. 91.5 percent of our existing offices are within 2 miles of the Truist location. So we believe we're extremely well positioned to capitalize on any vulnerability encountered as a result of that merger. So our outlook remains extremely optimistic. That's it from 30,000 feet. Let me turn it over to Harold to review the quarter in greater detail. Thanks, Jerry. Good morning, everybody. We've updated this revenue per share slide for 4th quarter results. As you can see, we continue to experience year over year double digit revenue per share growth. The red dotted line represents the peer group's year over year growth. We outpace our peers on revenue per share consistently by a wide margin. Our relationship managers remained focused on gathering clients and generating incremental revenues for our firm. Obviously, BHG's performance has had a meaningful influence on these results. As we have mentioned before, we don't apologize for that at all. We continue to expect 8% to 12% revenue growth from BHGE in 2020. Even though BHG was down in the 4th quarter, BHG will be back in the coming quarters. As you know, BHG have reported us opportunities to invest in our franchise as well as provide significant tangible book value accretion. We're also excited about de novo expansion into Atlanta and what that will do to our revenue per share growth over the next few years. Now comparing the Q4 2019 average loans Q4 2018, our growth was nearly 12%. At this time, we have no reason to believe that our loan growth outlook for 2020 will be any less than the high single digit to low double digit growth. As you know, we booked about $2,100,000,000 in loan growth in 2019. We have no reason to believe we won't exceed that in 2020. We make that statement because of the success of our hiring over the last few years, the continued success we anticipate in hiring in our present markets and the energy that comes to our franchise from Atlanta. Next is an update to our loan pricing. Our loan mix averages approximately 50% to 55% of LIBOR Prime with substantially all the LIBOR credit being tied to 30 day LIBOR and about 40% fixed rates with CRE being the primary contributor. During 2019, the weighted average coupons for LIBOR and prime based credits for the loan book decreased by 57 basis points for LIBOR and 70 basis points for prime, which is somewhat of a victory given we experienced 75 basis points of rate cuts. So the spreads in these categories actually widened in 2019 inclusive of the rate cuts. Of significance of the spread on fixed rate credit as a proxy for fixed rate spread performance and to keep it simple, we traditionally use the 5 year treasury as the benchmark. The 5 year treasury decreased 82 basis points during the year, while our average fixed rate loan book actually increased 2 basis points. Now to deposits. Average deposit balances are up $1,700,000,000 year over year. Our average deposit costs were down 15 basis points in the Q4 of 2019 for the Q3 and stood at 1.1% for the quarter. Our charges continue to reduce deposit rates while at the same time increasing our deposit volumes to fund loan growth and reduce our dependency on the more expensive wholesale funding. To that point, and as we mentioned in the press release last night, we're modifying our annual incentive plan to include the deposit component aimed at growing low cost core deposits. Similar to prior years, the annual cash plan will still be based on corporate EPS targets, which yield a top quartile earnings per share growth rate within our peer group, we felt like we needed to incorporate into plan a deposit volume and cost component to energize our entire workforce around accumulating more low cost core deposits. We're optimistic about this change and how our associates will respond to accomplish this new incentive target. More on deposit rates, our relationship managers, we believe, in a bang up job on managing our deposit costs in this rate environment. In the negotiated rate bucket, we've achieved a 32 basis point decline since June of 2019. Our relationship managers are very much in tune with the rate environment and are prepared to have more discussions with our client base about rate decreases. At O'Mannon, we should experience decreases in CD rates for the next couple of quarters as repricing occurs. For what is worth, our modeling is still suggesting a rate decrease in July and another in November. Our goal is a 50% beta for our interest bearing deposit so we've got a ways to go to achieve our targets, but we are off to a great start. It will take us a few more quarters on CDs. Our CD book is split about 60% customer and 40% wholesale. The wholesale CDs will roll down fairly quickly given its average duration of slightly more than 6 months, while the customer book will take a little longer as its duration is less than 12 months. As the chart on the right detail, through the month of December and excluding CDs, we've experienced 30 basis points of rate declines with 75 basis points of fed funds decreases or a beta of 40%. If you include CDs, our beta is 32%, but again the CD beta should increase over the next couple of quarters at CD free price. All things considered, we believe overall deposit rates should be down in the Q1. We do expect downward momentum rates to be offset by our usual mix change in the Q1 as non interest bearing deposit growth is pressured by clients reducing their balances for taxes and other payments that normally occur in the Q1 of each year. As we enter 2020, we're anticipating that our Q1 2020 margin may be flat to down slightly. We believe we're getting very close to an inflection point related to margin compression. The speculation of the credit cycle change should a recession occur has been on investors' mind for quite some time. Right now, as far as credit risk is concerned, based on our credit metrics and what Harvey and his team tell us, times remain pretty darn good. We've shown these charts before, but the chart provides us even more comfort that we're not looking very large with very large CRE credits. Credit remains at the forefront of our minds, so I hope we never appear complacent when we talk about credit. In the Q4, we experienced probably our best credit quarter in quite some time with most of our credit related ratios seeing better results in the 4th quarter and many of the best market we've posted in several years. So we agree with other bankers that we're not seeing any systemic issues that will cause us to change our perspectives about credit going into 2020. Concerning CECL, I've read a few 4th quarter conference call transcripts on CECL impacts and day 1 and day 2 and all that. CECL is important and we've burned a lot of time and quite frankly EPS over the last 2 years getting ready for the January 1 adoption date. To be honest, I'd rather be talking about market share gains and growth and share the excitement we have for this franchise. That said, we're in the final stages of validating the various models we will use to determine the allowance account each quarter. Preliminarily, we believe the allowance account should be less than 70 basis points as of January 1, 2020. So as we think about provision expense for 2020, obviously, many factors go into projecting provision, including economic forecast as well as our loan base. In 2019, excluding charge offs, if you were to divide our provision spend by average net loan growth, that provision expense was approximately 57 basis points for the year. We're anticipating that we will be providing on net new loan growth in 2020 at a rate that falls between the rate of 57 basis points and the day 1 implementation rate, which, as I mentioned, is projected to be less than 70 basis points. Again, many assumptions, tons. But if that works out simplistically, the impact CECL will have to our 2020 P and L should serve to reduce our EPS by $0.01 to $0.03 in 2020 when comparing the CECL methodology to the inherent loss model. Now let's get back to talking about revenues. These totaled more than $263,000,000 in 2019, up more than 31% over 2018. BSG contribution was up nearly $40,000,000 or nearly 76% year over year. More on DHG in a second. Our other fee businesses had a strong 2019 with residential mortgage leading the way up approximately 67% year over year. Mortgage had a great 2019 correlating not only with drops in long term rates but also with increases in the number of mortgage originators. Again, great markets are very helpful with this line of business, so we anticipate markets continue with strong growth in 2020. We have no reason to believe we won't see low double digit fee growth in 2020. Concerning BSG, it's safe to say that DSG had a phenomenal year and we feel really good about their prospects going into 2020. Originations are at all time highs and expect stronger performance going into next year. As anticipated, DFC began to purposely keep more of their loans on their balance sheet, thus realizing more interest income rather than relying as heavily on gain on sale as their primary revenue source. They have secured 2 separate funding sources, which will allow them to warehouse their loans. Thus far, about $175,000,000 in loans are in these 2 vehicles. As a result and as anticipated, DSG's revenues were down in Q3 due to more of their loans being held on balance sheet. A quick review on 2019. Originations increased $570,000,000 during 2019, of which $350,000,000 resulted in increases on balance sheet loan balances. You can see on the chart the range for growth for 2020 in all of the various areas that DSG is currently contemplating. So there's no slowing down. DHT is at peak performance and it tends to stay there. Lastly, concerning the chart at the bottom right, the network of banks buying their credit remains very active. They continue to increase the number of banks in their network and you can see the full changes to yields and spreads. Specifically as to earnings, earnings growth at BSG was tremendous in 2019 and they have a lot to do with better analytics, better marketing, better scorecards, branching into new verticals and hiring more sales professionals. All of this comes in stride in the Q2 of 2019. DHT believes a fair earnings growth rate for 2020 is 8% to 12%. As to quarterly growth for Bankers Healthcare Group, we expect Q1 to be very much at the high end of their growth rate when compared to last year's Q1. We then expect quarterly results to be more or less flatten out for the rest of the year as BSG works the balance sheet strategy and their traditional going on sale model at the same time. The chart on the right is at the core of many questions we get about Bankers Healthcare Group. With the shift to more of a balance sheet model, you can see that they will not abandon the end of sale, but believe they can reduce its impact and thus diversify DSU's revenue stream, which is at the heart of the strategy. Diversification of the revenue strength as well as diversification of their funding sources. They are targeting a longer term target of interest income as a percentage of total revenues of more than 40% to 50%. But suffice to say, to get to 35% over the next 2 to 3 years will be a tremendous accomplishment. So now briefly on expenses. As we know here, salary is up largely due to increased personnel and increased award levels in the incentive plan in 2019 versus 2018. Equipment and occupancy are up year over year due to increased technology costs in the branch project that we began and completed in 2019. As to our run rate moving forward, using the 4th quarter as a base, we're anticipating expenses to increase in the mid single digit range in 2020. We've got a big hiring plan this year inclusive of Atlanta, which Jared will go into more detail in a few minutes. For the last few years, our expense to average assets, excluding merger, has been in the 1.9% range. We don't see that changing much at all in 2020. As I discussed on last quarter's call, we've modified our longer term operating ranges. Our previous metrics were in place since 2012. We believe the granularity provided by those previous measurements served its purpose. So we're now opting to go with a higher level of guidance with operating ranges for ROAA, ROTCE and tangible equity as our current guidepost. For ROAA, we're targeting $145,000,000 to $165,000,000 for the quarter. We're operating slightly outside that range at $139,000,000 but anticipate getting back in within the range fairly quickly with BHG strategy change becoming less impactful to linked quarter results and as the lab builds out. ROTCE should also respond in a similar fashion. We were up and we are also operating in the high end of the range on tangible equity ratio. Just to remind everyone, we've operated outside our close ranges in previous years, albeit they were the previous targets. I think it took us 2 plus years to get to our non interest expense target in the early days. Same is true today, although we're thinking it will take only a few quarters. The communication objective here is that we will find our way back to these ranges quickly. With that, I'll turn it back over to Terry to talk about our outlook for the Atlanta market. Okay. Thanks, Harold. As most of you know, we've currently targeted the largest, fastest growing urban market in the Southeast. For some time, we've used this map to illustrate our desired geographies. There are 15 urban markets that were originally targeted in this triangle from Memphis to D. C. And from Memphis to Charleston, South Carolina. Today, we're operating in 10 of 15%, and it's our expectation that we can generally produce double digit loan growth with no further market extension. In other words, we expect double digit growth from the 10 blue markets in which we currently operate. That's a pretty enviable position to be to build a current market presence that should yield double digit growth. In general, we've been operating right through the core of this triangle, but not at the fringes. So the remaining targets include Atlanta and Georgia and Columbia, South Carolina to the south and the Hampton Roads area of Virginia, Richmond, Virginia and Washington, D. C. To the north. In my judgment, easily the most attractive of those remaining targeted markets is Atlanta. Obviously, we've chosen these Southeastern markets because of their size and growth dynamics. They support our aspirations to build a large high growth bank. And we've chosen them because they're familiar to us. We understand how business is done in them. Frankly, I love our model, but I'm not completely sure if it would be as effective in, say, New England as an example. Beyond our familiarity with them, we've chosen these markets because of our confidence in our ability to attract the best bankers and provide distinctive service to their clients. And that yields huge market share takeaway specifically from those large vulnerable competitors that currently dominate all these markets. So in short, from a strategic standpoint, we target large high growth urban markets that are dominated by Wells Fargo, SunTrust, Bank of America and Regions. That's why I say in my judgment, Atlanta is easily the most attractive market which we can extend. It's the largest fast growing market and is dominated by Truist, Bank of America and Wells Fargo, all of whom seem incredibly vulnerable at this time. Honestly, I view this as a once in a generation opportunity to grow a big bank in one of the nation's most attractive markets, perhaps even more exciting than expect most everyone is familiar with its size and growth dynamics. But of expect most everyone is familiar with its size and growth dynamics. But quickly, it's the 9th largest MSA in the country by population. It's the number one moving destination in the nation for the 9th consecutive year. Its median household income is consistently more than 50 percent higher than the Southeast MSA median, more than 50% higher. And it's an extremely rich market for businesses, which is thrust of our firm. There are 26 Fortune 1000 Companies headquartered there, 16 Fortune 500 Companies and 200 of the nation's fastest growing private companies. Specifically, there are nearly 24,000 businesses with sales from $1,000,000 to $500,000,000 which is our target market and where we excel. Not only are the size and growth dynamics of the Atlanta market overwhelmingly attractive, frankly, the more compelling attribute is the competitive landscape. It's a market in a dramatic state of turmoil and diminished brand loyalty across the board. 60% of the top 20 banks in 2,009 are no longer in the market. 40% of today's top 20 are there by way of acquisition and many still exhibit the vulnerability typically associated with merger and integration. Not only that, but I'm in possession of the greatest research on client satisfaction with banks in the Atlanta market. It would suggest that even prior to there than it is for them in Nashville, where we've been so successful taking their share. So the opportunity is right. So instead of wasting a lot of time building a case for the obvious, the attractiveness of the Atlanta market, I'd really prefer to spend more time on our vision for Atlanta, what we intend to build and how we intend to do it. The best illustration of that is what we've already actually done in Nashville, another relatively large high growth market absolutely dominated by Bank of America, SunTrust and Regions or its predecessor AMSAL back in 2000 when we started Pinnacle on a de novo basis. Many of you will recall that the catalyst for our forming Pinnacle was the sale of First American Corporation, a $20,000,000,000 bank holding country headquartered in Nashville and the last large locally owned bank to be rolled up by the state headquartered banks, in that case, AmSouth. It seems to me the parallel to Atlanta is obvious. Bank of America, SunTrust and Regions each had 15% to 22% deposit market share in Nashville when we started. I'll personally never forget Don Kennedy of Kennedy Roofing Company coming in and opening our first checking account and our first line of credit. That was it on October 27, 2001 plan. In other words, we had nothing when we set our sights on those 3 diamond banks. So this chart paints a pretty vivid picture of what we've been able to do since that time and how we've done it. In terms of what we've done, at June 30, 2019, we continued at the top of the FDIC deposit share chart where we've been for a few years now. And my goal is not to gloat about our success and disparage our competitors, but I need to make sure I'm clear about the magnitude of the market share takeaway because it bears on the success we're targeting in Atlanta due to competitive vulnerabilities we just discussed. As you can see on the FDIC chart today, Regions has roughly 12% of the deposit market in Nashville. Regions today represents a combination of what was once Regions, Union planners and AMSAL, which on a combined basis had north of 30% market share in Nashville when we started in 2000. So that's an 18% market share give up by regions and the predecessor since we started. And I'm not going to go through and highlight each competitor, but it suffice it to say virtually all the big banks dominated the market when Venicle started from Strategic National had given up market share from which we have successfully grown. More importantly, look at the Greenwich associate data on the top right of the slide. First of all, this is data regarding businesses with annual sales from $1,000,000 to 500,000,000 dollars What's plotted here is lead bank share for the 5 banks with the largest business share in Nashville and the level of satisfaction that their clients express about them. Let me start with the lead share position. As you can see today, we're in a first position at the top of the chart and not by a little, by a lot. Roughly 26% of the businesses in Nashville, New Pinnacle is their lead bank. Our next closings competitor has just 10% share. That's a pretty commanding lead for having started at 0. And then focusing on what our clients think about the differentiated level of service we provide them, roughly 90% give us a top box rating, while some of our competitors receive a percentage of top box scores from their clients down in the 50s range, which is a phenomenon that suggests to me regardless of our already diamond position, there's still meaningful ongoing market share takeaway opportunity in Nashville, which I'll develop further in just a minute. Now at the bottom left of the slide, we focus on how we take so much share from these large vulnerable competitors. According to critics, now as you get down to the left side of the chart, the things that are most valued by business clients. As you can see in the key, the darker green in the box, more dominant you are versus competitors on those items that matter most to businesses. And the brighter red in the box, the more vulnerable you are to competitors on those same items. As you can see, we dominate the Nashville business market in terms of how easy we are to do business with, how effectively we're able to demonstrate that we value long term relationships, the net promoter score, which is generally a measure of the client's desire and willingness to recommend us to their peers and our overall digital experience. I don't want to get too far from my central message here, but there's one I came to this highlighting that's our clients view of our digital channel offering. As a business focused bank, I love our number one position in the national market as it relates to our business clients' overall regard for our digital channel offering versus how the business clients of Truist, Bank of America and Wells Fargo regard their digital channel offering. All right. That's enough of that. Setting aside that, as you continue on down the chart, you can see the power of our unique hiring model as our relationship managers dominate. And then finally, our treasury management systems also dominate the national market against these larger regional and national franchises. Looking now at the lower right of that chart, I won't walk you through each aspect of our execution in the market. But you can see the businesses who are currently our clients hold us in extremely high regard, which speaks to the ongoing share takeaway potential I mentioned a minute ago. And our existing clients favor us with more business than the clients of our competitors favor them with their business. As I mentioned a couple of times now, it appears to me that despite our dominant position, we still have meaningful market share takeaway opportunity in Nashville. Our ability to see the vulnerability of these large banks is still picking up speed. As you can see, our lead bank share in Nashville grew 3% last year, 3% lead bank share just last year. This model hiring the best bankers in the market away from those large global competitors and then get them to move their book of business by enabling them to focus on what clients value most continues to be a winning play against the banks that used to dominate Nashville and currently dominate Atlanta. So this is our aspiration in Atlanta in the next 5 years. We expect to aggressively recruit and hire the best bankers in the market from the large vulnerable regional and national competitors, More specifically, not this similar to the hiring approach we took to building our C and I focus in the Carolinas and Virginia, We expect to hire at least 10 relationship managers a year or 50 over a 5 year period of time. We intend to arm them with the same treasury management, wealth management and differentiated back office service levels that have been so effective against those banks that dominate the Atlanta market. Specifically, that would entail higher roughly 15 to 20 additional revenue producers over the 5 year period as treasury management consultants, wealth managers, brokers, mortgage originators, SBA loan originators and the like. We expect in general to open an office a year in the business rich trade areas of Atlanta, places like East Cobb County, Buffhead, North Fulton County, just to name a few. We think we can build out a $3,000,000,000 bank in the Atlanta market over the 5 year period. We expect to invest $0.03 to $0.04 in EPS during 2020 and cross breakeven in the Q3 of 2021 by an 18 month breakeven period. After a lot of dialogue with a number of candidates, we selected Rob Garcia to build out our bank there. Over the years, as I've discussed, we've had an opportunity. I've always indicated that our goal wasn't just to build an LPO or to just hire small sales team, but our management is capable of operating across all banking disciplines and is capable of building a $2,000,000,000 to $3,000,000,000 bucket. Rob has demonstrated an ability to do that. He's a long standing banker in the Atlanta market. He has been the Atlanta market President for Synovus, where he was running a roughly $5,000,000,000 bank. Prior to joining Synovus by way of acquisition, Rob was instrumental in starting Side Bank, a notable start up there that was sold to Novus in 2,005. So Rob is uniquely qualified from our perspective. He's well known to Pinnacle's National Based Chief Credit Officer based on their previous working relationship in Atlanta. He's worked in a larger regional bank environment, which gives influence in all the sophisticated products provided by Pinnacle and those large regional national franchises. But he has a thorough understanding of the community banking models that Pinnacle uses to differentiate itself from those larger banks. Since joining us in late December, he's already hired 3 highly successful relationship managers, 1 C and I lender, 1 private banker and one CRE lender, along with their key support personnel and hiring pipeline appear to be filling up pretty rapidly. So we're off to a fast start and excited about the incremental growth opportunity that Atlanta market provides us. As I said earlier, we view this as a once in a generation opportunity. We intend to make the necessary investments to see it. So we're extremely excited about our prospects in 2020. Here's what we're targeting: continued double digit loan growth, similar double digit growth in core deposits, while we continue to bid our cost of funds down at low double digit fee growth. Longer term, we intend to capitalize on the economic and competitive landscape in our target markets, which is fabulous, continue hiring revenue producers throughout the footprint and additionally in Atlanta. That's always been our revenue growth engine. And honestly, it's never looked better. And finally, to continue to grow tangible book value because it's my belief that companies that can compound tangible book value grow their share price meaningfully. So Sherry, with that, we'll stop and take questions. Thank you, Mr. Turner. The floor is now open for your questions. Our first question comes from Jennifer Demba with SunTrust. Terry, the Atlanta expansion makes a ton of sense for you guys. Do you see a potential other de novo effort for Pinnacle in the next few years if opportunities should arise? Or do you think you'll try and just focus in on Atlanta and be yes, and focus in on Atlanta? That's a great question. Jen, if you know, I'm hesitant to make comments about, oh, we're always going to do this or we're never going to do that and those kinds of things. Those opportunities change, landscape change, all those kinds of things. So I don't want to put myself in a position to say, oh, we just wouldn't do another de novo expansion. But having said that and put it in context, to be honest with you, sitting here right now, my thrust is Atlanta. It's an unbelievable opportunity. It's what we want to work on. You know the market better than I do, but it is so large and high growing and the competitive landscape is so right. And what we do is so well suited as opportunity that just becomes sort of the top of my list of what I want to work on. And so as a company, that's where we'll dedicate a lot of resource and quite honestly, that's where I'll personally invest a meaningful amount of time. Can you talk about Harold, you mentioned something about the growth rate for BHG in the Q1 of 2020, and I don't think I understood it. Could you repeat that? Yes. Trying to build off the Q4 of last of 2019, but also comparing to the Q1 of 20 19. We think the growth rate for the Q1 of this year will at least be 12 percent over the Q1 of last year. Okay. And any thoughts on the tax rate for 20 20? Yes. We don't anticipate the tax rate to change very much in 2020. It ought to be the ETR ought to be pretty similar. Great. Thanks a lot. Good quarter. Thank you. Thank you. Our next question comes from Steven Alexopoulos with JPMorgan. Hi, good morning, everyone. Hi, Steven. I wanted to start first on the margin. Howard, I thought you said the NIM would be flat to down in 2020. How do you think about the NIM over the near term? Yes. That would be for the Q1. So that is the Q1? Yes. We think it will be it won't be down much if it goes down. So we're hopefully we're close to that inflection point here within the first half of the year. Got you. And then stabilize beyond 1Q 2020? Yes. That would be that's our current planning assumption, Stephen. We've still got a July rate cut in there. Whether or not that happens or not, not sure. But we did a lot of, call it, initiatives last year to kind of reduce our asset sensitivity. And that has basically neutralized our balance sheet with respect to rate cuts. Got you. Okay. And then on the Atlanta expansion, I'm curious how many relationship managers do you expect to add in 2020? And how did you come up with 50 as the right overall number? Yes. I guess the thrust is sort of how fast can you hire and assimilate people. And so I think, again, in working with Rob Garcia, who's our market leader there, he felt comfortable to pay for us to hire 10 relationship managers. And I think you might think about it this way, Stephen, they'd be maybe a number like 6 C and I bankers in the 10, maybe a number like 3 private bankers in the 10 and maybe a number like 1 pre banker in the 10. And so that seemed like a comfortable build out pace for us. And so it's just simple math from there, 10 a year, 5 years is 50. That's not to say we wouldn't hire more if we had an opportunity, which we may well have. But that's sort of the core of what we're trying to do is we build a C and I platform. I also indicated that we'll build out the other fee business professionals as well, which would include treasury management, consultants, wealth managers, primarily brokers, mortgage originators and SBA loan originators and so forth. And so compared to the 50 over 5 years, that's probably another 15 to 20 revenue producers that would be added to that. Okay. That's helpful. Then just one final question. So looking at the loan growth guidance for 2020, you included high single digit in the range. Are you just being conservative? Or do you see something that could cause loan growth to slow this year? Thanks. Yes. I think we're being more about it's more about being conservative than it is. Any kind of statement regarding what kind of energy we have within the franchise. We did $2,100,000,000 We ought to at least do that here going into 2020. Thanks for all the color and thanks for taking my questions. All right. Thanks, Steve. Thank you. Our next question comes from Catherine Mealor with KBW. Thanks. Good morning. Good morning. So Harold, in your earlier remarks, you talked about how your incentive plan relies on EPS growth versus as you compare it to peer EPS growth. And so as we think about what we're seeing across maybe consensus across midcap banks, either generally flat to maybe even down EPS growth, for most of your peers. So how do we think about what and I know you're not going to give us your goal, but a this year? Yes. I think that's a fair assertion. There's quantitative and qualitative factors going on. You're right. When you line up our peer group, there's probably half of them that are now with estimates out there for negative earnings growth in 2020 over 2019. So you might say, well, it's kind of like stepping over a rock or something to get to top quartile. But at the end of the day, when you line it all up and you start thinking about, okay, how are you going to propel these shares? What's going to make these shares move? What kind of catalyst might be there? And so we use that incentive plan to help create that energy. And so you should assume that there's going to be outsized growth. And I think if you line up our peers, you can probably see what kind of targets we're shooting for. Great. That's because I don't know if I got to your question, but that would be my response. I think that's right. I think, I would assume that there's some level of EPS growth for you to get a full payout, but just wanted to kind of confirm that. That makes sense. And then maybe a follow-up on that as I'm thinking about the expense build out. I mean, if we take your $0.03 to $0.04 EPS investment for Atlanta, that's about, call it, dollars 3,500,000 which is a very small piece of the overall expense growth this year, if you can do it on a dollar basis. So where is the rest of the expense growth coming from? Or is there some kind of revenue component also in that $0.03 to $0.04 investment? Well, there definitely is a revenue component. So Terry has not been bashful with Rob and assigning growth rates and all that sort of stuff. So he's got himself a full time job, I'll say, like that. So there is revenue growth in that number for Atlanta. The expense growth, we've got a significant hiring plan coming up on us. And the that comes with an additional incentive cost and all that, but that also gives us flexibility with some respect. So the easiest thing we can get kind of quick returns off of with respect to our plan is to throttle back on expenses or otherwise use that incentive plan to help us perhaps offset revenue shortfalls. And we've done that in the past. So 2020 will be no different. But what we're speaking to today in our comments is a fairly significant hiring plan that we've got going into next year. Hi, Catherine. I might just add to Harold's comments there. I guess for them, I asked a great question really about, okay, so would you take on other de novo opportunities in addition to Atlanta? And again, that's not in our plan, our plan to focus on the markets that we're in, plus Atlanta. But I wouldn't want anybody to lose sight of, we're still building out a lot of revenue capability in markets like Charlotte and Raleigh and Greenville and Charleston. And I think you probably saw in the Q4, I think we had an 18 revenue predictions in the Q4 alone last quarter Q4 of 2019. And so we're still believing that this competitive landscape is right up our alley and we're still finding great opportunity to hire banks largely from these large banks that we need to be so vulnerable. So anyway, I'll just give you that as color on the expense bill. Got it. That's helpful. Great. Thank you so much. Thanks, Kevin. Thank you. Our next question comes from Stephen Scouten with Piper Sandler. Hi, guys. Good morning. Hi, Stephen. I'm curious, I think you said on CECL, maybe it was a $0.01 to $0.03 kind of drag into your 2020 expectations. So does that imply you think credit trends should kind of continue at their current pace? And I guess provisioning would be in the $30,000,000 to $35,000,000 kind of range based on that math? Yes. I don't think that's too far off. We spend a lot of time with the credit administrators trying to figure out what kind of charge off forecast they might have for 2020. And we're just not seeing anything that would alarm us that we're going to see increased provisioning related to the charge offs for 2020. Got it. Okay. And then kind of digging further into some of Catherine's questioning there. Just you guys noted a little bit below the ROA target here in the Q4, but obviously not for the full year. You did a great job on the full year relative to that target. But it seems like it will be difficult really to deliver EPS growth year over year given NIM headwinds, mid single digit expense growth and maybe a dip into the high single digits on the loan growth front. How, I guess, confident are you around that ability to grow EPS year over year apart from maybe a reduction in incentive comp? Yes. I think it's going to be a hard year. Obviously, the yield curve is not helpful or has improved some over the last short term period here. But the confidence we have is it goes back to the core, It's about what markets you're operating in and what kind just got to kind of lay out these goals. I think there was a question earlier about, You just got to kind of lay out these goals. I think there was a question earlier about how do we get to 50 people. Well, a lot of that is just sitting down going eyeball to eyeball with people and saying, hey, you got to do this for us to get to the numbers we need to get to. So we laid that out there and say, okay, you need to hire this many people. That's the way we've operated this firm now for almost 20 years. And we think that at the end of the day, our folks will deliver what we've tasked them to deliver. It's not that difficult actually as to how we operate this firm. Fig, I might add to Harold's comments just for whatever it's worth. You know this, nobody knows in the future, including me, and I don't know what all the market conditions are going to do, how they might change and what the impact of the political discourse in the country is going to be or what the impacts by North Korea, Iran or all those sorts of things. But if you're talking about an environment that looks very much like the environment that we're in today, I can't imagine this company is not going to produce earnings per share growth. Okay, great. And then just maybe last thing, I'm curious, you guys still have a pretty sizable authorization on the share buybacks, a little less active this quarter. When you're modeling and you're thinking about the company for next year, how are you thinking about capital planning and the share repurchases in particular? Yes. We're still planning on using the rest of our allocation. We're likely to use it here over the next 3 quarters. So we'll our 4 quarters, we intend to use it. Okay, great. Thanks for the color, guys. All right. Thanks, Steve. Thank you. Our next question comes from Jared Shaw with Wells Fargo Securities. Just looking at the BHG with the color on Q1, should we expect then that the rest of the year that growth is sort of a steady ramp from there or will it be a little lumpy? Yes. Jared, we've had a lot of conversations with VHG over the years about lumpiness. I think the way it's kind of planned out this year or what they're shooting for is that you'll see a ramp up from the Q4 into the Q1 and then a ramp up into the second quarter, and then that growth rate will basically be flattish to slightly up for the rest of the year. So it's been somewhat of a bell curve for a few years. And so I think this year, they're planning on a kind of a ramp up in 1Q and 2Q and then kind of flattish into the last half of the year. Do those 2 funding facilities, does that provide enough funding for them to meet their goals? Or is there an expectation that they're going to have to get additional funding as we go through the year? Yes. The plan for them is to fund up here fairly quickly. And then what they'll do is they'll securitize they've got a $200,000,000 facility. They'll securitize that facility and then in effect selling off to investors, not the asset, just the funding part, they'll borrow money to set up a security. And then they'll reload the warehouse. Got it. Great. And then on the margin, what's your expectation for a July cut there? If we don't see a July cut, is that incrementally positive to margin in the second half? Or are you running a neutral half now where should be relatively neutral overall? Well, I think it will be positive. I don't think it will be a big positive, but I think it will be positive. Great. Thanks very much. Thanks, Gerard. Thank you. Our next question comes from Brock Vandervliet with UPS. Good morning. Thanks for the question. Just to follow-up on those. So if I understand this, BHGE's funding is now set between what they've got organically in terms of the balance sheet runway plus the securitization strategy. Is there any missing piece that's left here? Or are they set? I think they're pretty much set. I think they're still working through documents on the securitization piece. But they intend to in the second quarter to kind of do that first issuance. And did Pinnacle expand its financing of BHG or was that unchanged? I don't think it has changed. Okay. Okay. And Harold, I think you've done a good job in terms of orchestrating this shift we see in funding running down some of the CDs. How much more can you go on the wholesale CD front? Remind us how large that portfolio is? Yes. Hold on. Give me a second. I'll try to dig the numbers. I appreciate the compliment in Frontier. That's good. Yes, and Brock, I was kind of hoping for 1, because if I can get one, that'd be good. I'll work on it. The CD book, we're probably talking about oh, hey, dollars 300,000,000 $400,000,000 $110,000,000 I'm sorry. I'm sorry, I'm talking to you wrong. Probably about $2,000,000,000 in CDs. And how much of that's wholesale? I think basically $2,000,000,000 is about wholesale. I've got $1,700,000,000 in brokered and about $800,000,000 call it non core retail, about $800,000,000 in that. So that will be that's kind of my wholesale book. Okay. And Terry, I'm not sure this is a compliment, but you're obviously no stranger to acquisitions. As you looked at the Atlanta market, clearly, you've got a horse there. You found with a leader, but how did you evaluate that versus a possible acquisition? Well, I think I'd say there's 2 or 3 things that are important to me. Goal 1 is to get to the market. We've sort of added as a target for a long time, but the vulnerability really accelerated in Atlanta over the last 12 months in the competitive landscape. And so it just got important to me to get there, not insincere when I say it might be as big an opportunity as the one we see in Nashville. So then underneath that, obviously, we have discussions about M and A and about a de novo model. I think I've said all along, I'd be prepared to go either way. And I still say that would reflect my mindset. I wouldn't be willing to go either way. It gets back to can you hire somebody, how big a book can they build? And then if you do an M and A transaction, what are all the ongoing implications of that? What's the price going to be, what's the accretion going to be, all those kinds of things. And so at least at this moment, the de novo start felt best to us. Got it. Okay. Thanks for taking my questions. All right. Thank you. Our next question comes from Tyler Stafford with Stephens. Hey, good morning guys. Hey, Tom. Hey, just two more for me. I just wanted to follow-up on the inclusion of the core deposit growth within the incentive plan. How much weighting does that carry in the plan this year? It will be a similar weighting to the revenue share that we've had in prior years. So it will be around 20%. Okay. And then I just wanted to clarify, as you guys pencil out the 2020 year with the guidance and outlook you've laid out, you do think that you can get back within your ROA and ROTCE target range over the next couple of quarters with that July November cut assumption? Yes. I think so. I think the ROAA target will be a little I mean, it'll be a little easier than ROTCE target, but we still think that our modeling shows that we'll get back to them. Okay. Should there be any much balance sheet the difference between kind of loan growth and overall balance sheet growth, would that differ much? Or total balance sheet growth should still be kind of high single digits, low double digits? Yes. I think balance sheet growth and loan growth will run kind of similar growth rates. Okay. All right. Thanks, Harold. All right. Thanks, Tom. Todd. Thank you. Our next question comes from Brian Martin with Janney Montgomery. Hey, guys. Good morning. Hi, Brian. Hey, Harold, just one thing back to the margin. I mean, if you get the 2 cuts if you don't get the 2 cuts that you expect, I guess, is there upside to the margin? Is that how we should think about it given kind of the plans you've outlined? It sounds like stable with the cuts and then maybe some upside if you don't get the cuts? I think it is that way. I think there's going to be a slight positive to a no cut environment or flat net funds rate for the year. We did a lot of work last year to, like I said, remove the asset sensitivity. So I think we're much more neutral with respect to interest rate risk management this year. Okay, perfect. And I think you said on the expense outlook that it's a mid single digit growth rate. Is that off of 2019? And does that include the Atlanta build up, the cost of that? Yes. It's off of the 4th quarter run rate. Okay. And it's got a component in there for Atlanta. Okay. All right. And then last thing on the clarification on BHG. I think the revenues in I thought your comment was that the revenues in BHT are up 8% to 12% in 2020 versus 2019 is in 2019 was like a $90,000,000 number. Is that the right math how we're thinking about that? Yes. Okay. All right. That's all I had. Thanks so much. All right. Thanks, Brian. Speakers, I'm showing no further questions in the queue at this time. I would now like to turn the call back over to you for any further remarks. All right. I would just say that our view was Q4 was a good quarter for us. It's really highlighted by the improvement in cost of deposits, continued balance sheet growth and continued hiring. And our outlook for 2020 continues to be strong, running exactly the same program with the addition of the high profile Atlanta market. Thanks for joining us. Ladies and gentlemen, this concludes today's conference call. Thank you for your participation. 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