I was fortunate enough to publish an article on The Increasing Value of Deposits in BAI Banking Strategies today.
“…The banking industry has run off $1 trillion, or one-third, of its time deposits since 2008, according to the Federal Deposit Insurance Corp. That was good for banks as long as interest rates were going south. However, since April 2013, we’ve seen a doubling of the five-year Federal Home Loan Bank (FHLB) advance rates, which represent an alternative funding source for financial institutions. Five-year rates at the FHLB of Des Moines, for example, have been over 2% for several months at a time when the average five-year bank certificate of deposit rate as reported by FDIC has been around 0.75%…”
Gartner Research estimates that annual spending on cloud-based solutions will grow nearly 66% from just over $23B today to just under $40B by the end of 2015. Much of this growth will occur in the banking & financial services industry as businesses migrate from older, less flexible, on-premise systems to more agile and always up-to-date services in the cloud. For many community banks, this is an entirely new endeavor – one that requires a brand-new skill set that must be mastered to reduce cost and maintain overall competitiveness. So how do you get started? What sort of applications are ideal first candidates for the cloud? What should a bank look for in a cloud solution provider? Continue reading
Anybody recognize this guy?
That’s Billy Beane… well, Brad Pitt actually.
For nearly 100 years, there wasn’t a lot of money in baseball. That’s not to say that money didn’t play a part… just that the players, coaches, and fans were there primarily for the love of the game. Kids on playgrounds across the country idolized their favorite sluggers, and dreamed of someday getting a chance to step up to the plate. On game day, raving fans came out in droves to support their local teams, and players ran onto the field determined to win. Continue reading
I have the good fortune of speaking with bankers every day, from all across the country, in large markets and small. What am I hearing? Again, and again…
The wholesale markets are shrinking, and I’m going to need a lot more deposits to make up for it.
I was thrilled to be invited to speak on this very subject at the upcoming Retail Deposit Optimization and Strategic Management Symposium in NY on December 5th and 6th. GFMI marcus evans is bringing together heads of retail deposits, retail banking, and deposit operations from the retail banking industry to discuss strategies for deposit growth. Speakers will also examine the effects of the new Basel III liquidity regulations on acquisition and retention strategies. Continue reading
The value of a banking conference is mostly in the people, in the candid conversations over lunch, dinner, or even on the golf course. That’s where you hear the real story of what’s happening every day in the trenches. The sessions and presentations provide the backdrop, the trends, the landscape, but the people provide the perspective.
Such was the case a couple of weeks ago in Buffalo, NY at the IBANYS Annual Convention. I had the pleasure of speaking with a number of community bankers and each one welcomed me with a friendly smile, a firm handshake, and some very engaging conversation. Everyone I talked to was happy to share what was really happening in their world. Continue reading
Let’s say you’re looking at a really profitable loan that you booked at a much higher rate a few years back. Maybe the customer has a couple of loans like that with the bank and you’ve even earned their deposit business. You’ve built a solid relationship and have become their go-to banker.
But rates have fallen quite a bit since you booked those loans. The borrower could easily re-price and save themselves a lot of money. And it wouldn’t take much to discover where today’s rates are… information like that is coming at us from practically every direction. Even a casual conversation at Rotary Club can let the cat out of the bag in no time. At that point, you’ve become the banker they didn’t hear it from.
So, do you go out and proactively re-price, hoping to trade a bit of today’s profit for an even stronger relationship, or do you ride it out? Continue reading
From a recent American Banker article…
The real struggle is on the commercial side… Everyone is fighting for the A-paper clients.
Not surprisingly, I heard the same thing at an RMA conference in April. During my talk, I contended that everyone seems to be chasing the exact same deals, and they’re chasing them in exactly the same way – in essence, by offering lower and lower rates. This really hit home with the crowd, and a number of bankers tracked me down to vent about how frustrated they are. Continue reading
Another great post on the Asset Management Group blog by our friend Dallas Wells.
“…I get the feeling some banks are starting to give on credit standards. Of course, it is always the bank down the street, but every market seems to have a few cowboys. I am shocked at how short our memories are in this business. In banking, if you are right 95% of the time, you go out of business. It is as simple as that. I would much rather be aggressive in pricing the best credits than end up with ugly credits in the portfolio. In fact, I would rather see margins get crushed by missing deals than booking bad credits. We can survive skinny margins from a big bond portfolio, but not loan losses…”
I spent a few days at the Financial Managers Society annual Finance & Accounting Forum in Boston this week. If you didn’t make it, I recommend checking it out next year. It was well run, had a number of timely & highly relevant presentations, and one of the best opening receptions I’ve been to in years. The tasty, and incredibly fresh lobster rolls captured the local spirit and topped off a very good opening night. Continue reading
If you’ve ever considered building your own loan pricing / profitability model, you should have a pretty good idea about what’s involved. There are many factors, but the bulk of the profit is driven by credit risk and interest rate risk. To address credit risk, a bank needs to set aside a loan loss reserve (provision) large enough to cover the Expected Loss (EL), and hold enough capital to protect against the Unexpected Loss (UL). Mitchell wrote a great article about the effects of capital and provision on loan pricing… definitely worth a look whether you decide to buy or build. I won’t go into the details of interest rate risk, but encourage you to take a look at Mitchell’s article on choosing the appropriate cost of funds for your loan pricing model for a few nuggets of wisdom that you might not have considered. Continue reading