オールド・ナショナル・バンコープ（ONB）2026年第3四半期決算説明会：過去最高のEPSと預金成長

要点

• オールド・ナショナル・バンコープが発表した2026年第3四半期のGAAPおよび調整後EPSは0.66ドル、総資産利益率（ROA）は1.37%、有形自己資本利益率（ROTCE）は19.6%となった。
• 期末預金残高は前四半期比年率換算で11%増加し、これには法人口座のオーガニックな成長分約10億ドルが含まれる。預貸率は89%に低下した。
• 貸出金総額は前四半期比で年率3%増加、前年同期比で年率7%増加した。商工業（C&I）貸出は前年同期比12%増加し、商業用不動産（CRE）貸出は3%増加した。
• 調整後非金利費用は3億5,500万ドルに減少して過去最低の調整後効率比率44.9%を達成し、プラスのオペレーティング・レバレッジをもたらした。
• 与信トレンドは引き続き安定している。非PCD純貸倒償却率は24ベーシスポイントとなり、要注意先および要管理先債権は前四半期比で9%、前年同期比で16%減少した。
• 経営陣は2026年のEPS成長率について15%超という予測を維持している。年間貸出金成長率は6%〜8%のレンジの下限付近を見込んでおり、残りの1億7,700万ドルの自社株買い枠を2027年2月までに活用する計画である。

主な財務データ

事業および業績

商業ローンが引き続き主な成長ドライバーとなった。商工業（C&I）貸出残高は前年同期比12%増加し、商業用不動産（CRE）貸出の3%増と比較して大幅に伸びた。経営陣は、人材採用や法人・専門バンキング能力への投資に支えられ、C&Iの伸びが引き続きCREを上回ると見込んでいる。

商業貸出のパイプラインは合計44億ドルとなり、前年同期比で6%増加した。経営陣によると、高金利環境にもかかわらず需要は引き続き堅調であるが、四半期末のCRE完済や積極的なポートフォリオ管理が報告された貸出金成長を抑えた。貸出枠の利用率はわずかに低下したが、経営陣はこれを将来の需要の潜在的な源泉と捉えている。

預金の伸びは主にオーガニックな要因によるものだった。経営陣によれば、約10億ドルが法人口座によるもので、通常見られる季節的な公金資金の拡大が約4億5,000万ドル寄与した。ブローカー預金は当四半期中に減少した。総預金コストおよび有利息預金コストはそれぞれ前四半期比で8ベーシスポイント上昇し、その上昇分の約半分は新規預金の成長に伴うものだった。

有価証券ポートフォリオは、今後12か月間で18億ドルのキャッシュフローを生み出すと予想されている。経営陣は、既存ポートフォリオ（バックブック）の利回りが4.2%であるのに対し、新規投資有価証券の利回りは約6%であると述べた。また、同社には金利改定が見込まれる46億ドルの固定金利貸出があり、固定から固定への金利改定機会は既存レベルを100ベーシスポイント以上上回ると説明された。

オールド・ナショナルは当四半期中に、26名の商業およびウェルス・マネジメント担当リレーションシップ・マネージャーを採用した。経営陣は後に、19名が純新規採用で、7名が欠員補充であったと説明した。商業部門の採用者の大半は、クリーブランドおよびコロンバスでの事業拡大を含むC&Iに重点を置いている。また、同社はフィンテック、外国為替、飲食業界向けサービス、シンジケーション、およびウェルス・マネジメント機能にも投資した。

業績見通し（ガイダンス）

経営陣は、プラスのオペレーティング・レバレッジ、1株あたり有形純資産の増加、および15%を超えるEPS成長率とする2026年通期の見通しを維持した。

通期の貸出金成長率は引き続き6%〜8%の範囲内と予想されているが、経営陣は現在、下限付近での着地を見込んでいる。同行が包括的な取引関係、適切な価格設定、および厳しい信用規律を優先する中、第4四半期の貸出金成長率は1桁台半ばになると予想されている。

通期の純金利収入は既存のガイダンスレンジの下限付近になると見込まれている。第4四半期について、経営陣は純金利収入（NII）が第3四半期の約5億9,200万ドルから増加すると予想している。また、純金利マージン（NIM）も四半期平均の3.52%から数ベーシスポイント改善すると見込んでおり、四半期末のスポットマージンは約3.54%であったが、フォワード金利イールドカーブの動向次第でさらに改善する可能性がある。

通期の調整後費用の見通しは14億3,500万ドル〜14億5,500万ドルのまま変更がなく、実績は下限付近になると予想されている。多くの新規採用者が四半期の終盤に入社したことや、通常の年末要因により、第4四半期の費用は第3四半期の3億5,500万ドルから増加する見込みである。

手数料収入のガイダンスは変更ない。経営陣は、コアバンキング、ウェルス・マネジメント、および資本市場手数料が引き続き堅調に推移すると期待しているが、金利環境と通常の第4四半期の季節要因により、住宅ローン関連の軟調さが続く可能性がある。

同社は、現在の自社株買い承認枠のうち残りの1億7,700万ドルを、2027年2月末の期限までに機動的に活用する予定である。

リスクと注視すべき分野

預金獲得競争は引き続き激しい。経営陣は収益資産の拡大に合わせて預金を増加させる意向であり、これには追加資金調達のために高金利を支払う必要がある可能性がある。季節的な公金資金の流出により預金コストが約2〜3ベーシスポイント低下する可能性があるが、経営陣は総預金コストが9月30日時点のスポットレートである1.87%を下回ると考えるのは楽観的すぎると警告した。

住宅ローン手数料は、金利環境の変化と季節要因から圧力を受けている。経営陣は、変動報酬が費用削減のクッションとなっており、軟調さが持続する場合には追加の固定コスト削減の手段が利用可能であると述べた。

金利の上昇は商業用不動産（CRE）活動を抑制する可能性があり、四半期末の全額返済や繰上返済の一部の一因となった。それにもかかわらず、経営陣はCREの持続的な成長を期待しており、商工業（C&I）貸出はさらに早いペースで成長するとみている。

その他の包括利益累計額（AOCI）は高金利による悪影響を受け、報告された1株あたり有形純資産の伸びを抑制した。第4四半期のマージンおよびNIIの正確な推移は、バランスシートの拡大、イールドカーブ、貸出実行のポートフォリオ構成、および預金の価格設定に依存する。

アナリストQ&Aの要点

• マージン見通し：経営陣は、現在のスポットレートに基づくと第3四半期の3.52%のマージンは約3.54%になると述べ、フォワードカーブが予想通りに推移すれば、さらに緩やかに改善する可能性があるとした。
• 預金価格設定：預金コストの前四半期比8ベーシスポイントの上昇のうち、約4ベーシスポイントは新規成長によるものである。公金資金の季節要因により、さらに数ベーシスポイント加算された。
• 預金ベータ：経営陣は、金利上昇期・低下期のいずれにおいても過去の総預金ベータは約40%であり、現在の口座の動向もその予想を変えるものではないと述べた。
• 資本還元：第3四半期の62%という合計総還元性向は、公式な目標として提示されたものではない。経営陣は、強力な資本創出力が継続的な株主還元を支援するはずであり、2月に新たな自社株買い枠を検討すると述べた。
• バンカーの採用：経営陣によると、商業部門の採用者は通常、およそ1年から1年半以内にコストを回収するという。新規採用者はすでに署名済みの条件規定書（タームシート）や拡大するパイプラインをもたらしている。
• M&A戦略：経営陣は、追加の銀行M&Aは現在の優先事項ではないと述べた。同社はオーガニックな成長、人材投資、自社株買いに注力しており、当面買収の必要性は見込んでいない。

決算説明会文字起こし全文

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決算説明会の完全なトランスクリプト

経営陣による説明

Operator

Welcome to the Old National Bancorp Third Quarter Earnings Conference Call. This call is being recorded and has been made accessible to the public in accordance with the SEC's Regulation FD. The audio webcast and corresponding presentation slides can be found on the Investor Relations page at oldnational.com and will be archived there for 12 months.

Management would like to remind everyone that certain statements on today's call may be forward-looking in nature and are subject to certain risks, uncertainties and other factors that could cause actual results or outcomes to differ from those discussed.

The company refers you to its forward-looking statement legend in the earnings release and presentation slides. The company's risk factors are fully disclosed and discussed within its SEC filings. In addition, certain slides contain non-GAAP measures, which management believes provide more appropriate comparisons. These non-GAAP measures are intended to assist investors' understanding of performance trends. Reconciliations for these numbers are contained within the appendix of this presentation.

I'd now like to turn the call over to Old National's Chairman and CEO, Jim Ryan for opening remarks. Mr. Ryan?

James Ryan

Good morning. Earlier today, Old NAS reported another record quarter with third quarter EPS of $0.66 and new records in net income, adjusted diluted EPS and adjusted efficiency ratio. These results reflect the strength of our franchise and disciplined execution of our strategy, growing profitable relationships, funding that growth with core deposits, maintaining strong credit standards and operating efficiently. .

Growth remained healthy and balanced with strong deposit growth and continued expansion in both C&I and CRE lending. Active portfolio management moderated reported loan growth during the quarter. Despite the increased competition, we remain disciplined in pursuit opportunities that met our pricing, relationship and credit hurdles. These results reflect our consistent focus on full relationships, sensible pricing, strong underwriting and core deposit funding.

Revenue trends remain constructive with continued growth in net interest income and broadly stable fee income performance. As John will discuss, we believe the current rate environment is modestly helpful to net interest margin going forward.

Operating discipline remained a clear strength. We delivered record efficiency while reducing adjusted expenses from the prior quarter even as we continue to invest in technology, AI, process improvements and talent. This balance supports strong current returns and durable shareholder value. Credit quality remained stable and consistent with our expectations. We continue to manage credit proactively, maintain rigorous underwriting standards and stay close to our clients. Our diversified portfolio and straightforward banking model continued to serve us well.

Our capital position remained strong, supported by continued significant capital generation and tangible book value growth. This strength gives us flexibility to support organic growth, invest in the business and pursue additional capital returns with discipline.

During the quarter, we added 26 relationship managers across commercial and wealth expanding client-facing capacity and supporting continued organic growth. Commercial hires included 4 proven performers in Ohio, 2 in Cleveland and 2 in Columbus, important expansion markets where we believe our brand and go-to-market strategy will resonate. We also added leaders in our fintechs, FX and food and beverage businesses, broadening capabilities that support key strategic priorities. We are pleased with the caliber of talent we attracted and developed during the quarter. We will continue to invest selectively in high-quality bankers and specialized expertise, where we see attractive opportunities to drive organic growth, deepen client relationships and expand fee income.

In summary, this was another record quarter with disciplined growth, exceptional efficiency, stable credit and strong capital. We remain focused on the fundamentals that create durable shareholder value, profitable organic growth, deeper client relationships, disciplined investment and strong risk management.

I want to thank our team members for their continued commitment to our clients and 1 another.

With that, I'll turn the call over to John to discuss the quarter's financial results in more detail.

John Moran

As Jim mentioned, we delivered a strong quarter, highlighted by record earnings and efficiency, very strong deposit growth, balanced loan growth, disciplined expense management, stable credit performance and meaningful capital return to shareholders.

Beginning on Slide 5, we reported GAAP 3Q earnings per share of $0.66. Less than $1 million of merger-related expenses were offset by a similarly sized valuation gain on the settlement of the legacy Bremer pension plan. Excluding these, our adjusted earnings per share were also $0.66. Results were driven by strong deposit and disciplined loan growth, stable fee income and well-controlled expenses.

Credit remained normalized with 24 basis points of non-PCD charge-offs. Our profitability profile remained top decile as compared to our peers with return on assets of 1.37% and return on tangible common equity of 19.6%. Capital finished the quarter with CET1 over 11% and we grew tangible book value per share of 5% year-over-year. But for the impact of higher rates on AOCI, tangible book value would have increased an even stronger 13% annualized from the prior quarter.

We continue to return capital to shareholders through cash dividends and share repurchases in the third quarter with a combined payout ratio of 62% of net income to common.

On Slide 6, you can see our quarterly balance sheet trends, underscoring continued strength in our liquidity and capital positions. Driven by strong deposit growth, our loan-to-deposit ratio declined to 89% and the CET1 ratio remains above 11%. Again, we compounded tangible book value per share year-over-year despite the impact of merger charges and the increased pace of capital return.

We repurchased $100 million or 3.9 million shares during the current quarter, and $327 million or 13.4 million shares over the last year. As we've stated in the last several quarters, we continue to believe that the best investment we can make today is in ourselves.

On Slide 7, we show trends in earning assets. Total loans grew 3% annualized from last quarter and 7% annualized year-over-year. This growth was led by our commercial portfolio with C&I up 12% and CRE up 3% year-over-year. Production this quarter was balanced across our commercial book and remained predominantly floating rate. The next few quarters should be supported by a pipeline of $4.4 billion, up 6% from a year ago. The investment portfolio declined due to rate-driven market valuation with new purchases coming on at higher yields. We expect $1.8 billion in cash flow over the next 12 months. Today, new money yields are approximately 6%, which are well above back book yields of 4.2%.

Loan growth, ongoing repricing across both loans and securities and deposit pricing discipline supports continued growth in spread revenue into the fourth quarter.

Moving to Slide 8, we show trends in deposits. Period-end total deposits increased 11% annualized, primarily driven by $1 billion of organic increases in business accounts and seasonal strength in public funds. Noninterest-bearing deposits grew $182 million and represent 22% of total deposits. Like our loan pipelines, deposit pipelines remain healthy. Both total deposit costs and interest-bearing deposit costs increased 8 basis points linked quarter.

We remained on offense with respect to client acquisition in a competitive deposit environment. The spot rate on total deposits was 187 basis points at September 30. Overall, our deposit strategy outperformed our expectations even after adjusting for normal seasonal strength in public funds.

Slide 9 shows our quarterly income statement trends. As I mentioned earlier, adjusted earnings per share were a record $0.66 for the quarter, and our profitability remains peer leading.

Moving on to Slide 10, we present details of our net interest income and margin. NII grew 4% annualized from 2Q levels. Total margin was down modestly in the quarter with rate volume and day count benefits offset by increased funding costs. We anticipate fourth quarter growth in NII dollars to be supported by continued earning asset generation, disciplined deposit growth, fixed asset repricing and the slightly higher mix of floating rate loans. We remain well positioned to the forward curve and based on current spot rates for loans, deposits and securities and assuming a static balance sheet, we would expect a 2 basis point positive impact to margin, all else equal.

Slide 11 shows trends in adjusted noninterest income, which was $128 million for the quarter. Core banking, wealth and capital markets fees continue to perform well, while mortgage fees reflect some softness given the rapidly changing rate environment.

Continuing to Slide 12, adjusted noninterest expense was $355 million for the quarter. Run rate expenses remain well controlled, driving positive operating leverage both quarter-over-quarter and year-over-year, while delivering a record low 44.9% adjusted efficiency ratio. As Jim mentioned upfront, we continue to invest in top talent across our footprint in both commercial and wealth. Third quarter saw a strong pull-through from the talent pipeline with many of these hires happening late in the quarter. I'll discuss the anticipated expense impact on our outlook slide.

On Slide 13, we present our credit trends. Total net charge-offs were 27 basis points or 24 basis points, excluding charge-offs on PCD loans. Criticized and classified loans declined 9% this quarter and are down 16% from a year ago. Nonaccrual loans remained relatively stable linked quarter at 92 basis points of total loans, but are likewise down meaningfully from 123 basis points last year. The third quarter allowance for credit losses to total loans, including the reserve for unfunded commitments was 120 basis points, down 1 basis point from the prior quarter, primarily driven by charge-offs on PCD loans and improved credit quality.

On Slide 14, you can see our strong capital position at the end of the quarter. Tangible book value per share was up 5% year-over-year. Overall regulatory capital ratios were up modestly linked quarter with strong earnings absorbed by loan growth and continued share repurchases. As previously mentioned, we repurchased $100 million of common stock during the third quarter, and we have $177 million remaining under our program.

Slide 15 includes our outlook for the full year 2026. Our overall expectations remain unchanged from the guidance that we first provided in January of this year. We continue to expect positive operating leverage, growth in tangible book value and EPS growth exceeding 15%. We expect to achieve these results even as we have navigated a markedly different operating environment over the course of the year, and our 2026 estimates prove to be durable. As you can see, we believe our year-to-date results and current pipeline continue to support full year loan growth of 6% to 8%. You'll recall that we increased this range last quarter given the strong performance in the first half of the year, with 3Q results and a focus on striking the right balance between growth of full relationships that come with sensible pricing and credit discipline, we now expect mid-single-digit growth for the fourth quarter, which would bring us to the lower end of the annual range.

Our NII guidance is unchanged. Obviously, the exact path of NIM and NII in the fourth quarter will be dependent on balance sheet growth dynamics, the shape of the yield curve, the production mix and the deposit landscape. However, we believe our balance sheet is well positioned to the forward curve. And as previously mentioned, our spot margin is up slightly from 3Q levels. That said, given the year-to-date results, mathematically, we expect full year NII to come in on the lower end of the stated range with 4Q NII dollars expected to show continued growth from 3Q levels.

Our fee income guidance, which had also been increased earlier in the year, remains unchanged. We expect our core fee businesses to continue to perform well with mortgage fees softness likely to continue in 4Q amid the rising rate environment and seasonal factors. Our outlook for expenses is likewise unchanged. And given year-to-date results is now expected to fall near the lower end of the annual range.

Robust hiring at the end of the third quarter is expected to run rate into 4Q and next year. The outlook for credit and tax rates are also unchanged. Finally, we expect to fully utilize the remaining buyback plan opportunistically over the course of the current authorization, which runs through the end of February 2027. In aggregate, we continue to expect 15% plus EPS growth, positive operating leverage, peer-leading profitability, normalized credit and sustained growth in tangible book value per share.

Importantly, the durability of that outlook has now been tested across 3 consecutive quarters of volatility in the operating environment. It has held and it is expected to result in record EPS for 2026. To close, this was a strong quarter for Old National, record earnings, record efficiency, very robust deposit growth, improving credit trends and continued capital return. These are not onetime results. They are the direct output of the franchise we have built. A franchise with peer-leading profitability, sustainable growth, a diversified and growing fee income platform and a capital base that gives us the flexibility to invest in talent and technology while returning meaningful capital to shareholders. We are not just performing well today. We are investing to ensure Old National as an even stronger company in 2027 and beyond.

With those comments, I'd like to open the call for your questions.

Operator

[Operator Instructions] Your first question is from Daniel Tamayo with Raymond James.

質疑応答

Daniel Tamayo

Maybe just starting on the margin, John. The guidance, I think you said up 2 basis points is your thoughts for the fourth quarter, if I'm not mistaken. And then I think I saw in the slide deck that the spot rate was up 2 basis points at the end of the quarter, so implying kind of stable in the fourth quarter.

Just trying to think through where the trend goes from here. I mean, you've been talking about that continuing to move up. Is that still the overall thought that the margin would be kind of moving higher from here? Is the fourth quarter just kind of some impact from rising deposit costs following the hike in September and anticipation for 1 in December? Maybe you could just talk through the margin dynamics.

John Moran

Yes, for sure. The 2 basis point spot that we talked about is what it would look like right here right now today, not factoring in anything else for what might come later this year, of course, is based on sort of fund futures and forward curve, probably we're going to get a little bit more help, and that will be modestly beneficial, I think, to the quarter.

So I think in general, for 4Q, we could expect to see NII dollars continue to move up I think that will have as opposed to the [ $592 ] level that we were at in 3Q, probably has a 6 in front for 4Q and then a margin that will expand a couple of basis points from here.

Daniel Tamayo

From the 3Q average level correct, the 352?

John Moran

Yes, correct. The 352 today would be 354 and if we get a little bit more help would be even better than that. And so I think the expectation of a modest improvement in margin is probably the right way to be thinking about 4Q.

Daniel Tamayo

Got it. Okay. And then maybe just digging into the deposit pricing, if I can, for a second. Was this a little bit -- I mean the margin was down a bit in the quarter. Was the deposit pricing or the rise in deposit costs more than you guys expected? And then just looking and zeroing in on the money market and checking account, it looked like you had a decent increase there. If you could just kind of give us a little color on what drove that, that would be helpful.

John Moran

Yes. So 8 basis points in the quarter, 4 basis points of that was just the growth that we put on, and that growth is coming on a little bit more expensive than probably what we would have thought earlier this year. But we've been talking all year about it. It's a competitive environment for deposits. We're staying on our front foot. We're very interested in continuing to grow deposits in line with our earning asset growth.

The other factor in this quarter is a little bit usually 3Q seasonal strength in the public fund side of things, and those can be a touch price year that had a couple of basis points impact on the quarter's deposit cost. But I think overall, we're in really good shape, continuing to fight it out in a competitive environment and interest in growing core client deposit.

And I think -- look, when you look year-on-year, C&I up 12%. Those don't all show up on day 1. And Tim and team are really actively getting after in terms of getting to us in the bank.

Daniel Tamayo

So the increase in the money market and checking was not so much repricing as it was or maybe some repricing, but it was more incremental. Is that what you're saying?

John Moran

Yes, I think a lot more incremental back book, we continue to work hard.

Operator

Your next question is from David Chiaverini with Jefferies.

David Chiaverini

So on the loan side, can you talk about the pipeline. It sounds like up nicely versus a year ago 6%. I guess to the extent you can talk about how much higher rates in this backdrop is impacting loan demand of your clients?

John Moran

Sure, David. Yes, we talk to our clients every day, and we continue to be impressed with their ability to navigate the uncertainty in the rate environment. And we don't see a change in demand right now for commercial lending. We continue to be optimistic about the pipelines. We see good growth in the pipelines and feel good about where they're at and where they're trending.

David Chiaverini

And would you say it looks like C&I has a bit more momentum than CRE. Is that the expectation for the next few quarters as well?

James Ryan

Yes, I think that's a fair way of saying it. We've got really strong C&I results, John mentioned, were up 12% year-over-year. Our pipelines in C&I continue to look good. We're investing in talent and capabilities there that I think have us well positioned in the market. I think when you think about the interest rate environment going forward, you'll see that impact CRE, I think, as an industry, but we feel like we're very good in the CRE space. We're consistent in that space. The market knows that we consistently execute there. So we'll continue to see growth in CRE, but I think C&I will continue to outpace it.

David Chiaverini

And relatedly, the 19 commercial relationship managers that you brought on, are they focused more on C&I than CRE? Or do they kind of offer kind of both products?

James Ryan

Yes. The majority of those bankers that we hired are going to be primarily focused on C&I bankers. We have a great CRE team that we continue to increase and improve. But -- for the most part, the majority of those 19 bankers are going to be C&I focused in our metro markets.

Operator

Your next question is from Brendan Nosal from Hovde Group.

Brendan Nosal

Maybe to shift gears here to capital. Just kind of curious if this quarter's fair TCE position, just following the AOCI drag, lessens the enthusiasm for how you think about share repurchase going forward?

James Ryan

No, not at all, Brendan. I think we have plenty of both RedCap and GapTap. We feel good about where we are, especially against the risk that we take on the balance sheet. I think no change to plans continue to expect to execute the $177 million that's left on the repurchase authorization. Maybe a little bit more opportunistically over the balance of this, but we would expect to exhaust that.

Brendan Nosal

Okay. Perfect. Maybe shifting gears to this quarter's commercial hires. I haven't heard you folks talk about hire in a long time, but now you've got 4 new people on the ground there. Maybe just talk about the opportunity that Old National has kind of in those markets and what you ultimately want to accomplish there.

James Ryan

Thank you, and well, just personally speaking, I spent 30 years in Northeast Ohio personally and professionally. So I feel like I have a good understanding of the market, the talent. And when you think about Cleveland and Columbus, they're very similar to our other large Midwestern cities, strong C&I, middle market, manufacturing, the types of business banking clients that we think we are very well positioned to continue to grow. So there are markets we know well. We know the talent that we hired. We think there's opportunities in those markets to expand, and we feel our story resonates very well there. So we're excited about the opportunity.

Operator

Your next question is from Brandon Rud with Stephens, Inc.

Brandon Rud

I guess if I could start, and you kind of mentioned new loan originations are focused more on the floating rate side of things. I'm just kind of curious what that blended new origination yield is compared to the roll-off rate of about 5.1% on Page 10.

John Moran

Yes, compared to the back book, fixed repricing, so fixed to fixed is going to be well north of 100 basis points, but fixed into what we've been putting on is kind of 100 basis points against the back book. We've got, again, to remind you, $4.6 billion of fixed rate coming out of the loan portfolio.

And then on the securities side, you didn't ask about securities, but I'll give it to you anyway 1.8 there, and that's 80 basis points or better in terms of what we're putting on there. In terms of yields themselves, was up 5 basis points linked quarter, it's up closer to 10 basis points on a spot basis.

And again, I think if we get the forward curve and Fed moving the way that the market expects it to, we would see a lift starting in November on that book, just the full mix on the balance sheet has shifted a little bit over the last year. And so we'll get a little bit of a helper there.

Brandon Rud

Got you. Okay. And I think you mentioned the increase in deposit costs is more related to new growth rather than back book repricing I guess when you -- and I know your guy doesn't include additional rate hike, but when you think about this hiking cycle, kind of what are your initial expectations for interest-bearing or total deposit betas as you work through these hikes?

James Ryan

Yes. I think look, interest-bearing showed pretty good growth this quarter, up $182 million we're pleased with that. Absolutely. I think the more C&I business that we're doing, the more shots on goal we have with companies were operating accounts, and we intend to grow that bucket. I think in terms of cash sorting, everybody that's going to sort has sorted. We've been in a cash sorting environment for the last 3-plus years at this point. So I wouldn't expect too much to change on that.

The other thing that's kind of interesting about us, the median balance for our total deposits are $3,800. If you rip out the CDs, it's closer to $3,000 like there's just not a lot to do with sorting. And so I think where we are in terms of mix is probably going to be pretty stable.

Brandon Rud

Okay. Sorry. And I guess I was asking more about the betas on incremental rate hikes from here, your expectations there?

James Ryan

Nothing that we see in our book today that changes our expectation. Like we were 40% up, we were 40% down. We're -- I think based on what we see in our back book today, our expectation would be that we would be about in line with what the historical average has been. The interesting thing out of that exception book though is that our turn in the book and our retention there has been way better than what we thought. And so maybe there's a little bit more opportunity to kind of test and learn in that.

But again, we want to stay focused on growth of deposits.

Operator

Your next question is from Brian Foran with Truist.

Brian Foran

I've got a bunch of investor inbound questions just on the deposit growth. So hopefully, I can just hit through them real quick. I mean, obviously, the 11% annualized is a great result. But first, do you happen to have the broker balance at the end of 3Q? Did that contribute at all to the growth?

John Moran

Broker was actually down in the quarter. It was a really strong organic quarter for us. I would say $1 billion was kind of organic. And then we had a win in the public side. It was a little bit of a larger deposit relationship. And then the normal seasonal strength in public funds added probably $450 million or so to the quarter's balance.

Brian Foran

Perfect. That was my second question on, then back to the question about the money market growth. I see on the website, there's a 385 promo. I'm not sure when that started, any chance you've got a breakdown of how much of the growth was from that promo offer?

John Moran

That 1 we might have to follow up with you, after -- I'm not sure that I have that number, handy.

Brian Foran

Got it. And then the last one, just on the legacy Bremmer footprint. I mean I've never loved the FDIC market share reports and I'm very cognizant that things like rehousing commercial deposits can move things a lot. But some people pointed to this year at [indiscernible], I believe, at a 2.9% share for Old National, at least in the Minneapolis MSA and last year, it was 3.5%. Can you kind of walk through how you think about how the Bremer footprint is doing, do you think there's been any share erosion or maybe is it things like moving some corporate relationships to the Old National headquarters or something like that?

James Ryan

Yes. Yes, that is exactly what's going on. That summary deposits report is I would describe that thing as directionally correct, but specifically wrong and how you households, municipal deposits, broker deposits, large corporate deposits, can sort of swing that around in any given year. And yes, so I think underneath the surface, the core Bremer franchise, I would describe as very stable. And we've seen a pickup in the pipelines from our legacy ever footprint that lead us to believe strongly that the results going forward will continue to be stable, and we'll be able to build and grow those markets as well.

Brian Foran

Got it. I'm not sure you'll answer this one, but I'll try. Some people have pointed to the margin and consensus reaching 3.65% or so by second half next year. Any thoughts on what you think a normalized or achievable margin over time is? Or maybe I'll just leave it like that and let you decide.

James Ryan

I think that the curve should it play out will be helpful for us modestly helpful. And so I think that we can see improvement in 4Q and then maybe sustained improvement into '27, but we'll come back in January and refresh you on that set of assumptions.

Operator

Your next question is from Nathan Race with Piper Sandler.

Nathan Race

I was hoping just to walk through some of the takes from a loan growth perspective in the quarter. I think you're coming off a record loan pipeline coming out of June. Yet I think Jim alluded to some portfolio optimization in the quarter. So just curious kind of what you saw in terms of kind of a payoff in production -- I'm sorry, from a payoff perspective in the quarter? And just any thoughts on why the pipeline in 4Q was down from a commercial perspective, 20% or so.

John Moran

Thanks for the question. Yes, we feel very good about where we landed the quarter. When you think about navigating the competitive landscape, having strong pricing discipline, which allowed us, as John mentioned, to increased loan pricing by 5 basis points and 10 basis points in our spot rates. That said, we delivered 3% loan growth for the quarter, and we feel good about our ability to hit our increased loan growth range for year-end.

Speaking on payoffs, we had a couple of payoffs on the CRE side. I think when you have projects you see rates going up, there's going to be some payoffs and pay downs there. We had a couple of those that happened right near quarter end. But like I said, we feel good about the pipelines, our conversion rates and our ability to continue to grow loans at a clip that we've provided guidance on. So feel good about where we're at and good about where we're going.

Nathan Race

Okay. That's helpful. And John, I appreciate you speaking to kind of the lower end of the NII guide for the quarter, but maybe just looking to expenses as maybe an offset relative to maybe more conservative thoughts from a top line perspective there. But is it fair that maybe expenses come in at kind of the low end of the expense guide for the year, obviously, really good cost controls in the quarter, but just curious on kind of how you see the expense run rate trend into 4Q.

John Moran

Yes, I think you've got it read correctly there. I think when you look at that range, $1,435 to $1,455 on the year, our expectation would be at the low end of that range. I think we do tick up as compared to 3Q. And again, a lot of the hiring that we did was kind of back-end loaded in this quarter. So 4Q will run higher than 3Q. But absolutely, we think for the year, we're going to end up at the low end of that prior annual guide.

James Ryan

And one thing I would share back on the loan growth. Our loan utilization for the quarter was slightly down, so we think there's some embedded demand that we'll see that pick up as C&I companies are looking to build inventory and other items. So we think that's also could be a tailwind for us going forward.

Nathan Race

Okay. Great. And then just going back to some of the commercial hires in the quarter. Lastly, it seems like good momentum there. Just curious to what extent, if any, you're having some attrition with some of your commercial bankers maybe seeing some competitors pay up more for talent these days? Or do you kind of expect kind of continued net growth in kind of your commercial bank or producer head count as we begin into next year? Or are you seeing kind of increased competition for kind of some of the high-quality producers being days.

James Ryan

Yes. I mean the market is -- the market is very aggressive right now for talent. From a timing perspective, as we're sitting here in October, I would expect that to wane for year-end and Q1 until bonuses are paid out, but it's very competitive. And we feel we're doing a very good job of being proactive to keep our top bankers and continue to give them a platform to succeed. As far as adding new bankers on a net basis, yes, that will continue to be the plan to invest in top talent and continue to grow our banker base. We see an opportunity that for our story to resonate in the market very well.

The conversations we're having the talent that we're talking to, I think, are excited about the opportunity. We'll continue to have those conversations and look to grow net bankers up as we move forward.

Operator

Your next question is from Janet Lee with TD Cowen.

Sun Young Lee

Given the seasonality of public deposits in the third quarter? It seems like they may come down in the fourth quarter. What is the implication on the deposit cost? Because if I -- on the slide, it says spot rate of 187, which is a bit of an increase versus the average. But if deposit the growth on the public side moderates a bit, like -- could that help on the magnitude of the deposit increase in the fourth quarter being a little bit less than the third quarter? And maybe this rate could it be below the spot rate of 187 or is that too optimistic?

James Ryan

I would say that, that's probably optimistic. I do think those [ muni ] flowing out could help deposit costs by a couple of basis points, call it 2 basis points, 3 basis points, something like that. And that's, again, kind of normal seasonal flows. So those are still sitting there at the early part of this quarter, but they flow out.

Sun Young Lee

Got it. And the 40% beta you mentioned that's on the interest-bearing deposits?

James Ryan

No, total.

Sun Young Lee

Total. Got it. I heard your message around your intent to use up all of the remaining buyback authorization. I go forward, is there a good target payout ratio that you keep on buying the 62% on a combined basis. Is that a good level on a go forward?

John Moran

We haven't really targeted a combined payout ratio. But I think, look, the fact is we're putting up returns on tangible common equity in the high teens. Those are sort of peer-leading sort of profitability. So we stack capital up very, very quickly. And we would continue -- our plan certainly would be to continue to return that capital to shareholders. So I think that's been running 60-ish percent plus/minus the last couple of quarters, and we'll rerack things and come up with a new authorization in February.

Operator

Your next question is from Timur Braziler with UBS.

Timur Braziler

On the CD side or on the time deposit side, I'm just wondering some of the growth there, if you're able to lock in duration and maybe capture some of the albeit higher cost, lock that in for a little bit longer here if the customer appetite is maybe changing? And then maybe more broadly in terms of how you're thinking about deposits, I mean, what matters more, just being in a higher for longer environment in terms of where deposit costs might go? Or do you still ultimately think that thinking of a beta is the right way to think about ultimately where deposit costs can end up.

James Ryan

Yes. Thanks. The -- absolutely, we put on some CDs this quarter, and I think that's going to look really smart in a quarter or 2 or 3 or 4. Our thoughts in this quarter was that the funding curve was probably in front of the Fed, and leading in was probably a good thing to do in 3Q, so we did. And I think we'll get benefit from that in 1Q, 2Q of next year. I think in terms of higher for longer, on balance, it's modestly helpful as we spelled out, and that's kind of a function of balance sheet mix and ALCO, so we've sort of pivoted average to slightly asset sensitive here over the last couple of quarters.

The impact on deposit costs, I think, higher for longer, suggest that it's going to stay competitive for longer. And again, we -- our stated objective is grow deposits in line with earning assets. And so we'll stay competitive.

Timur Braziler

Okay. And then maybe a follow-up on the expense question from before. So your unchanged guide, to your point, does imply a step-up in expenses in 4Q. But thinking kind of low point versus mid versus high. Is there -- is there any kind of granularity or any kind of insight you can give on where within that range we can end up on expenses in the fourth quarter? And what could take it away from kind of the lower end of the range into something more middle or upper end?

James Ryan

Yes. I think middle or upper end is very unlikely. I mean, if I were going to -- you were going to force me to kind of pick a number, I would say, take the 355 million in the 3Q and add ish to it for 4Q just on the hiring and the normal kind of year-end factors. And that would probably be as good a place as any to kind of land.

Operator

Your next question is from Jon Arfstrom with RBC Capital Markets.

Jon Arfstrom

A question for you guys on the competitive environment and lending in the pipelines. How competitive is it out there? And then, on the pipeline numbers, would you describe the pipeline right now is full or healthy? Or do you think -- does your gut tell you that pipeline goes higher or lower over time based on what you're seeing?

James Ryan

Sure. Thanks, John. Yes, I would say it's certainly competitive out there. And I don't think that's going to change anytime soon. I feel pipelines are solid. I never feel they're full. They can always get better. But I think what we're hearing from our clients is that demand is going to continue. And I think, as I said earlier, I think they're navigating, our clients are navigating uncertainty better than ever. I think people are used now to a high degree of uncertainty and people are continuing to invest through that.

As we continue to add new bankers, those bankers, it takes a quarter or 2 to ramp up pipelines, very pleased with the pipelines we already have. In fact, we have a couple of signed term sheets already from new hires that we just made this quarter. So I feel very good about the pipelines where they're at today, but I feel like there is upside going forward to continue to grow those pipelines as we continue to add bankers and grow and build capabilities on the corporate banking and specialty banking side.

John Moran

John, I would just add, Tim and the leadership team done a really good job making sure that the pipeline is really clean and -- to the extent that we don't believe there's a full relationship available to us or it's going to be harder to come by. We're cleaning those out of the pipeline. We're not looking at those opportunities to the extent we don't think it's going to meet our pricing hurdles and there's just too much competition we're clean those out of our pipeline. So I feel really good about the work that Tim and the entire commercial leadership team have done to have a really even better pipeline going into the year-end, that's high quality, more so than even in the past.

Jon Arfstrom

Okay. Okay. Good. And then, of course, Jim, since you have the mic, the 1 question that hasn't been asked, what are your thoughts on M&A from here I know that people talk about Bremer, but I'm looking at a 19.5% ROTCE and 15% EPS growth. It seems like it's worked what kind of an appetite do you have and any interest at all? .

James Ryan

Yes. Thanks, Sean. We appreciate that we do believe it's worked. And we have a lot of empirical evidence suggests that we've created real shareholder value over the multiple deals we've done in the organization. You know us as good as anybody or better than most. And you can see that. But having said that, I think there's a time in place, and I don't think this is the time we place for us to thinking about more M&A. Obviously, the market is a little bit difficult, too, with rising rates and everybody is really focused in on day 1 tangible dilution.

And quite frankly, we don't need it to support the kinds of returns we're putting up. We don't need it for the growth we're putting up, I think, growing organically and going out and being very active in the hiring and talent front, I think, has allowed us to stay really front-footed. That's where we're going to spend our time and effort, and there may be a time where M&A might make sense, but I don't see it in the foreseeable future here. I think it's just sticking to our knitting and doing the things we know really well. And honestly, as we talked about, the investment in ourselves, the returns that John will put back through the buyback program are really strong, and that makes a lot of sense.

And I think investors obviously are supportive of that. But I also just think taking the time to invest back in ourselves and continuing to build the foundation to be a larger organization will put us in a really good position. And if that makes sense in a couple of years to think about M&A again, but it's not something we spend any time on today.

Operator

Your next question is from Chris McGratty with KBW.

Christopher McGratty

John, for you on the deposits, listening to the call, it reminds me of kind of what you did during the last cycle where you kind of got the bad news out of the way with the deposit repricing and everyone caught up. Obviously, every cycle is different. Is there an element of that repeating itself?

John Moran

I would I don't know that I would say that there's an element of that repeating itself. I think the quarter was a great growth quarter for deposits. Half of that deposit cost increase was on that growth. And it's a competitive environment out there, right. Maybe to the extent that we're seeing deposit costs increase I don't think we're wildly out of line with what I've seen from other reporters. And I think if people are interested in growing deposits, they're going to be paying more, right?

Christopher McGratty

Okay. Worth a shot. And then for kind of putting the pieces together, is operating leverage based on the cross currents right now, is that something that's in the cards over the -- beyond the quarter into next year?

James Ryan

It's -- as you know, and again, you know us for a long time. right? It's a philosophical approach to every budget that we cut. We're trying to drive positive operating leverage. And I think we've got -- look, obviously, this quarter's results were a little bit softer on top line. We've got some pressure in the mortgage business. We've got some pressure on NII. But I think when you look at the forward curve, we've got more tailwinds and headwinds there. And so that should set up a better revenue environment, and we're working hard on expenses.

John Moran

As you know, Chris, I mean, this is a real focus of ours. We've been really disciplined between John, Tim and I, we have regular arm wrestling matches over how much we can afford to invest versus how much we need to let drop to the bottom line. I think we're striking the right balance between investing in the future which means investing in growth and also driving positive operating leverage. We've said we can't be holding to this really low operating efficiency level forever. Like we're going to have to continue to invest in ourselves. Obviously, to the extent that as John has pointed out, to the extent that we get benefits from rates and that allows us a little bit more flexibility, but we're striking the right tension to deliver the right strong shareholder returns, but also delivered in a really efficient way.

But I never want to sacrifice our future for lack of investment -- and especially when we have such an awesome opportunity to continue to tell our story. And there is actually nobody better at telling our story to relationship managers, but Tim has been -- so we need to take advantage of that while we can and continue to grow the business and make the right long-term decisions.

Operator

Your next question is from Jared Shaw with Barclays.

Jared David Shaw

I guess maybe just on the capital side, you continue to see really strong CET1 capital with the growth, even with the buyback. How should we think about a target capital ratio, especially sort of given the potential tailwinds coming out of the regulatory side as we go forward.

John Moran

No target has been set, but super comfortable with where we are, right? [indiscernible] feels like a ton of capital for the risk that we take on the balance sheet. If those changes in Basel III become go in as written. I think we get probably a rough top 100 basis points of additional CET1 and that may allow us to reconsider the size of the repurchase authorization when we get to that in February.

Jared David Shaw

Okay. And then on the fee income side, any new initiatives? Or how should we think about sort of the trajectory of fee income growth as we exit the year?

John Moran

Feel great about where we are in the core banking fees, wealth management and capital markets. Mortgage obviously, a little bit of softness just given the rate environment. And then we've got normal seasonality in 4Q. I don't think mortgage is going to be a big grower for us next year. The good news there is that there's an obvious and easy expense offset because everybody that works in mortgages variable comp in terms of production. And if it's soft enough, we've got some other levers that we can pull in terms of the fixed cost piece of that business.

Jim, I don't know if you wanted to add some color on some of the initiatives that we've got in other parts of the bank.

James Ryan

Yes, we continue to invest in our noninterest income businesses. I think about Specialty Banking, I think about corporate banking, we've made investments, FX, fintech, syndications, wealth management, really across the board, either in people and/or the platform, and are continuing to do that as we look at '27. So I think you'll continue to see investments in the businesses, and we feel good about where the pipelines are today and where we see them going short of the rate environment as it relates to mortgage.

Operator

Your next question is from Anthony Elian with JPMorgan.

Anthony Elian

On expense, you're pointing us to the lower end of the range. You called out earlier, your efficiency ratio was a record low 45%, how do you think about maintaining that efficiency ratio at that level while you keep investing in some of the areas you call out on Slide 12.

James Ryan

We have, for a really long time, been good about driving expense out of the bank in the back and middle office, and just kind of how we move things around. And we take those dollars and recycle them into revenue generation and some client-facing technology. And so this is a path that we've been on for 10 years maybe more than that. And I think what you're seeing in the efficiency ratio is really the result of the scale that we tacked on with Bremer in realizing those onetime saves, or not onetime saves. Those expected saves dropping to the bottom line of the run rate, right? So I think that's what's allowed us to sort of drive efficiency ratio sub-50. We'll continue to work at it real hard. We work out it every year.

Anthony Elian

And then your adjusted ROTCE has been around 20% for several quarters now. Does this feel like the right level where the company should be operating at? Or do you see upside from here given your earlier comments on the levers the company has to rising rates?

James Ryan

I would like, we feel really good about where we're at from a profitability perspective. And to the extent that we get a little help on the revenue side, there's possibility to be higher here. But I think we're leading most of our peer group with those kinds of numbers, and we feel like this is a great spot to be in and run at. And we're obviously working every day to continue to improve our overall profitability. But we won't let -- we won't stop investing in our business to continue to have it grow. So that's just, again, the tension we find ourselves in every single day is the ability to invest and maintain that high degree of operating efficiency and have long-term growth in our business. .

Operator

Your next question is from Terry McEvoy with Wells Fargo.

Terence McEvoy

If I think about 19 bankers or RMs, they could eventually, in theory, support a multibillion-dollar bank. And I think CapStar was -- I hadn't a chance to look, but call it $3 billion. So -- my question is, how do you think about an earn back on new hires? And then just as a follow-up, were any of those new hires, maybe upgrades, where there is a cost savings or some cost savings component to it.

James Ryan

Terry, I can take the earnback question, and then Tim will clean this up. For commercial talent, our earnbacks tend to be very quick. And very quick, I mean, like inside a year, 1.5 years. On the wealth side, when we hire new wealth people, that can be a little bit extended because it's harder for them to move relationships. But the right commercial talent we have said for a long time, pays for itself very, very quickly.

Unknown Executive

Yes. On that 26, 19 of those bankers were net new 7 replacements for the total to 26 new just to give you that breakdown. Yes, as far as expectations, what I will tell you is we are very disciplined in who we are hiring, and we're looking to hire bankers that we know are top performers in markets that we know our story resonates very well. And I think if you've seen the expansion markets in our history and our track record of going into new markets, because we have that approach, we've been very successful. And I think we've been successful quickly and I expect that to continue.

As we look at the pipelines that are already growing and building from the new bankers we've hired, we feel very good about them to be able to pay for themselves and then some. And when you think about the business they're bringing on that core C&I business that are coming with primacy and good core operating noninterest-bearing deposits, that is sticky business that provides recurring revenue that helps build that top line, and we feel very good about the trajectory of that growth as well as the bankers that we've hired and their ability to pay for themselves very quickly.

James Ryan

I think we've done a really good job focusing in on quality over quantity. That quality, though, comes at a price. As Tim said, these are top performers in the marketplaces. I think the also interesting fact is many of those folks are going to sit across from Tim and I and John and others right here at headquarters. We're very hands-on in this process, both from a recruiting perspective and telling our story perspective, but making sure these are going to be really great fits for us, from a cultural perspective.

And I think that's helped us make sure that the people we hire stick around last long and are really productive right out of the gate. And I'm not sure how other banks approach it, but we want to make sure we get the best of the best to come work for us.

Unknown Executive

And just building on that point, the discipline we have. We are hiring bankers that for the most part, 1 of our leaders, usually me or 1 of my direct have worked with them directly. So we know not just what they're producing, we know how they're producing it. And we know the types of clients that they're going after with privacy in mind and sustainable recurring revenue from delivering the entire bank and a collaboration perspective as well. So we feel good about what they'll do not just in C&I, but driving our wealth business and driving other areas of the bank based on client need.

Operator

There are no further questions at this time. I'd like to turn the call back to Jim Ryan for closing remarks.

James Ryan

Well, thank you all for having so much interest. This may be a record duration for a long time -- high level of interest and detailed questions. Of course, we're going to be around all day to take any follow-up questions. And Joel, thank you for all your hard work to make sure we had a successful call. Have a great day, everyone. .

Operator

Thank you so much, Jim. This concludes Old National's call. Once again, a replay, along with the presentation slides, will be available for 12 months on the Investor Relations page of Old National's website, oldnational.com. If anyone has any additional questions, please contact Lynell Durchholz (812) 464-1366. Thank you for your participation in today's conference call.