马林班考普银行 (BMRC) 2026年第三季度业绩电话会议：净息差与贷款增长改善

马林班克公司（Bank of Marin Bancorp，纳斯达克代码：BMRC）公布了强劲的2026年第三季度盈利能力，得益于贷款收益率提高、存款成本下降、贷款增长以及严格的费用管理，净息差扩大了10个基点。

要点速览

• 净利润从上一季度的920万美元（即每股0.58美元）增至990万美元（即每股0.62美元）。净利润同比2025年第三季度增长32%。
• 净利息收入达到3140万美元。平均贷款收益率环比上升11个基点至5.23%，而平均存款成本下降4个基点至1.24%。
• 新发放贷款总额为1.02亿美元，使今年以来的累计新发放贷款达到2.81亿美元，同比增长21%。新发放贷款的加权平均收益率为6.65%。
• 存款增加了2530万美元，其中无息存款余额增加了4500万美元。无息存款占总存款的37.8%。
• 平均资产回报率提升至1.05%，平均有形普通股权益回报率达到12.26%，效率比率降至58.65%。
• 信贷指标喜忧参半：关注类贷款减少了3600万美元，而分类贷款增加了1500万美元，原因是一起涉及自购自用商业地产借款人的特定问题。

关键财务数据

业务与经营业绩

季度新发放贷款从约9800万美元增至1.02亿美元，而放款额从6280万美元升至6360万美元。提前还款额从7100万美元大幅下降至3160万美元。管理层表示，在经历了几个季度受不良贷款处置和已完工建筑项目压力的冲击后，还款活动似乎正在恢复正常。

该银行在本季度新增了2500万美元的建筑贷款承诺额度。管理层预计这些承诺将在未来几个季度陆续放款，并指出建筑贷款属于其收益率最高的商业地产贷款之一。

马林班克还利用多余的流动性购买了一笔价值3100万美元的加州住宅抵押贷款组合。该组合的票面利率约为6.20%，在扣除微小的购买溢价后，预计收益率在6%左右。基于25%的条件提前还款率假设，管理层预计平均期限约为3.3年。

贷存比为63%，使该银行有能力在无需批发融资的情况下支持额外的贷款投放。管理层还预计，来自久期较短的证券投资组合的现金流将支持贷款增长。

核心手续费收入有所增强。非利息收入增加了50.1万美元，其中包括自7月1日起生效的服务定价更新后企业存款服务费增加的25.1万美元，以及联邦住房贷款银行股票的19.9万美元特别股息。公司表示，除存款服务费外，目前正在制定更多增加手续费收入的举措。

由于激励薪酬计提调整、上一季度记录的部分年度费用在本季消除、专业服务成本下降以及FDIC保险费用恢复正常，非利息支出减少了约100万美元。

董事会宣派了每股0.25美元的季度现金股息，这也标志着公司连续第86个季度派发股息。

管理层业绩指引

管理层预计2026年第四季度的费用将保持在接近第三季度的水平。较低的薪酬和福利成本可能会持续，但办公场所开支和信息技术项目可能会加速。关于2027年的建模，管理层提醒称费用具有季节性，建议使用2026年对应的季度作为基准，而不是将第四季度进行年化计算。

在资产负债表规模保持不变的资产负债管理预测下，公司估计12个月后每月贷款收益率可能提高约25个基点。管理层表示，预期的贷款增长可能会带来额外的上涨空间，但未提供正式的净息差目标。

据描述，第四季度的储备贷款项目规模与进入2025年第四季度时的水平相当。管理层强调交易完成的时间仍存在不确定性。建筑资金放款、固定和浮动利率贷款重定价以及收益率更高的新新增贷款预计将对贷款收益率形成支撑。

管理层表示，在上一个加息周期中，该银行的历史总存款Beta值为29%，而同行水平为43%，并且认为没有明确理由改变这种关系。该银行占总存款37.8%的无息存款比重仍是其资金成本战略的核心。

风险与关注要点

本季度市场利率上升使累计其他综合收益（AOCI）减少了2480万美元，拉低了有形普通股权益比率和每股有形账面价值。

因一笔面临特定借款人问题的自用商业地产客户被下调评级，分类贷款增加了1500万美元。管理层表示，该借款人目前仍按期履约，且由于抵押物充足，预计不会产生损失。信用损失准备占总贷款的比例维持在1.07%。

公司计提了50万美元的贷款信用损失准备和32.5万美元的未放款承诺准备，这主要反映了贷款增长和承诺额度的增加。净销账额极小。

随着利率上升，存款定价依然存在竞争。管理层表示，客户要求利率调整的申请并未显著增加，但较大的企业存款余额可能会引发季度间的波动。贷款还清时机以及重组不良贷款的处置进度也仍然难以预测。

分析师问答要点

• 净息差： 9月公布的净息差按税收等效口径计算为3.54%，报表列报为3.52%。管理层估计，若没有单向存款销售，净息差本应约为3.46%，但表示该银行既有能力也有意图继续使用这一策略。
• 贷款重定价： 新放款6.65%的收益率与组合5.23%的收益率之间存在142个基点的差距，这表明随着贷款重定价和组合结构发生变化，净息差仍有进一步改善的潜力。
• 贷款收购： 管理层将住宅抵押贷款的收购定性为机会主义行为，而非主要增长战略。当地理位置、信贷指标和风险调整后收益具备吸引力时，该银行可能会考虑进一步收购。
• 资本配置： 本季度未回购股份。管理层表示，资本充足率正逐步接近同行水平，公司正接近可以更坦然地讨论所需监管批准的时机。
• 并购： 管理层继续评估潜在机会，但表示目前没有任何收购谈判比此前取得更实质性的进展。
• 信贷处置： 一笔800万美元的不计息贷款如果通过司法裁决程序解决，可能会为未来盈利提供顺风助力，不过管理层表示具体时间尚不确定。

业绩电话会议完整文字记录

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完整财报电话会议逐字稿

管理层陈述

Krissy Meyer

Good morning, and thank you for joining Bank of Marin Bancorp's earnings call for the third quarter ended September 30, 2026. I'm Krissy Meyer, Corporate Secretary for Bank of Marin Bancorp. [Operator Instructions]

Joining us on the call today are Bank of Marin President and CEO, Tim Myers; and Chief Financial Officer, David Bonaccorso. Our earnings news release and supplementary presentation, which were issued this morning, can be found in the Investor Relations section of our website at bankofmarin.com, where this call is also being webcast. Closed captioning is available during the live webcast as well as on the webcast replay.

Before we begin, I want to note that we will be discussing some non-GAAP financial measures. Please refer to the reconciliation table in our earnings news release for both GAAP and non-GAAP measures. Additionally, the discussion on the call is based on information available as of Friday, October 23, 2026 and may contain forward-looking statements that involve risks and uncertainties. Actual results may differ materially from those set forth in such statements. For a discussion on these risks and uncertainties, please review the forward-looking statements disclosure in our earnings news release as well as our SEC filings. Following our prepared remarks, Tim, Dave and our Chief Credit Officer, Misako Stewart, will be available to answer your questions.

And now I'd like to turn the call over to Tim Myers.

Timothy Myers

Thank you, Krissy. Good morning, everyone, and welcome to our quarterly earnings call. Our third quarter results reflected another period of improved financial performance. We increased earnings per share and return on average tangible common equity, expanded net interest margin, grew loans and noninterest-bearing deposits, bolstered core noninterest income and continued our prudent expense management. Our net interest margin expanded 10 basis points in the quarter which drove sequential quarter EPS growth of 7% and year-to-date EPS growth that was 62% higher than the prior year period.

Quarterly return on tangible common equity topped 12%. Return on average assets exceeded 1%. Our efficiency ratio improved to below 60%, and pretax pre-provision earnings increased by 17%. Higher of loan yields higher core fee income, lower deposit costs, healthy loan production and disciplined expense management all contributed to stronger profitability during the quarter. Taken together, these results reflect continued progress across the core drivers of our business and provide further evidence that our efforts are translating into stronger and more reliable core financial performance.

During the quarter, we originated $102 million in new loan commitments, which improved year-to-date originations to $281 million, a level that is 21% higher than last year. While funded loans of $64 million were relatively flat in the third quarter compared to the prior quarter, a higher level of unfunded commitments in the quarter includes $25 million of construction loan commitments, which will contribute to growth in subsequent quarters at relatively high interest rates as projects fund. Newly funded loans were originated at a weighted average rate that was 12 basis points higher than the prior quarter, which contributed to our net interest margin expansion during the quarter and we'll provide additional benefits in the fourth quarter.

Despite competitive pressures, the yield profile of new production remains attractive and is accretive to our overall portfolio yield. And we believe this healthy production, continued relationship development and disciplined underwriting will continue to translate into sustainable improvement in asset yields and earnings of time. Though organic loan fundings resulted in loan growth for the quarter, we supplemented that growth by using a portion of our excess liquidity to purchase a $31 million pool of California residential loans which we expect to provide attractive risk-adjusted returns.

Turning to credit quality. Special mention loans decreased by $36 million, while classified loans increased by $15 million. The movement in both categories was primarily due to the downgrade of $114 million owner-occupied commercial real estate relationship facing a borrower-specific issue. The borrowers paying as agreed, and we do not expect any loss given the strong collateralization. Special mention loans also benefited from $18 million in upgrades and payoffs. Net charge-offs were minimal, primarily driven by loan growth and higher commitments, we did record a $500,000 provision for credit losses on loans and a $325,000 provision for unfunded commitments.

Our allowance for credit losses was 1.07% of total loans, consistent with that of the prior quarter. Total deposit balances increased $25.3 million including a $45 million increase in noninterest-bearing balances, partially offset by decreases in money market and time accounts. We were especially pleased to see meaningful growth in noninterest-bearing deposits during the quarter, which we view as a reflection of the strong relationships our teams have built with clients over time. To that end, our focused outreach continued to result in strong new client activity generating $23.2 million in new relationships, including $13 million in new noninterest-bearing deposits.

Noninterest-bearing deposits represented 37.8% of total deposits at quarter end, continuing to differentiate our franchise and provide a meaningful funding advantage in a very competitive market. With financial markets expecting additional hikes in the Fed funds target rate range, we believe our high noninterest-bearing deposit concentration positions us well to achieve a relatively low rising rate deposit beta as we've experienced in previous rising rate cycles. Overall, the third quarter reflected continued progress across the franchise, including higher earnings, continued margin expansion and loan growth.

With that, I'll turn the call over to David Bonaccorso to discuss our financial results in more detail.

Dave Bonaccorso

Thanks, Tim. Good morning, everyone. Our third quarter net income was $9.9 million or $0.62 per share compared with $9.2 million or $0.58 per share in the prior quarter. Return on average assets increased to 1.05%, return on average tangible common equity grew to 12.26%, and our efficiency ratio improved to 58.65%. Our net interest income increased from the prior quarter to $31.4 million due to both higher interest income and lower interest expense. We recorded higher interest income on loans due to an increase in average loan yields from 5.12% in the second quarter to 5.23% in the third quarter.

Additionally, we recorded lower interest expense, largely due to a higher proportion of noninterest-bearing deposits and active balance sheet management through sales of one-way deposits, which drove a reduction in average total deposit costs from 1.28% to 1.24%. Our yield on new loan fundings increased to 6.65% during the quarter, which was a 12 basis point improvement over the prior quarter. The 142 basis point spread between the yield on new loan fundings and the yield on the entire loan portfolio is evidence of the opportunity we have to improve net interest margin through loan remixing and repricing over the coming quarters.

Importantly, with a loan-to-deposit ratio of 63% and high levels of cash flow expected from our shorter duration securities portfolio, we have substantial capacity to support loan growth without utilizing wholesale funding. Our noninterest income was up by $501,000 during the quarter, primarily due to $251,000 increase in service charges on business deposit accounts resulting from an updated pricing strategy effective July 1. And an increase in dividend income due to a special dividend on FHLB stock of $199,000. Importantly, the increase in service charges reflects initiatives we implemented earlier this year which are helping diversify our revenue streams and build a more durable source of recurring fee income, and we expect to see these continued benefits in our results going forward.

Our noninterest expense improved by approximately $1 million primarily related to an incentive bonus accrual adjustment, prior quarter annual expense that was not repeated, a reduction in professional service expense and more normalized FDIC insurance expense levels. Looking ahead, we expect expenses to remain well managed while continuing to make targeted investments in areas that support future growth. Although quarterly expense levels may vary, our focus remains on balancing disciplined cost management with investments in our people, technology and client-facing capabilities.

With quarterly improvement in interest income, interest expense, noninterest income and noninterest expense, our pretax pre-provision net income improved by 17% on a sequential quarter basis. As Tim noted earlier, growth in both loan fundings and loan commitments drove provisions this quarter, which impacted net income. The quarterly net income still improved 7% compared to the prior quarter and 32% compared to the third quarter of 2025. Our regulatory capital ratios continue to improve with our common equity Tier 1 ratio increasing to 12.96%. Our total capital ratio increasing to 15.59%, and our Tier 1 leverage ratio increasing to 9.04%.

Rising market interest rates negatively impacted AOCI by $24.8 million during the quarter, which lowered our tangible common equity ratio to 8.05% and tangible book value per share to $18.81. Given our continued strength, our Board of Directors declared a cash dividend of $0.25 per share on October 22, the 86th consecutive quarterly dividend paid by the company.

With that, I'll turn it back over to Tim for closing comments.

Timothy Myers

Thank you, Dave. To close, the third quarter was another quarter of strengthening profitability through our strategic focus areas. We delivered improved earnings, expanded net interest margin, we assume balance sheet growth and generated meaningful improvement in core fee income, while maintaining strong liquidity, capital levels and overall credit performance. While the current operating environment remains competitive, we are encouraged by the opportunities we see to continue growing relationships, add earning assets at attractive yields and maintain disciplined deposit pricing. Together with our ongoing focus on balance sheet management and expense control, we believe these efforts position us well to continue building long-term shareholder value.

With that, I want to thank everyone on today's call for your interest and support. We will now open the call to your questions.

Operator

[Operator Instructions] We'll take our first question from Woody Lay with KBW.

分析师问答

Wood Lay

I wanted to start on the net interest margin. Now it's great to see the quarter-over-quarter improvement. And I was just curious if you had the NIM in the month of September to kind of get an idea of the starting point for next quarter? And then just any additional thoughts on the magnitude of NIM expansion we could see over the coming quarters?

Dave Bonaccorso

So the September NIM was 3.54% tax equivalent, 3.52% reported. That includes about $145 million of one-way sales. So that definitely has a positive impact there. If you were to completely eliminate one-way sales, you're probably in the 3.46% area. But I think we have the intent and capacity to continue those. And quarter-to-date, we are about $115 or so million, which gives you sort of a $351 million level that we kept that level of one-way sales going. So around about way to give it to you, but there is some nuance to it.

Wood Lay

Yes. And I guess on the one-way strategy, so you all were at 100 -- call it, $131 million this past quarter. But on an average basis, do you think that can go to $300 million next quarter?

Dave Bonaccorso

No, no, no. I think slightly higher would be the way to go. $300 million would be out of the range, but could we be $150 million, $160 million. Yes, could it be $120 million or $100 million, yes. So that -- those are the magnitudes I have in mind.

The income from one-way sales this quarter, I believe, was $489,000 compared to $386,000 last quarter. And so I know there's a lot of attention on net interest income. But if you adjust for that, you basically assume that the deposits we have, if they weren't in one-way sales were on the balance sheet, our net interest income would have been about $489,000 higher. So another way of thinking about that.

You asked a question about margin trajectory and if you think of -- in the higher rate environment we're in now, if you think about our greatest challenge and our greatest strength, our greatest challenge is loan yields. So the higher environment gives us more time to reprice loans, allows variable rate loans to reset higher than new originations at higher yields than previously thought. And then our biggest strength is our deposit franchise.

And I think clearly, we get questions from customers about deposit rates. I wouldn't say it's been that material solar. But I think we've proven over a cycle, partly due to the high level of noninterest-bearing deposits, we tended to outperform. And if you look at peers, in the last cycle, our total deposit beta was 29% compared to 43% for peers. So I think on a relative basis, we're pushing very well for the rising rate environment, both managing deposit costs and then also continued loan repricing. There's lots of information about the repricing schedule on Page 13 of the deck.

Timothy Myers

Yes. I think, Woody, if you look at as our originations continue to improve, we're looking at a pipeline right now of the Q4 pretty similar to where we were last year. That ended up being a blowout quarter. But a lot of -- left here in the quarter was due to new loan originations. As Dave mentioned, the repricing over the next 12 to -- or 3 to 12 months variable-fixed rate repricing, we continue to think we have good tailwinds there.

And also, we talked about in the loan section. We have some nice tails from construction lending given the type of stuff we do in the geographies. We do it in that was really a headwind for a number of years, primarily in San Francisco. And so a lot of unused commitment is going to borrow on construction loans, and that's -- those are our highest priced commercial real estate loans. So no real silver bullet there for everything, but a lot of things they're going to add up to I think continued growth.

Dave Bonaccorso

Yes. And statistically, we've given out over the years is a monthly low yield 12 months from now. And based on our ALM forecasting with a flat balance sheet, we're looking at probably 25-ish basis points of monthly loan yield benefit a year from now, which I believe compares favorably to closer to 20 basis points last quarter. So that just shows a little bit more benefit in rising rates. And again, plant balance sheet there. So we have loan growth that we expect, there's some upside to that.

Wood Lay

Yes, that's great to hear. And maybe just one more follow-up on the deposit side, deposit betas. You mentioned a 29% historical beta, do you think that's the right way to think about it to the extent we get additional rate hikes from here?

Timothy Myers

Yes. I don't see why it would differ. The last cycle had the complication of the regional bank failures in our market impacting things. And so relative to our nationwide peer group, you could argue we were disproportionately affected by that, and we were still at 29% relative to the 43%. So I don't see why it would differ from that. And we've had a long history of timing interest-bearing balances, which really gets you off on the right foot from that perspective in a rising rate environment.

Operator

Our next question comes from Jeff Rulis with D.A. Davidson.

Jeff Rulis

I think you mentioned $102 million in origination activity. How does that compare linked quarter? And then a similar question, if you had payoffs both in the current and past quarter?

Dave Bonaccorso

Yes. So sequential quarter originations went from $98 million to $102 million roughly. Fundings went from $62.8 million to $63.6 million. Payoffs went from a pretty high margin, $71 million, down to $31.6 million. And there is a table in our earnings release that has all this information, you can catch all that.

Timothy Myers

Yes. And we're excluding that. The $31 million of mortgage purchases are excluded from the numbers you just gave. So a nice trend in the past. And certainly, a big chunk of our year-to-date payoffs have been working on some of the historical problem loans on the real estate and line side. So we feel much better about the trend of that as well.

Jeff Rulis

Okay. That was sort of the payoff visibility is historically pretty tough. But based on what you see, is that -- are you encouraged by maybe the payoff wall that you've seen that maybe is lower going forward? Or is there -- particularly, I guess, if we get higher rates, maybe also. But I guess the question is your expectations on payoff activity ahead.

Timothy Myers

No, that's fair. So there were 2 big headwinds there over the last year in a dead period. So we have about $28 million of the problematic loans, our big pandemic special CRE loan in the city and our large wine industry loan that we had talked about for both of which we had talked about for some time, that was $28 million of the payoffs. We also had a lot of construction projects that were completed which really the flip side of that is it brought our balances down to almost 0, like $16 million, but now we have added a bunch of new loans, those will fund up over the next 18, 24 months. So those are 2 of the larger headwinds for payoffs. So again, it's hard to predict timing. It's hard to predict resolution of workout credits or whatever, but we feel like it's a normalizing trend yet.

Dave Bonaccorso

And this is the first quarter in a year where we've been sort of our last couple of year average, we've averaged about $40-or-so million between $38 million and $42 million, let's say, depending on your time frame over the last couple of years in payoffs. So we've had a lot of headwinds the last few quarters. This is the first quarter we've had a little bit early from a payout perspective.

Jeff Rulis

Okay. And jumping off that, I guess, the further appetite for loan purchases, was this a one-off? Would you have more? And the kind of a related question is what rate did the mortgage pool come on this quarter?

Timothy Myers

I'll start with the first part. I'll let Dave answer about the mortgage pool. I mean, is something we want to be selective about. This is not how we're trying to drive our franchise value, but we can be strategic, given our loan-to-deposit ratio that mortgage pool we acquired a couple of years ago to help boost the yield and offset the impact or drive the earnings impact from the larger AFS trade that we did before the AGM trade, not at a much faster freight rate than we expected.

And so when we look at this year, we saw if we can find an opportunistic portfolio in the geography we're comfortable with, with the metrics we're comfortable with, we'll try to offset that. So that's effectively how we measure that out. We'll continue to be opportunistic about that. That's not our intent about how we're going to grow the bank. But we do have the liquidity and the loan-to-deposit ratio to continue to look at that.

So do you want to answer the rate question?

Dave Bonaccorso

Sure, yes. The coupon on the pool is about 620, and we paid a small premium for it. So our expectation is with pretty conservative rebase fees, probably yielding around 6% which we actually entered into this about 3 months ago, but that was about 160 basis point spread to treasuries at prime.

Operator

Our next question comes from Matthew Clark with Piper Sandler.

Matthew Clark

Just to round out that conversation on the single-family resi pool. What was the expected duration on that purchase?

Dave Bonaccorso

So we ran a 25 CPR, which gets you to about a 3.3-year average life 30-year collateral. So there can be movements in the average life depending on prepayment fees, but that's what we assumed, which we thought was in -- mortgage rates have moved up since then. So I don't think we're going to get the wave of very fast prepayments like we did on the prior pool.

Matthew Clark

Yes. Okay. And then any recoveries or interest reversals in the loan yield this quarter? I don't think so, but I wasn't sure.

Dave Bonaccorso

Nothing material.

Timothy Myers

Nothing meaningful. But we have the one large nonaccrual we've talked about that could resolve through the judicial reference process, but that is sort of an indeterminable period. So when that happens, that's an $8 million loan on nonaccrual, but nothing just last quarter, but that will be a tailwind when that finally resolved.

Matthew Clark

Okay. And then just back on the expense run rate, how should we think about a normalized run rate going forward here at least in the near term?

Dave Bonaccorso

So the -- I would say Q4 is probably going to look pretty similar to Q3. And my thinking behind that is we had some lower salaries and benefits expense this quarter. That could persist to the prior quarter. I think there's some acceleration that probably happens in occupancy as we're rehabbing a few locations and some IT projects catching up. But I think you then all that together, Q4 is probably pretty close to where we were in Q3.

But where I would remind folks, there's quite a bit of seasonality on our expense base. And the way to think about the quarters beyond that is probably to look at the year ago prior quarter. So I wouldn't launch your Q1 numbers off of our Q4 numbers. I would look at Q1 2026 and then apply some sort of growth rate to that we're looking at Q1 2027 and then throughout the year.

So in Q1, we have a lot of resets on personnel-related items. Q2 tends to be where our expenses being due to merit increases and a few special items in Q2 and then they start to drift down from there. And that's the pattern I would recommend thinking about going beyond Q4 this year.

Matthew Clark

Yes. Okay. Great. And then just on capital, you didn't buy back any shares this quarter. Just some color there. And then on Slide 6, you -- not that it's a new slide, but the mentioned acquisitions as part of your strategy, any update on conversations you might be having? Targets you might consider of late?

Timothy Myers

Yes, sure. I'll start bigger picture on the capital buyback. So we've talked pretty anode about working with our regulators, particularly [ DFPI ] on our held-to-maturity trade and that we were going to earn our way back into a more peer level, capital ratios before going back and going through the process of getting the necessary approvals tied to the overall dividend to the bank. So -- but we're getting closer to a period where we'll feel more comfortable having those conversations.

M&A, certainly with our return on profitability or the trajectory we're on the impact that's had on our valuation. That's helping. But I wouldn't say there's any conversations that are more progressed at this point than there have been. But I continue to do my job and be out talking to folks, and we would love to be opportunistic, and that's one of the key reasons we want to keep driving the valuation improvement.

Operator

Our next question comes from David Feaster of Raymond James.

David Feaster

I want a diverse start on the demand side. I'm curious how demand has trended across your footprint as rates have begun rising. And then just kind of how pipelines are. And then as it plays into that, just hiring, I know, has been a big focus for you all and kind of increased production from newer markets like Sacramento and some of the parts of the Bay Area. Kind of curious how productivity from those bankers is and your thoughts on hiring broadly?

Timothy Myers

Okay. David, there's a lot in there. So I think if you look at demand and the rate environment, where we've seen more is on the payoff side, like on the retail side, HELOCs, paying off with rates where they are but we continue to have or have seen much better demand on the consumer side. Again, like construction, with the bulk of our consumer direct consumer lending activity being kind in common loans really died in the save for a while. And I think we're a triple right now year-to-date or almost triple where we were the prior year despite where rates are because of the boom in San Francisco residential lending.

The commercial pipeline while overall, we're achieving a much more consistent and higher consistent level of production, we did have some deals pushed. So we feel good about the volume. Our pipeline looks similar now for Q4 than it did last year for Q4, and that ended up being a great quarter. It's always tough to say how that will all play out. But right now, we saw some residential lending on the floating home side, which we haven't really seen in a while, again, despite where rates are. So you don't know how borrower behavior when rates drop after you've done all that, but we're really not seeing it limit the amount of things going in the fund.

And I'm sorry if I missed something in there, but that's where we're just most -- and on the hiring side, no, we continue to look. Sometimes the hiring is more on the support underwriting function to support the new salespeople. So we've actually had a pretty active hiring quarter or going into Q4. Not all of it producers, but we continue to look to fill those positions and be opportunistic. And we're pretty excited, nothing dramatic to report at this time, but I think the teams are building out nicely to again get that more consistently higher level of activity. I feel good about the trajectory.

David Feaster

That's great. Maybe just on the other side of the balance sheet, just touching on funding. I mean, that's probably one of the more impressive things about the quarter in my mind. I mean, the noninterest-bearing deposit growth was phenomenal. I know we're entering into a seasonally weaker quarter in the fourth quarter. But curious, some of the drivers behind the growth you saw this quarter and how customers are responding as rates are rising? Have you seen more exception pricing requests? Do you see more funding cost leverage on the horizon? And just any thoughts on the deposit side?

Timothy Myers

Well, I think for us, every request is an exception pricing request, and that's a contact. That's partly how we manage that, right? And so I do not -- I have not seen a wave of request for activity than we would have thought, but that's because of the ongoing day-to-day relationship management. The fluctuations are largely driven by balances within our larger customers. And so our goal is really to maintain that and not have them move those funds out elsewhere, but those are operating balances.

We have had over the last couple of quarters the money we where it's a quasi or public entity that investment policies and that money is going to sit in some other type of investment vehicle generating a higher yield than we're willing to pay. But we're not -- and that was more last quarter than this quarter, to be honest. So a pretty bulky impact in the quarter on the deposit side in terms of the trends. Our goal is to just continue to get better had new business client acquisition. Of course, we want to continue to acquire consumer loans to get those business operating accounts, and we continue to have strategies around how we continue to evolve or get better at that, again, have a more consistent growth and get more granularity from there. So as we continue to focus on that and not just sort of leave it to fate in terms of deposit balances.

David Feaster

Okay. And then -- that's great. And then just last one, just -- you've done a great job finding opportunity to maybe charge for products and services that you haven't historically or maybe where you were under charging. You talked about $1 million kind of annualized run rate that you've seen so far. Where are we at in that process? It sounds like, from your commentary, it sounds like there might be some more on the horizon, but curious kind of where are we in that process as you think about opportunities to just maybe generate some revenues where you maybe should have been already?

Timothy Myers

Yes. So I'll break that into parts. We continue to have things coming online, working on that will overall drive greater noninterest income, particularly related to the business service fees. Those are just things where we were undercharging or when you look at a bank that grew in large part by acquisition of smaller banks, very common for banks to waive or have generous fee schedules, et cetera. And it was taking the time to sit back and quantify and qualify that and what is need to look like, what does it need to look like relative to our peers, what's fair, tier that properly.

And so that is implemented. So that run rate is based on this new fee schedule for our business, commercial treasury management customers that utilize those services. We'll continue to look to add things that will be additive to that. Sorry for the redundancy there. But we do have other things in the works overall to drive fee income unrelated to deposit service rate.

Operator

[Operator Instructions] We have no further questions at this time. I'll hand it back to Tim Myers for closing remarks.

Timothy Myers

Thank you very much. Thank you, everyone, for joining. As always, please feel free to reach out to us. We're happy to provide more color. We look forward to talking to you next quarter.