Q: Can you elaborate on the improvements in Net New Assets (NNA) during the quarter and the pipeline’s current status compared to last year? A: Paul Shoukry, President and CFO, explained that NNA improved throughout the quarter, particularly in March and April, with strong new commitments. The pipeline is robust across various firms and affiliation options, driven by Raymond James’ advisor and client-focused culture, strong balance sheet, and stability, which are attractive to advisors seeking growth and stability.
Q: What are you seeing in terms of loan demand, especially given the current market volatility? A: Butch Oorlog, CFO, noted that corporate loan demand has been tepid due to volatility, but there is significant demand for securities-based loans (SBL), which grew by over $600 million during the quarter. April has also shown strong SBL loan growth, driven by clients’ liquidity needs around tax payments.
Q: How is the recruiting landscape affected by recent M&A activity and market volatility? A: Paul Shoukry stated that recruiting momentum remains strong, independent of M&A activity. However, M&A can catalyze advisors to explore other options, and Raymond James’ culture and capabilities make it an attractive choice. Market volatility has historically driven advisors to seek firms with strong balance sheets, benefiting Raymond James.
Q: Can you provide more details on the capital return strategy and the target tier 1 leverage ratio? A: Paul Shoukry confirmed that the 10% tier 1 leverage ratio remains a target. The company plans to maintain capital levels through consistent buybacks, targeting $400 million to $500 million per quarter, while still prioritizing growth investments and acquisitions.
Q: What is the role of the new Chief AI Officer, and how will AI be utilized at Raymond James? A: The Chief AI Officer, Stuart Feld, will lead a dedicated team to evaluate AI developments and use cases. The focus is on using AI to empower financial professionals to better serve clients, rather than bypassing advisors. The team will monitor AI advancements and integrate them into Raymond James’ unique advisor-focused approach.
For the complete transcript of the earnings call, please refer to the full earnings call transcript.
This article first appeared on GuruFocus.
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