Welcome to Flushing Financial Corporation's First Quarter 2019 Earnings Conference Call. Hosting the call today are John Buran, President and Chief Executive Officer; and Susan Cullen, Senior Executive Vice President, Treasurer and Chief Financial Officer. Today's call is being recorded. All participants will be in a listen-only mode. [Operator Instructions] After today's presentation, there will be an opportunity to ask questions. [Operator Instructions] A copy of the earnings press release and slide presentation that the Company will be referencing today are available on its Investor Relations website at flushingbank.com. Before we begin, the Company would like to remind you that discussions during this call contain forward-looking statements made under the safe harbor provisions of the US Private Securities Litigation Reform Act of 1995. Such statements are subject to risks, uncertainties and other factors that may cause actual results to differ materially from those contained in any such statements. Such factors are included in the Company's filings with the US Securities and Exchange Commission. Flushing Financial Corporation does not undertake any obligation to update any forward-looking statements, except as required under applicable law. During this call, references will be made to non-GAAP financial measures as supplemental measures to review and assess operating performance. These non-GAAP financial measures are not intended to be considered in isolation or as a substitute for the financial information prepared and presented in accordance with US GAAP. For information about these non-GAAP measures and for a reconciliation to GAAP, please refer to the earnings release. I'd now like to introduce John Buran, President and Chief Executive Officer, who will provide an overview of the strategy and results.

Thank you. Good morning, everyone and thank you for joining us for our first quarter 2019 earnings call. On today's call as always, we hope to provide additional insight into our consistent positive earnings power, business strategy and sustainable competitive advantage. I'll begin with our first quarter highlights and then provide an overview of the strategies we are executing to continue to create long-term shareholder value. Then our CFO, Susan Cullen will review our financial performance in greater detail. Following our prepared remarks, Susan and I will address your questions. Beginning on Slide 3, the first quarter of 2019 GAAP diluted EPS was $0.25 and core diluted EPS was $0.33. Included in GAAP diluted EPS is $3 million in seasonal expenses, $2 million of fair value adjustments, $500,000 of one-time expenses related to the death of an officer, and a $1 million provision for loan losses. Core diluted EPS excludes the fair value adjustments and the one-time expenses related to the death of an officer. The result is an $0.08 difference between GAAP and core diluted earnings per share. A detailed reconciliation between GAAP and core diluted EPS can be found on Pages 18 and 19 of the slide presentation. While quarterly results were impacted by seasonal expenses, fair market value adjustments and provision expense, we were pleased to see several positive trends, including net interest margin stabilization, loan yield improvement, loan pipeline growth, continued growth in the C&I portfolio and deposits, particularly in the Flushing market. The most significant positive trend was the stabilization of the net interest margin, which was flat in the first quarter of 2019, compared to the prior quarter. While core net interest margin increased 3 basis points, the first such increase since the first quarter of 2017. Importantly, the pace of the increase in…

Thank you, John. I'll begin on Slide 6. Total loans were $5.6 billion of approximately 1% quarter-over-quarter and 5% year-over-year as we continue to focus on the origination of commercial business loans with a full banking relationship. These originations totaled over 65% of loan production for the quarter and over 43% for the past year. Commercial business balances have grown 22% year-over-year to approximately 17% of gross loans as of March 31. The growth in the C&I portfolio continues to offer several advantages to the Company, primarily continued diversification of the loan portfolio, and as these are primarily adjustable rate loans, the yield offers more stability to the net interest margin. At March 31, our loan pipeline totaled $275 million, which is up 40% from the last quarter. The composition of the pipeline was 53% adjustable rate product. The interest rate on the mortgage loans, the pipeline decreased from last quarter, but increased from the prior year to 4.80%. Loan to value on our real estate portfolio at quarter end remains a modest 39% and the debt service coverage ratio for the current quarter's originations of multi-family, commercial real estate and one-to-four family mixed-use loans is 171%. We continue to underwrite the stress test each individual loan using a cap rate in excess of the mid fives. Slide 7 highlights the evolution of our funding mix. As funding has grown over the years, the percentage related to CDs and borrowings has decreased. When the need arises to access the wholesale funding markets, we can advantageously latter out liabilities for longer terms. Core deposits increased 4% quarter-over-quarter and 12% year-over-year, totaling 70% of all deposits at March 31, compared to 37% at December 31, 2006. On Slide 8, you'll see that deposits increased 2% quarter-over-quarter and 8% year-over-year. We continue to…

Thank you, Susan. On Slide 15, I would like to conclude by reviewing why we believe we are well-positioned for continued, consistent and profitable growth. We articulated our strategic objective to focus on yield rather than volume in the loan portfolio. The yield on our new loan originations for the first quarter of 2019 increased 12 basis points from the fourth quarter of 2018, and 75 basis points from the first quarter of 2018. We have talked about controlling net interest margin pressure. The core net interest margin increased 3 basis points from the core net interest margin recorded in the fourth quarter of 2018. We have targeted reducing the loan-to-deposit ratio through deposit growth. The increase in the deposit balances, especially in the retail sector resulted in an improvement of the loan-to-deposit ratio to 110% from 112% in the prior quarter, and 113% in the prior year. We have contained non-interest expenses in this low rate environment. The ratio of non-interest expense to average assets was 1.89% in the first quarter of 2019, compared to 1.54% in the fourth quarter of 2018, and 1.95% in the first quarter of 2018. The Win Flushing program established to increase our market share in our home market has been very successful as we've gathered to-date a $170 million -- $175 million of new deposits, exceeding our original target of $160 million. The investment in the Universal Banker model is paying dividends. The Universal Banker is spending more time with customers. The additional time has resulted in brand sales increasing over 30% and approximately 50% per branch employee. Our vision remains the same and that is to be the preeminent community financial services company in our multicultural market by exceeding customer expectations and leveraging our strong banking relationships. The New York City market with its strong Asian customer base continues to represent a significant opportunity for us. In summary, our strong balance sheet, risk management philosophy, capital levels, ability to grow deposits, investments in talent, innovation and cyber security, all position the Company very well to deliver consistent profitable growth, and long-term value to our shareholders. We will now open it up for questions. Operator, I'll turn it over to you.

Thank you. Ladies and gentlemen, we'll now begin our question-and-answer session. [Operator Instructions] The first question comes from Mark Fitzgibbon of Sandler O'Neill & Partners. Please go ahead.

Good morning.

Morning.

Morning.

First, Susan, a couple of questions related to modeling stuff. The expense run rate presumably comes back down next quarter to sort of roughly -- am I right at around $28.5 million?

I didn't model it out by quarter, Mark. I just know that it'll be about 3% to 5% greater than it was in 2018, all-in. There's the $3.5 million worth of one-time expenses in the salaries and the other expense line items...

Okay.

...combined.

That will not be repeated.

That will not be repeated.

Okay. And then the -- your comments about provisioning. So the $1 million provision you had this quarter was largely a function of that one charge-off -- commercial charge-off that you had at $1.1 million, should we assume provisioning is going to come back down to sort of a couple of $100,000 a quarter sort of level, which is where you've been providing for loan growth previously?

Yes. Yes, I would anticipate that.

Okay. And it sounds like the core margin is bottoming, what are your thoughts on prepayment penalty income in -- over the next couple of quarters?

Go ahead.

Yes. We don't see a great upsurge in prepayment penalty income. I think it's going to be relatively consistent with what we saw last year

Okay. And then lastly, it look like C&I volumes were really strong this quarter. Could you share with us maybe is that coming from a particular industry or niche, or type of company?

No. We've remained pretty well diversified in our focus on C&I -- the C&I business.

Thank you.

The next question comes from Steven Comery of G. Research. Please go ahead.

Hey, good morning.

Good morning.

So looking at Slide 10, it looks like a lot of the repricing opportunities to some extent front loaded to 2019. Just kind of with that in mind and kind of the smaller increase in deposit pricing you saw this quarter, how do you think about previous comments about NIM declining throughout 2019?

Well, at our last earnings call, our expectation was that the rates will continue to rise through 2019 and squeeze our core NIM through 2020. But with these repricing of the loans and the slowdown of the pace of the pricing deposits and that altering their position. Given everything being equal as it is this quarter, we'd expect the rate environment to remain beneficial to us.

So should I read that as stable NIM or are you saying there could be upside?

Relatively stable.

Okay. Okay, very good. Thanks. And then just on the deposit pricing, very -- kind of a big step down in the rate of increase there. Is there anything sort of different from a competitive perspective, going on, or are your sort of deposit sales kind of just catching up and improving the pricing you're getting there?

I think it's a combination of things. But probably the most significant thing is that the Fed reducing its incessant quarter-by-quarter drumbeat on raising rates that is just temper the market.

Okay, very good. And then on the deposit sort of balances, can you kind of remind us or update us on sort of expectations for seasonality? And does the Win Flushing program and kind of the inroads you guys have made their change the seasonal pattern of deposit mix?

It's certainly -- there's a couple of factors there. I think the -- our ability to gather deposits in these ethnic neighborhoods is one that we can we can focus on. Chinatown is a new branch for us and our expectation there is very, very strong where we're doing very well versus our budgeted expectations. So I think that we can mute some of those -- some of that movement. But I think by and large you're going to see some pullback in the municipal balances in the summer with a return of those municipal balances coming in the fall, consistent with what we've seen every year. But I do think that some of it is muted by these other factors that I just spoke about.

Okay. Yes, that makes sense. And then just one more for me on the efficiency ratio. Susan, I think, during your prepared comments, you mentioned a low to mid-50s efficiency ratio goal; I'm just kind of wondering what the timeline is on that? Is that something we should look for full year 2020, or is that kind of a quarterly rate in 2019?

That will be a -- that's a longer term goal that we would like to see. And again it's going to be dependent on the NIM -- growing the NIM.

Okay. So sort of further out than 2019?

Yes.

Okay, fair enough. That's all I have. Thanks, guys.

Thank you.

The next question comes from Collyn Gilbert of KBW. Please go ahead.

Thanks. Good morning.

Good morning.

Just to go back to the deposit discussion for a minute. So it looked like -- you know, the big slug of the deposits that came in this quarter were -- was kind of in the now category and it -- that looked like that was the product saw the biggest increase in rates. Just curious as to the timing on that and maybe what the impact could be on the -- kind of funding costs next quarter.

Yes. I guess an answer to the latter part of your question that there is -- as long as we remain in this kind of more stable rate environment, we see less pressure on the funding costs in general. So we're assuming betas that are similar to what we experienced this past quarter. The movement in the now has been associated with the business now rising predominantly.

Okay. And then just on the NIM discussion, Susan, do you have a target you know, kind of NII growth as -- I mean it sounds like strategically that's the objective to grow NII. Do you think that you will be able to do that in 2019, and if so kind of what levels are you thinking you should be able to grow NII?

We do believe we will grow NII. As we've talked about, we were able to grow it this quarter of interest income. And it's hard to forecast and predict given the rate environment. Everything being equal, I would expect net interest income growth to be consistent with what we saw this quarter.

Okay. And then just going back to the expense discussion. So I know you had said, you're still on track to -- for 3% to 5% increase in expenses off of the 2018 level. That would imply it even backing out the $3.5 million of non-recurring expense this quarter, that still implies a pretty significant reduction going forward. So are there other things, other initiatives that you have going on where you're anticipating to get those expenses that much lower than where they were this quarter?

So some of the expenses were a little bit front loaded in this particular quarter, so I think we're going to see some leveling out of some of these expenses going forward.

Okay. And then you guys have referenced kind of your OpEx to average asset target number. And it was -- do you have a target for what you want that to be for the year? I know, first quarter obviously it's elevated at 19, last quarter it was 15, where do you sort of see that level leveling out for the year?

We think that will be pretty well consistent with what last year's performance came in at.

Okay. And then just on the tax rate, the range of the 22% to 25%, is there -- what are some of the assumptions that go into that for the -- sort of the variability of that range is like what would get you guys to the low end and then what would cause you guys to be at the high end?

The apportionment as we've discussed in the past will move the tax rate. Once we finalize our 2018 tax returns, the apportionment will move that.

Okay. I'll leave it there. Thank you.

Thank you.

[Operator Instructions] The next question comes from Matthew Breese of Piper Jaffray. Please go ahead.

Good morning.

Good morning.

Good morning, Matt.

Just going back to Slide 10 and the repricing opportunity, the current rate for 2019, the 4.81% versus this quarter's origination yield of 5.02%, which like a 20 basis point pickup. Is that consistent with the pipeline as well as -- is the pipeline still at an 5% range?

Pipeline is 4.80%, I believe.

4.80%, okay. And where are you seeing the most compression, is it in the mortgage or the non-mortgage side in the pipeline?

I would say that there is a lot still -- in the pipeline that's probably a little bit more on the mortgage side.

Okay. And as we think about the incremental cost deposits, I'm assuming there's still some upside there. Can we just kind of flesh out the -- if the current rate is 4.80%, your pipeline rate is 4.80% versus increasing deposit cost. I think that would imply some NIM compression from here, could we just kind of square that?

Sure. So look at these loans that repriced, the 4.80% here and then we believe that the vast majority of the increasing cost of liabilities has already been baked into the numbers. There will be -- there might be a basis point or two, but not much...

Okay.

...increasing cost of the deposits given that what's rolling off.

Okay. And you did note that there's been some relief on the deposit competition side. As we think about your deposit gathering vehicles outside of the Flushing brand, you have the iGObanking and the BankPurely platforms, have you taken any strategic actions to be a little bit less aggressive on pricing there, and could you share with us some examples if you have?

We have been a little bit less aggressive as the need for additional deposits was a little bit more muted this quarter.

Okay. Is it on the CD front or the money market front, where are we taking our foot off the gas pedal there?

On the CD front and the money market front.

Okay. And then just thinking about the charge-off, just curious what was the nature of that relationship, was it -- I think it was in the C&I category, what was the industry and the collateral behind it?

It was the pharmaceutical industry and the issues were related to a one-time event associated with an employee that we believe was rectified.

Understood, okay. And then my last one, just thinking about the swaps, I know derivatives are tough to quickly summarize, but can you just talk about the interest rate scenarios where the swaps are on the books or in the best position versus the worst position? What needs to happen for them to potentially cause you harm versus provided a benefit?

Any rising rate environment causes us benefit on the swaps. So inversely any declining market would hurt us on the swaps.

Okay. And is that tied more to the short end or what part of the curve that tied to?

Well, as we've talked about in the past, we put about $450 million on starting last January of 2018 on the five-year spot on the curb. And the loans are about on the same spot or maybe a little bit longer. That's the vast majority of the swaps.

Okay, understood. Okay. Now, the curve has come in quite a bit this quarter, especially the five-year part, should we expect the same benefit from the swaps this quarter as the first quarter?

Everything else being equal, yes.

Understood. Okay. That's all I have. Thank you.

Thank you.

This concludes our question-and-answer session. I would like to turn the conference back over to John Buran for any closing remarks.

I just want to thank everybody for participating on the call. And once again, I believe that we're moving in the right direction as it relates to NIM. And some of the strategies that we put in place over the last couple of years as we've seen this declining rate environment appear to be paying off for us. So thank you again and we will talk to you in the future. If anybody has any additional questions or comments, you know where to find us. Thank you.

Thank you.

This concludes today's teleconference. You may now disconnect your lines. And we thank you for your participation.