In This Episode

Deposits are the aqua vitae of banking, the water of life.

The very core of the traditional banking business model is gathering deposits at no to low-cost and lending the money back out at higher rates. Bankers used to reference the “3-6-3 Rule”: bring in deposits at 3%, make loans at 6%, and be out on the golf course by 3:00PM.

Money is the primary raw material in the business of banking. The difference between what financial institutions pay for that raw material is subtracted from what they earn from lending it out right at the very top of their income statements. That difference is net interest income, and it is the largest component of earnings for virtually every bank. As much as 95% or more for some.

Expressed as a ratio, the net interest margin or NIM is a key metric in measuring bank performance, and it’s been under considerable pressure lately. The traditional levers have been trying to lower deposit rates and raise loan rates, and hope you don’t lose too much volume. As the business has become more complex, so have the tools and strategies to reduce that pressure.

Today we get into some of the hidden levers that banks are using to add non-rate value, one focus is SBA lending. How new approaches and new technology is expanding the market for banks large and small, and also for fintechs; and how the secondary market is helping to improve liquidity and improve NIM. Joining host JP Nicols in this episode are Steve Tanzer and Joel Updegraff, both Managing Directors at Brean Capital.

Read the entire transcript here.

Podcast Content:

Chapter 1: 00:00 - Introduction: The Lifeblood of Banking

The hosts introduce net interest margin (NIM) as a critical metric for bank performance and set the stage for a discussion on strategies to manage NIM pressures.

Chapter 2: 05:20 - SBA Lending: A Hidden Lever for Profitability

Steve Tanzer from Breen Capital explains the role of Small Business Administration (SBA) loans in enhancing bank liquidity, profitability, and risk management.

Chapter 3: 15:45 - Expanding Beyond Local Markets

The discussion shifts to how banks can diversify geographically and leverage national lending platforms while maintaining strong customer relationships.

Chapter 4: 25:30 - The SBA Secondary Market: Transforming Loan Portfolios

An overview of how the SBA’s secondary market enables banks to sell guaranteed portions of loans, generating fee income and freeing up capital for growth.

Chapter 5: 35:10 - Fintech Partnerships and Efficiency Gains

The panel explores how fintech and "Fintech Lite" solutions are streamlining SBA lending, boosting efficiency, and expanding credit access to underserved markets.

Chapter 6: 45:25 - Innovations Born from the Pandemic

Insights on how SBA modernized processes during COVID-19, including the shift from wet signatures to digital transactions, improving efficiency in loan settlement.

Chapter 7: 55:15 - Lessons from Leaders: Specialization and Technology

The hosts highlight examples like Live Oak Bank, showcasing how specialization in industry verticals and investment in technology yield competitive advantages.

Chapter 8: 1:05:30 - Getting Started with SBA Lending

Practical advice for banks new to SBA lending, including understanding the program’s economics, finding the right partners, and identifying growth opportunities.

Chapter 9: 1:15:40 - Non-Traditional Players in the SBA Space

The role of non-bank lenders and fintech innovations in reshaping the SBA landscape is examined, emphasizing their influence on efficiency and market dynamics.

Chapter 10: 1:25:10 - Closing Thoughts: The Future of NIM and SBA Lending

The episode wraps up with reflections on the evolving role of SBA programs and non-rate strategies in addressing NIM compression challenges.

Related Content:

Episode 340: Good Policy, Good Banking

Episode 560: Killing It: Ohad Samet on Reimagining Debt Collecti...