Good day, and welcome to the Primis Financial Corp. 2022 Q2 Earnings Call. All participants will be in listen-only mode. Should you need assistance, please signal a conference specialist by pressing the star key followed by zero. After today's presentation, there will be an opportunity to ask questions. To ask a question, you may press star then one on a touch-tone phone. To withdraw your question, please press star then two. Please note this event is being recorded. I would now like to turn the conference over to Matthew Switzer. Please go ahead. Good morning, and thank you for joining us for Primis Financial Corp.'s Q2 Webcast and Conference Call. Before we begin, please note that many of our comments during this call will be forward-looking statements which involve risk and uncertainty. There are many factors that could cause actual results to differ materially from the anticipated results or other expectations expressed in the forward-looking statements. Further discussion of the company's risk factors and other important information regarding our forward-looking statements are part of our recent filings with the Securities and Exchange Commission, including our recently filed earnings release, which has also been posted to the investor relations section of our corporate website, Primisbank.com. We undertake no obligation to update or revise forward-looking statements to reflect changed assumptions, the occurrence of unanticipated events, or changes to future operating results over time. In addition, some of the financial measures that we may discuss this morning are non-GAAP financial measures. A reconciliation of the non-GAAP measures to the most comparable GAAP measures can be found in our earnings release. I will now turn the call over to our President and Chief Executive Officer, Dennis Zember. Thank you, Matt, and thank you to all of you that have joined our Q2 conference call. We're very excited to see the momentum in several areas of the company and really believe it sets us up well for the rest of this year and for next year. I'll highlight a few of the items here, and then Matt can share some more insight into the numbers for the quarter. It was right before COVID in 2020 that we started to restructure the company. Right out of the gate, we identified some key areas that were material drags on our market value. First was the ability to grow both sides of the balance sheet reliably. We strengthened our commercial banker team with new hires first, and then we were crafty with some strategies that we believe will cement our reputation as a growth-oriented company. On the loan side, we've seen four quarters now of loan growth, each with a little more momentum and from all areas of the bank. Our results this quarter alone were pretty notable, and while that torrid pace of growth may not be our long-term pace, it does set us up nicely for the rest of this year. On the funding side, we've transitioned away from CD as our main focus and funding source, and we've worked to build momentum in checking accounts and other low-cost deposits. We've moved our cost of deposits down aggressively, very close to our peers, but in a zone that supports the growth we need for our asset strategies. This quarter, checking balances moved nicely to about 24% of total deposits. While we know there's more work to do here, the success to date and the momentum we are building is very encouraging about the future. Our mortgage solution is brand-new, and I believe the timing on our decision is pretty ideal. Our price was small, I mean, really negligible. While the market activity is slowing because of higher rates, I've been around this business long enough to know that volumes will return. Right now, large mortgage companies are shedding support, eliminating marketing resources, trimming assistant positions, and looking to reset for today's reality. That's put a lot more really good teams and originators in play than were a year ago. Simply put, the market for mortgages has slowed, but the market for originators and good teams is noticeably better. One last thing weighing on our market value is our operating performance. Incremental improvement here, like you saw this quarter, is critical, and I'm looking for signs that the discipline and the desire to achieve it is present. Our internal communication aligns with this unquestionably. What we celebrate at Primis and what we are incenting is also aligned. I see positive moves in the net interest margin, in checking accounts, in pipelines. I see that core revenue has grown twice as fast as core expenses. While I want the operating performance at our company to be wow right now, I am confident that we are doing what is necessary and that we are just a few quarters away from putting that value overhang to bed as well. Matt's gonna be more specific about where the growth came from this quarter, but let me say something about the lines of business. These businesses are meant to augment our core bank, our growth rates, our credit quality, our profitability. They're not designed or meant to gut it or replace it. I mean, an honest review of this industry would say that the industry has changed and is still changing. I challenge anybody to show me a community bank strategy that can punch out 1.50 ROAs with good credit quality and with reliable growth. I just mathematically don't think it's possible. I feel like you have to augment what you're doing with something new and creative. Finding that balance in a small bank is not easy. You know, where to invest, where to pull back, how to transition, how fast. Let me illustrate the power of this concept. Our company was founded in 2005. Since then, we've done everything that good community banks are supposed to do. We've built relationships with professionals in our market. We've built branches. We've hired bankers. We've bought other banks, integrated them. We've advertised aggressively. We've negotiated. We've been downright street fighters to build our company and build our brand. Right now, a review of all of our customer data and relationships shows that we're banking 50% more doctors, vets, and dentists in our footprint through the Panacea Financial than we do in our core bank after 17 years. Panacea Financial is only 18 months old, barely 18 months old. They're barely breaking even right now, and we're investing hard in that business with the founders to continue harvesting this easy opportunity. The point here is not that the core bank is unsuccessful because it's not. The point here is instead to illustrate that we are more than twice as present in the pockets of doctors, vets, and dentists in Virginia, Maryland, and D.C. as we were 18 months ago, and that we got here with a resource-like strategy with seemingly unlimited scale. The power of a community bank with something like that is fantastic. I mean, with that good news, I'll turn it back to Matt for some details. Thank you, Dennis. As a reminder, our full description of our Q2 results can be found in our earnings release and Q2 earnings presentation, both of which can be found on our website. Earnings from continuing operations for the Q2 were $5 million or $0.20 per basic and diluted share versus $4.6 million or $0.19 per basic and diluted share in the Q1. Excluding one-time items, earnings in the Q2 were $6 million or $0.24 per diluted share versus $4.7 million or $0.19 per diluted share in the Q1. Total assets were $3.24 billion at June 30, up slightly from March 31. Excluding PPP loans and loans held for sale, total loan balances grew 10.5% linked quarter or approximately 42% annualized. Growth came from all parts of the organization in the Q2, including almost 20% annualized growth in the core bank, while Panacea and Life Premium Finance both had growth accelerating from Q1. We have a lot of momentum currently and are anticipating the approximately 31% loan growth rate for the first half of 2022 to continue for the rest of the year. Deposits were essentially flat in Q2, while the mix continues to improve. Non-interest-bearing deposits are 24.3% at quarter end and continue to be a focus, while CDs have declined to 12.3% of total deposits. Cost of deposits were flat at 35 basis points in the Q2, and cost of funds increased 1 basis point from Q1. As expected, our robust business lines have consumed the excess liquidity we were carrying through last year. Growing low-cost core deposits is a significant focus of the bank as we look to fund this growth going forward. Net interest income saw strong growth in the quarter, increasing to $24.6 million from $22.9 million in Q1, or 7.7% linked quarter. Our reported margin was 3.33% for the Q2, or 3.35% excluding the effects of PPP, up 37 basis points and 39 basis points respectively from the Q1, driven by strong loan growth and a better earning asset mix. Non-interest income increased to $2.6 million from $2.1 million linked quarter due to the addition of Primis Mortgage Company late in the quarter. Primis Mortgage originated $27 million in June, down slightly from May as the company transitioned to Primis. As previously discussed, our goals for Primis Mortgage in 2022 are to grow production and invest in talent versus a meaningful contribution to earnings this year. We expect mortgage to be a more meaningful contributor to earnings in 2023. Non-interest expense included a number of items this quarter, including branch closure costs, merger-related expenses, and the addition of one month of expenses for Primis Mortgage. Excluding these items and recovery or expense for unfunded commitments, non-interest expense was down slightly to $18.5 million from $18.6 million last quarter. The provision for credit losses was $422,000 in Q2 versus $909,000 in Q1. Combined with net recoveries of $408,000 in Q2, the allowance increased by $830,000 for the quarter. While economic outlook weakened, loan growth in the quarter was concentrated in categories with lower modeled reserve requirements. As a result, the allowance for credit losses to gross loans, excluding PPP balances and loans held for sale, decreased to 1.16% at June 30 versus 1.24% at March 31. Non-performing assets net of SBA guarantees increased $5 million in Q2, primarily due to an $8.5 million relationship on a residential property that has struggled to service the debt, but offset by the payoff of a non-accrual development loan of $4.6 million. The LTV on the residential property is less than 50%, and we aren't expecting any losses. As mentioned previously, we had net recoveries in the quarter and have now had recoveries in four of the last five quarters. Our operating efficiency ratio was approximately 70% in the Q2, down meaningfully from 76% in Q1. Panacea and Life Premium Finance continue to experience substantial revenue growth and increasing operating leverage as profitability of those business lines accelerates. We consolidated 6 branches late in Q2, with another 2 branches planned to consolidate in Q3. We've also identified several opportunities that could generate $3 million-$4 million of additional savings on an annual basis that we are pursuing. Combined with continued revenue growth, we believe we could drive the operating efficiency ratio to the low sixties as we finish 2022. Pre-tax, pre-provision operating ROA was 100 basis points in Q2. Excluding PPP fee income, which was a temporary source of revenue, pre-tax, pre-provision ROA is at the highest level since Q3 of 2020. Over that time period, we've invested heavily in new business lines and offerings and are starting to see the returns from those investments. Similar to the efficiency ratio discussion, we are confident pre-tax, pre-provision ROA will continue to see meaningful improvement in the near future. We are pleased with the progress we have made and are excited by our momentum. We're confident profitability will continue to improve in the near future as we drive towards top quartile results. With that, operator, we can now open the line for Q&A. We will now begin the question and answer session. To ask a question, you may press Star, then one on your touch-tone phone. If you are using a speakerphone, please pick up your handset before pressing the keys. If at any time your question has been addressed and you would like to withdraw your question, please press Star then two. At this time, we will pause momentarily to assemble our roster. The first question comes from Andrew Terrell with Stephens. Please go ahead with your question. Hey, good morning, Dennis. Morning, Matt. Morning. Morning. Maybe just to start, I think it was really good to see the deposit growth come in this quarter. Seems like you were able to buck kind of a more negative trend across the industry. I was hoping you could just speak to kind of pipeline on the deposit side and just expectations for deposit growth in the back half of the year. As part of that, I saw you went live with the digital bank this quarter, just deposit growth expectations within that division specifically. Can you remind us, do you have any kind of deposit account opening goals or any kind of metrics that you're targeting for that business? I'd start from the back of that question. I think our metrics are what we'd really like to see is checking accounts keep moving higher, up to the 30% range. Now, I mean, is that that's probably of all the goals we have around here, the ratios that we measure and sort of answer to the board on, that's clearly the hardest. And I think especially in the current environment, it's not gonna be easy. I mean, it's critical. I think that's where our whole franchise value comes from. We're focused there. As far as the strategies to get there, I mean, I would tell you, yes, the digital bank, no question about it, is something we're hoping is gonna move us there. The digital bank is named Primis Bank. It offers the exact same products and services that the core bank offers. There's really no differentiation there. When we market it in our core footprint and really beyond, it's easy to market it as the most convenient solution out there. We're going to market it that it's not run by bots and that there's still access to bankers. Now when we start marketing that outside of our footprint, clearly that market or that idea will change. That concept, that digital bank concept in our footprint will make us a better bank here in our footprint. Outside of that, I think we're internally focused on changing incentives or enhancing incentives. We already pay the biggest incentive we pay here is still on a checking account. I think on the deposit pricing, you know, and we have, like I said, we've moved cost of funds or cost of deposits down aggressively. I think we probably could have gone a little further, but just knowing what the pipelines look like on the asset side and the opportunity, we've sort of stayed a little aggressive, and I think we would continue to stay aggressive there. That really drives home why the checking account strategy is so important sort of to augment, or make the growth a little more reasonably priced. Does that answer all the questions there? Yeah. No, that's helpful. Just overall kind of net kind of deposit growth expectations for the back half, if you have them. I would answer it this way, Andrew. I mean, at our current loan-to-deposit ratio, that's about as high as we wanna take it. We're looking to fund dollar for dollar the loan growth for the rest of the year. That'll be, call it $300 million of growth we're gonna need to have on the deposit side. Got it. Okay. That's perfect. Thank you. Maybe just sticking with Matt. I think it was good to see in the release, and then I think you discussed it briefly in the commentary, the $3 million-$4 million of potential cost savings that you discussed. It was really good to see. Can you just elaborate a little bit more on kind of where those saves are coming from? And then is it fair to think the timeline for recognition is kind of fully loaded in the back half run rate? And then just overall expectations for expenses in 3Q. Sure. It'll come from a variety of areas, branch consolidation, some of which we've talked about, some additional ones. Additional ones above what we've talked about would be in that number. Some back office restructuring and consolidation of some positions. That we can have some visibility to, and then some other operating efficiencies, you know, contracts and stuff that we can re-negotiate, that we see some opportunities to reduce costs. In terms of, run rate, I would say so this is gonna be excluding any one-time costs related to, branch closures, et cetera, and excluding Primis Mortgage, just so it's apples to apples with what we've reported the last couple quarters. We were at $18.5 million, this quarter. That should be probably closer to $18 million, in Q3, give or take. Okay. Got it. For this $3 million-$4 million kind of a savings that you've identified, kinda once we work past the back half of this year, do you think there's kind of any more potential cost-cutting efforts as you look into 2023? Is it more just gonna be on kind of tweaking things here and there and reinvesting in the franchise? I think it's gonna be. I mean, we're always looking for efficiencies, but I think it'll be more tweaking things here and there. That's kind of a net number, right? When we still have some investments we need to make in Panacea and Life Premium Finance, maybe some more to do in the digital side. It's really trying to reallocate resources. Yep. Okay. If I could sneak just one more in, for Dennis. Heard some of your comments on kind of dislocation in the mortgage market, and maybe that provides you an opportunity to kind of capitalize from a talent perspective. Can you just discuss your outlook for hiring within the mortgage division? And then I know the mortgage backdrop's changed quite a bit over the past few months. What do you think is kind of an achievable target for mortgage production in 2023? I think, you know, the 30-year mortgage is now kind of 6%, maybe come off that just a touch. I mean, yeah, that. Yeah. Yeah. That's gonna slow mortgage volumes. Has slowed mortgage volumes. I mean, it'll reset and the mindset, the American homeowner mindset will reset and volumes will come in at some level. Right now, there's just so many mortgage companies, and I'm not faulting anybody. I mean, the volumes were mind-blowing, and you just had to staff up and now that reset is sort of changing the day-to-day for a lot of originators. I remember when we started looking at this and we were looking at some other strategies. I mean, we talked to some decent sized teams that wanted $1 million to make the move. You could probably, I mean, back then, you probably could have justified it. I mean, we're doing enough volume, $200 million of volume. You're maybe paying them six months of bottom-line profitability. That's changed right now. Mm-hmm. I mean, again, for us, that's good because I think even back then, I don't think Matt and I wanted to be cutting a lot of million-dollar checks for new teams, given you really only have one month of sight on what mortgage will do. I think that's a positive for us. There are teams out there. There are definitely teams out there that, you know, maybe the culture where they are isn't good. The enthusiasm for the mortgage feels different in their company. I mean, the enthusiasm for mortgage here is very high. It's fever pitch. It's, you know, Matt and I both know this business, you know, and I think that sort of helps too when we start talking to bankers. I think as far as what we can expect, I'd say probably, I think comfortably, I would say maybe $500 million, just what I know now. I think we bought probably $300 million. I think comfortably I can say $500 million, knowing that there's kinda even at these levels, there'll be a reset, there'll be some activity, there'll be some recruiting. I think if we can get, I don't even wanna say lucky, I don't know what the word is, but if we can be successful on some of the recruiting that we're doing, if we can get some reasonably priced teams and negotiate well and exploit our position here, being kind of one of the few offensive mortgage companies, maybe we can get that to $1 billion. Just to add to that, I mean, Primis Mortgage was a purchase-focused shop. They were not refi heavy at all. The markets that they're in are still seeing robust purchase activity. Then you combine that with what should continue. I mean, there's still a lot of housing demand even at these mortgage rates. We highlighted in the release of a gentleman that joined us as a regional executive. Mm-hmm. Came from a much larger shop and ran a very large region. He's excited about what the team at Primis Mortgage is building, and he's already hit the ground running on the recruiting side. He gets it. I mean, we're looking for teams that are purchase oriented, not refi oriented, so they can still generate volume in this market. We're highly confident we're gonna get volume going into 2023. Great. Okay, I'll step back. I appreciate you guys taking my questions, and congrats on a good quarter. Thanks, Andrew. Again, if you have a question, please press Star, then one. Our next question comes from Christopher Marinac with Janney Montgomery Scott. Please go ahead with your question. Hey, thanks. Good morning. Dennis Zember and Matt Switzer, I wanted to kind of start with credit. You know, the information you gave in the release and deck was very helpful, so just kind of wanted to extend beyond the one loan that you talked about. What other credit indicators are you seeing unclassified and criticized? Any early warning things at this point in the cycle? I mean, early warning signs, weaknesses in credit or underwriting terms coming through that, I don't think we're seeing that. I think anything that exhibits a little bit of weakness, we are probably moving harder on right now, I will tell you that. Is that wholesale across the footprint? No. I mean, I think the values, this is one thing I would say, the values of anything that shows up a little weak, the collateral values are strong, and resolvable. I think they're at resolvable levels. That's probably something that's different, you know, where we are right now. People wanna know what's different now than, you know, back in 2007 and 2008. I think that is a big difference. Collateral values right now are resolvable on credit. Credit might exhibit a little bit of cash flow weakness, but the collateral values are there. I think the one loan that Matt was talking about that went nonaccrual. I mean, we're at, like, a 40-something% loan to value. There are two or three mortgages behind us. I mean, there's no loss in that. It kinda contaminates your asset quality story, but there's just no loss there. It's just a cash flow problem. The person, and this is a famous person, they just don't have the cash flow to support the mortgage. You know, I think we probably could have worked with them like this or worked with them like that or done. I just think right now it's not in our best interest to push off any kind of credit problem, especially right now when asset values are resolvable. It just I think it's in our best interest to deal with something. I don't know. No, that's all very helpful. Chris, I mean, we see stuff moving around, but nothing that we would characterize as systemic. Just kind of, you know, if you're in the business of allocating risk, some stuff's gonna go bad. We've had some movements in and out, but nothing earth-shattering at this point. Great. I had a related question on Panacea, just to, just sort of remind us on kinda how the business is being built from a guardrail perspective and just how you sort of think of credit as you expand and as they continue to have success? I mean, their offerings are, each quarter, the offerings are a little more varied. I mean, commercial is probably, what is commercial? I mean, commercial right now is 60%-70% of volume production. 55. 55, okay. Trending higher. I mean, the commercial production is so right down the line. I mean, the commercial production, what we're doing in the bank, underwriting style, if it were to come through the bank versus coming through Panacea, there's really no difference there. Not at all. In fact, our commercial production, the people doing our commercial production that are doing the commercial production, reviewing the commercial production, approving it, are all Wells Fargo, TD Bank, big bank. I mean, that's our strategy. On the consumer side, which is what really got us started here, and I think what differentiates us, I mean, we're banking fourth-year medical students, residents, fellows. I mean, the fact is, I think a lot of those don't have the proven credit background that you look. I mean, if you're trying to bank those doctors on a 750 Beacon or a Beacon, you're probably gonna. That's just not how you bank those doctors. Most of them don't have established credit. They may be 30 years old, they just don't have established credit yet. That doesn't mean, absolutely does not mean that we're, you know, slinging consumer credit to unqualified borrowers, period. I mean, our credit trends there are fantastic. Good. There's nothing has gone wrong in Panacea. We got 2,000 doctors, and I would tell you the past due ratios, the charge-off ratios, the losses, the credit problem indicators there are fine. Maybe as good as what we expected or better. I mean, on the consumer side, we're not, which I know is a focus right now given the economic outlook. I mean, we're not offering consumer loans to technicians or nurses. It's doctors, you know, vets, dentists. These are folks that Are at the upper end of the income bracket when they get out of school. These are bridge loans basically to very high earning people, and that's how they're underwritten. Great. I guess one more question for me. This goes back to slide 12. The deposits you have been driving in at LPF and Panacea, is there anything unique you have to do on rate for those deposits as we move through this environment the next couple of quarters? I would say no. Those, in fact, deposits probably are maybe more reasonably priced than the rest of the bank. I mean, Life Premium Finance is, it's immaterial at this point. They only have, I think less than $3 million deposits tied to Life Premium Finance. For Panacea, I think it's $10 million or $11 million. A lot of that's coming on the commercial side. When we make a loan to a practice or what have you, we require an operating account. Some of it's consumer, for our consumer borrowers, but I think most of the dollars are tied to those operating accounts. It's, again, low interest rate. We probably have room. We do have room to be more aggressive on the price side, on the pricing those deposits, and probably sort of move the deposit flows up in those businesses. So. Right. I presume you can do that within kinda how you want your betas to look, as you bring in new money. That all makes sense. Exactly. Great. I guess, yeah, I know you cover a lot on expenses on the prior question, but just curious if you had any, you know, longer-term goals about where you'd like to see the expense ratio to assets or efficiency in general. It's not a guide for next quarter as much as it is just kind of big picture goals for the organization. I mean, we had a board meeting yesterday, and we told the board, look, right now, the goal is to get to the low 60s% as fast as possible. You know, the ROA, our ROA that Matt and I want, you know, probably 1.35% range, and moving higher, but 1.35% probably short term goal. I mean, efficiency ratio in the low 60s% and moving lower and margin, you know, being driven by good yields and good deposits is critical as well. I think the first goal I would tell you, Chris, is to see low 60s%. Then as we do that, let these lines of business that I think both are gonna operate with. I mean, I didn't say it in my comments, but I think both of these lines of business are gonna ultimately operate probably 20s and 30s in the efficiency ratio, sort of let them pull us down a little lower into the 50s. Great, Dennis. Thank you for all the background this morning. We appreciate it. All right. Thank you, Chris. Thanks, Chris. This concludes our question and answer session. I would like to turn the conference back over to Dennis Zember for any closing remarks. All right. Thank you. I appreciate everybody on the call today. If you have any questions or comments, feel free to reach out to me or Matt anytime. We appreciate it. Have a good weekend. The conference is now concluded. Thank you for attending today's presentation. You may now disconnect.