Tag: Loan Pricing

How Optionality Impacts Your Net Interest Margin


For the majority of bankers, maintaining or increasing net interest margin (NIM) is the single most significant focus today. The shape of the yield curve and lower rates have caused NIM compression across the board and have hurt bank equity performance. While we are not big fans of managing bank performance using NIM as it doesn’t take into account risk and cost, it is one of the most common performance metrics used in banking.

The Data on The Term, DSCR and LTV Trade-off in Commercial Loan Pricing

Creating Greater Loan Profitability

At this juncture of the credit cycle, community banks must be judicious in the way they source, structure and book commercial loans.  Competition is stiff, and every banker is trying to outsmart and out-compete multiple lenders vying for the same customer.  Unfortunately, negotiating terms and pricing on a commercial loan feels a little like entering a bazaar wher

Another Problem With Using Net Interest Margin To Manage Your Bank

Metrics For Bank Performance

Net interest margin (NIM) is one of the most over-utilized metrics in banking. As we have pointed out in the past, if you include all the failed banks over the last ten years, the statistic is about 20% predictive of underperformance. Thus, if you manage your bank trying to get the largest NIM possible, you are likely to produce less profit, not more. Of course, all things being equal you want wider NIM loans than not, but all things are rarely equal.

Here Is A Simple Fund Transfer Pricing Method For Banks

FTP In Banking

Funds transfer pricing (FTP) has been an important tool for financial institutions for several decades. The methodology was introduced to banks in the early 1980s to help allocate corporate costs among business lines. Since then, the mechanism has been central to also helping allocate risk among business units. For instance, if your bank has interest rate sensitivity, what portion of the risk is driven by fee lines (f.e. mortgages), loans and deposits. In this article, we look at the concepts of FTP and detail how banks can use the methodology to better manage risk.


The $238k Wall Street Journal Prime Mistake

Last month, right after lunch, the borrower came into the bank to close his company’s owner-occupied commercial loan for $5mm – it happened to be March 21st. The borrower closed the loan, locked in a 4.50% rate for 10-years, shook hands, smiled and walked out the door. The Chief Lender and the CFO walked over to the business development officer and congratulated him on a job well done. High-fives ensued, and everyone was happy. Should they be? The Bank just lost $238k in one day, and the worst part is, no one knew the difference except the borrower.

This Method is the Best of the Three Ways To Price a Loan

Better Loan Pricing

Loan pricing is both an art and a science. While there are three primary ways to price bank products, one methodology is consistently used by top performing banks. Since we talk and see the pricing at hundreds of banks each month about loan pricing and we monitor credit risk, cost and non-bank competition in every state, we have a unique vantage point to see what works and what doesn’t when it comes to banking profitable commercial customers.

Will Your Bank Take Advantage of This Opportunity in Loan Spreads?

Loan Pricing Trends

Loan spreads for C&I and CRE loans decreased slightly in February of this year from a month earlier, and they contracted further in March.  We expect that spreads will continue to contract throughout the remainder of the year.  The primary driver of declining loan spreads is the tax changes that passed into law at the end of last year.  The vast majority of lending institutions have benefited from an approximately 30% reduction in their tax rate (or a reduction in the tax rate of the pass-through entity).  The interesting question is this:

The Best Way We Found To Quote Loan Pricing

Better Lending Practices

In our previous blog (HERE), we discussed the three primary criteria that banks should consider in choosing an appropriate index to price commercial loans.  We concluded that, for the time being, LIBOR (surprisingly) was a superior index for community banks to use because of its high correlation to community banks’ cost of funding (better than Prime or US Treasury).  We also discussed why LIBOR is a more flexible loan index for community banks becau

How To Price Small Dollar Small Business Loans

Small Business Lending

Mispricing of small balance loans is the major problem facing our industry and is a drag on many banks. It is difficult to make a $50,000 loan profitable. Let’s consider a typical small business commercial loan example: a five-year loan for equipment with a 1% origination fee. To make a 15% risk-adjusted return on equity, a banker must price this loan at a minimum of a 7.75% spread using direct costs and assuming average credit. That is a thick spread and not only could make your bank less competitive but also potentially increases the risk.


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