SoFi Technologies(SOFI) - 2024 Q3 - Earnings Call Transcript

Financial Data and Key Metrics - Adjusted net revenue reached a record $689 million in Q3 2024, a 30% YoY growth, up from 22% in Q2 [8] - Financial Services segment revenue grew 102% YoY to$ 238 million, now making up more than a third of total revenue [8] - Tech Platform revenue grew 14% YoY to $103 million, with non-lending segments contributing 49% of total revenue, up from 39% a year ago [10] - GAAP net income improved by$ 327 million YoY to $61 million, with EBITDA growing 90% YoY to$ 186 million [36] - Tangible book value increased by $236 million to$ 4.4 billion, with a total capital ratio of 16.3% [39] Business Line Performance - Financial Services segment achieved $238 million in net revenue, up 102% YoY, with 11.8 million products, up 33% YoY [45] - Lending segment recorded$ 392 million in adjusted net revenue, with $6.3 billion in loan volume, up 14% YoY [15] - Tech Platform segment delivered$ 103 million in net revenue, up 14% YoY, with Galileo accounts growing 17% YoY to 160 million [53] - Loan Platform Business generated $56 million in fees, driven by$ 1 billion of personal loans originated on behalf of third parties [51] Market Performance - Personal loan volume reached a record $4.9 billion, up 26% YoY, with$ 1 billion originated for third parties [33] - Home loan volume grew 38% YoY to $490 million, with home equity loan volume up 44% QoQ [33] - Student loan origination volume grew 3% YoY to$ 944 million, the best quarter since Q1 2022 [58] - Loan sales totaled $1.3 billion in Q3, with$ 375 million of personal loans sold at a 105.9% execution [59] Strategy and Industry Competition - The company is shifting towards more fee-based, capital-light, and lower-risk revenue sources, with fee-based revenue making up 25% of adjusted net revenue in Q3 [13] - SoFi is leveraging its one-stop-shop model to drive cross-buying behavior, with 32% of new products opened by existing members [12] - The company is focusing on building unaided brand awareness, which reached 7% in Q3, up nearly 40% YoY [23] - SoFi is expanding its product offerings, including new credit cards, insurance partnerships, and a cash coach product [31][32][29] Management Commentary on Operating Environment and Future Outlook - Management highlighted the improving rate environment and stable economy as favorable conditions for 2025 [19] - The company expects to deliver adjusted net revenue of $2.535 billion to$ 2.550 billion for full-year 2024, up from prior guidance of $2.425 billion to$ 2.465 billion [77] - SoFi anticipates adding at least 2.3 million new members in 2024, representing 30% growth [78] - Management expressed confidence in achieving high ROE returns in a declining rate environment and stable economy [101][102] Other Important Information - The company achieved 17 of 19 quarters of record revenue, despite macroeconomic challenges [17] - SoFi's personal loan borrowers have a weighted average income of $164,000 and a FICO score of 746, while student loan borrowers have a weighted average income of$ 135,000 and a FICO score of 765 [63] - The company's 90-day personal loan delinquency rate decreased to 57 basis points in Q3, down from 64 basis points in Q2 [64] Q&A Session Summary Question: Loan Platform Business Growth and Economics [81] - The Loan Platform Business is a fee-based, capital-light revenue source, with multiple revenue streams including referral fees, upfront cash fees, and servicing fees [82][83][84][85] - The company declined 70%-80% of personal loan applicants, indicating significant latent potential for growth [89] Question: Originations and Lending Growth [91] - The company expects modest growth in dollar terms on the balance sheet year-over-year, with excess demand for unsecured personal loans being fulfilled through the Loan Platform Business [92][93] Question: Credit Performance and Return on Capital [95] - Recent loan vintages are projected to produce ROEs above 30%, driven by lower expected life-of-loan losses, higher pricing beta, and funding cost efficiencies [97][98][99] Question: Loan Platform Business Expectations [104] - The Loan Platform Business is expected to continue growing, with a $2 billion agreement with Fortress and commitments for Q4 and 2025 with other partners [105][106] - The take rate varies depending on the partner, with no financing commitments or loss share agreements [108][109] Question: Deposit Trends [114] - SoFi Money product continues to resonate in the marketplace, with over$ 2 billion of member deposit growth in Q3, despite rate cuts [115][116] Question: Financial Services Monetization and Growth Vectors [120] - The Financial Services segment has significant monetization potential, with revenue per product at $81, up 52% YoY, but still below long-term targets [122][123] - Growth vectors include SoFi Invest, SoFi Money, credit cards, SMB, and Protect, with significant opportunities for increased monetization [124][125][126][127][128][129] Question: Alt Credit and Tech Platform Pipeline [134] - Demand for loans from buyers and investors has increased, with new partners and declining rates providing a tailwind [135] - The Tech Platform pipeline includes large financial institutions and branded companies, with decisions expected in the coming months [136][137][138][139] Question: Credit Card Growth [142] - The credit card business is in the early stages, with a methodical approach to growth to ensure profitability [143][144][145]