LPL Financial Holdings
Apr 27, 2017

LPL Financial Announces First Quarter 2017 Results

Key Performance Indicators

Key Updates

SAN DIEGO, April 27, 2017 (GLOBE NEWSWIRE) -- LPL Financial Holdings Inc. (NASDAQ:LPLA) (the "Company") today announced results for its first quarter ended March 31, 2017, reporting net income of $48 million, or $0.52 per share. This compares with $50 million, or $0.56 per share, in the first quarter of 2016 and $42 million, or $0.46 per share, in the prior quarter.

"We had a solid start to the year," said Dan Arnold, president and CEO. "We have heard positive sentiment from our advisors, who are energized by the improved macro environment, LPL's enhanced capabilities, and their opportunities to win in the marketplace."

Arnold continued, "We grew our core business as existing advisors gathered assets and new advisors joined LPL, and our continued expense discipline generated operating leverage."

"This quarter, we strengthened our balance sheet by refinancing our entire debt structure," said Matt Audette, CFO. "We lengthened our average maturities, lowered our interest rates, increased the capacity of our revolver, and diversified our funding sources. We believe our updated capital structure positions us well to fund future growth."

Audette continued, "With another good quarter of financial results and our stronger capital structure, we felt well-positioned to restart share repurchases with $22 million in Q1."

First Quarter 2017 Financial and Business Highlights

Market Drivers

Advisors

Gross Profit

Expenses

Taxes

Capital Management

Conference Call and Additional Information

The Company will hold a conference call to discuss its results at 5:00 p.m. EDT on Thursday, April 27, 2017. The conference call can be accessed by dialing either 877-677-9122 (domestic) or 708-290-1401 (international) and entering passcode 93369214.

The conference call will also be webcast simultaneously on the Investor Relations section of the Company's website (investor.lpl.com), where a replay of the call will also be available following the live webcast. A telephonic replay will be available approximately two hours after the call and can be accessed by dialing 855-859-2056 (domestic) or 404-537-3406 (international) and entering passcode 93369214. The telephonic replay will be available until 11:59 p.m. EDT on May 4, 2017 and the webcast replay will be available until May 18, 2017.

About LPL Financial

LPL Financial LLC, a wholly owned subsidiary of LPL Financial Holdings Inc. (NASDAQ:LPLA), is a leader in the retail financial advice market and served $530 billion in advisory and brokerage assets as of March 31, 2017. LPL is one of the fastest growing RIA custodians and is the nation's largest independent broker-dealer (based on total revenues, Financial Planning magazine June 1996-2016). The Company provides proprietary technology, comprehensive clearing and compliance services, practice management programs and training, and independent research to more than 14,000 independent financial advisors and over 700 financial institutions, enabling them to help their clients turn life's aspirations into financial realities. Advisors associated with LPL also serviced an estimated 46,000 retirement plans with an estimated $135 billion in retirement plan assets, as of March 31, 2017. LPL also supports approximately 3,900 financial advisors licensed and affiliated with insurance companies with customized clearing, advisory platforms, and technology solutions. LPL Financial and its affiliates have more than 3,300 employees with primary offices in Boston, Charlotte, and San Diego. For more information, please visit www.lpl.com.

Securities and Advisory Services offered through LPL Financial. A Registered Investment Advisor, Member FINRA/SIPC.

**Non-GAAP Financial Measures

Management believes that presenting certain non-GAAP measures by excluding or including certain items can be helpful to investors and analysts who may wish to use some or all of this information to analyze the Company's current performance, prospects, and valuation. Management uses this non-GAAP information internally to evaluate operating performance and in formulating the budget for future periods. Management believes that the non-GAAP measures and metrics discussed below are appropriate for evaluating the performance of the Company.

Gross Profit is calculated as net revenues, which were $1,035 million for the three months ended March 31, 2017, less commission and advisory expenses and brokerage, clearing, and exchange fees, which were $645 million and $14 million, respectively, for the three months ended March 31, 2017. All other expense categories, including depreciation and amortization, are considered general and administrative in nature. Because the Company's gross profit amounts do not include any depreciation and amortization expense, the Company considers its gross profit amounts to be non-GAAP measures that may not be comparable to those of others in its industry. Management believes that Gross Profit can be useful to investors because it shows the Company's core operating performance before indirect costs that are general and administrative in nature.

Core G&A consists of total operating expenses, which were $914 million for the three months ended March 31, 2017, excluding the following expenses: commission and advisory, regulatory charges (see FN 8), promotional (see FN 9), employee share-based compensation (see FN 10), depreciation and amortization, amortization of intangible assets, and brokerage, clearing, and exchange. Management presents Core G&A because it believes Core G&A reflects the corporate operating expense categories over which management can generally exercise a measure of control, compared with expense items over which management either cannot exercise control, such as commission and advisory expenses, or which management views as promotional expense necessary to support advisor growth and retention including conferences and transition assistance. Core G&A is not a measure of the Company's total operating expenses as calculated in accordance with GAAP. For a reconciliation of Core G&A against the Company's total operating expenses, please see footnote 7 on page 18 of this release. The Company does not provide an outlook for its total operating expenses because it contains expense components, such as commission and advisory expenses, that are market-driven and over which the Company cannot exercise control. Accordingly a reconciliation of the Company's outlook for Core G&A to an outlook for total operating expenses cannot be made available without unreasonable effort. Prior to 2016, the Company calculated Core G&A as consisting of total operating expenses, excluding the items described above, as well as excluding other items that primarily consisted of acquisition and integration costs resulting from various acquisitions and organizational restructuring and conversion costs. Beginning with results reported for Q1 2016, Core G&A was presented as including these items that were historically adjusted out.

EBITDA is defined as net income plus interest expense, income tax expense, depreciation, and amortization. The Company presents EBITDA because management believes that it can be a useful financial metric in understanding the Company's earnings from operations. EBITDA is not a measure of the Company's financial performance under GAAP and should not be considered as an alternative to net income or any other performance measure derived in accordance with GAAP, or as an alternative to cash flows from operating activities as a measure of profitability or liquidity. In addition, the Company's EBITDA can differ significantly from EBITDA calculated by other companies, depending on long-term strategic decisions regarding capital structure, the tax jurisdictions in which companies operate, and capital investments.

Credit Agreement EBITDA is defined in, and calculated by management in accordance with, the Company's credit agreement ("Credit Agreement") as "Consolidated EBITDA," which is Consolidated Net Income (as defined in the Credit Agreement) plus interest expense, tax expense, depreciation and amortization and further adjusted to exclude certain non-cash charges and other adjustments, including unusual or non-recurring charges and gains. The Company presents Credit Agreement EBITDA because management believes that it can be a useful financial metric in understanding the Company's debt capacity and covenant compliance under its Credit Agreement. Credit Agreement EBITDA is not a measure of the Company's financial performance under GAAP and should not be considered as an alternative to net income or any other performance measure derived in accordance with GAAP, or as an alternative to cash flows from operating activities as a measure of profitability or liquidity. In addition, the Company's Credit Agreement-defined EBITDA can differ significantly from adjusted EBITDA calculated by other companies, depending on long-term strategic decisions regarding capital structure, the tax jurisdictions in which companies operate, and capital investments.

Forward-Looking Statements

Statements in this press release regarding the Company's future financial and operating results, outlook, growth, prospects, business strategies, future market position, future operating environment, and goals, including forecasts and statements relating to the Company's expense and capital plans, target leverage ratio, opportunities for the deployment of cash, future efficiency gains, future investments and future expense growth, as well as any other statements that are not related to present facts or current conditions or that are not purely historical, constitute forward-looking statements. These forward-looking statements are based on the Company's historical performance and its plans, estimates, and expectations as of April 27, 2017. The words "anticipates", "believes", "expects", "may", "plans", "predicts", "will", and similar expressions are intended to identify forward-looking statements, although not all forward-looking statements contain these identifying words. Forward-looking statements are not guarantees that the future results, plans, intentions, or expectations expressed or implied by the Company will be achieved. Matters subject to forward-looking statements involve known and unknown risks and uncertainties, including economic, legislative, regulatory, competitive, and other factors, which may cause actual financial or operating results, levels of activity, or the timing of events, to be materially different than those expressed or implied by forward-looking statements. Important factors that could cause or contribute to such differences include: changes in general economic and financial market conditions, including retail investor sentiment; fluctuations in the value of advisory and brokerage assets; fluctuations in levels of net new assets and the related impact on revenue; fluctuations in the number of retail investors served by the Company; effects of competition in the financial services industry and the success of the Company in attracting and retaining financial advisors and institutions; changes in the number of the Company's financial advisors and institutions, and their ability to market effectively financial products and services; changes in interest rates and fees payable by banks participating in the Company's cash sweep program, including the Company's success in negotiating agreements with current or additional counterparties; the Company's strategy in managing cash sweep program fees; changes in the growth and profitability of the Company's fee-based business; the effect of current, pending and future legislation, regulation and regulatory actions, including the U.S. Department of Labor's final rule ("DOL Rule") and disciplinary actions imposed by federal and state securities regulators and self-regulatory organizations; the costs of settling and remediating issues related to pending or future regulatory matters or legal proceedings; execution of the Company's capital management plans, including its compliance with the terms of its existing credit agreement and the indenture governing its senior notes; the price, the availability of shares, and trading volumes of the Company's common stock, which will affect the timing and size of future share repurchases by the Company; changes made to the Company's offerings and services in response to the current, pending and future legislation, regulation and regulatory actions, including the DOL Rule, and the effect that such changes may have on the Company's gross profit streams and costs; execution of the Company's plans and its success in realizing the expense savings and service improvements and efficiencies expected to result from its initiatives and programs, particularly its expense plans and technological initiatives; the Company's success in negotiating and developing commercial arrangements with third-party services providers; the performance of third-party service providers to which business processes are transitioned from the Company; the Company's ability to control operating risks, information technology systems risks, cybersecurity risks, and sourcing risks; and the other factors set forth in Part I, "Item 1A. Risk Factors" in the Company's 2016 Annual Report on Form 10-K, as may be amended or updated in the Company's Quarterly Reports on Form 10-Q or subsequent filings with the SEC. Except as required by law, the Company specifically disclaims any obligation to update any forward-looking statements as a result of developments occurring after the date of this earnings release, even if its estimates change, and you should not rely on statements contained herein as representing the Company's views as of any date subsequent to the date of this press release.


LPL Financial Holdings Inc.
Condensed Consolidated Statements of Income
(Dollars in thousands, except per share data)
(Unaudited)
 
     
 Three Months Ended  March 31,   
 2017 2016 %  Change 
REVENUES      
Commission$421,164  $436,727  (4%) 
Advisory329,859  319,432  3% 
Asset-based157,223  136,251  15% 
Transaction and fee108,162  102,690  5% 
Interest income, net of interest expense5,793  5,330  9% 
Other13,226  4,875  171% 
Total net revenues1,035,427  1,005,305  3% 
EXPENSES      
Commission and advisory645,063  636,011  1% 
Compensation and benefits113,212  114,055  (1%) 
Promotional36,654  35,684  3% 
Depreciation and amortization20,747  18,962  9% 
Amortization of intangible assets9,491  9,525  % 
Occupancy and equipment25,199  21,837  15% 
Professional services15,537  17,155  (9%) 
Brokerage, clearing and exchange14,186  13,589  4% 
Communications and data processing11,014  10,497  5% 
Other22,563  19,500  16% 
Total operating expenses913,666  896,815  2% 
Non-operating interest expense25,351  23,890  6% 
Loss on extinguishment of debt21,139    n/m  
INCOME BEFORE PROVISION FOR INCOME TAXES75,271  84,600  (11%) 
PROVISION FOR INCOME TAXES27,082  34,208  (21%) 
NET INCOME$48,189  $50,392  (4%) 
Earnings per share, basic$0.54  $0.57  (5%) 
Earnings per share, diluted$0.52  $0.56  (7%) 
Weighted-average shares outstanding, basic89,868 88,964 1% 
Weighted-average shares outstanding, diluted92,004 89,621 3% 


LPL Financial Holdings Inc.
Condensed Consolidated Statements of Income Trend
(Dollars in thousands, except per share data)
(Unaudited)
  
 Quarterly Results
 Q1 2017 Q4 2016 Q3 2016
REVENUES     
Commission$421,164  $423,267  $431,686 
Advisory329,859  325,383  321,911 
Asset-based157,223  144,136  138,291 
Transaction and fee108,162  102,788  108,413 
Interest income, net of interest expense5,793  5,342  5,372 
Other13,226  6,541  11,767 
Total net revenues1,035,427  1,007,457  1,017,440 
EXPENSES     
Commission and advisory645,063  646,501  657,432 
Compensation and benefits113,212  108,741  107,988 
Promotional36,654  35,602  42,609 
Depreciation and amortization20,747  19,783  18,434 
Amortization of intangible assets9,491  9,499  9,502 
Occupancy and equipment25,199  25,609  23,530 
Professional services15,537  17,944  17,045 
Brokerage, clearing and exchange14,186  14,213  13,098 
Communications and data processing11,014  12,652  10,333 
Other22,563  27,075  25,356 
Total operating expenses913,666  917,619  925,327 
Non-operating interest expense25,351  24,895  23,889 
Loss on extinguishment of debt21,139     
INCOME BEFORE PROVISION FOR INCOME TAXES75,271  64,943  68,224 
PROVISION FOR INCOME TAXES27,082  23,207  16,270 
NET INCOME$48,189  $41,736  $51,954 
Earnings per share, basic$0.54  $0.47  $0.58 
Earnings per share, diluted$0.52  $0.46  $0.58 
Weighted-average shares outstanding, basic89,868 89,212  89,092 
Weighted-average shares outstanding, diluted92,004 91,014  89,951 


LPL Financial Holdings Inc.
Condensed Consolidated Statements of Financial Condition
(Dollars in thousands, except par value)
(Unaudited)
 
  March 31,
 2017
 December 31,
2016
ASSETS
Cash and cash equivalents $797,293  $747,709 
Cash and securities segregated under federal and other regulations 682,662  768,219 
Restricted cash 40,628  42,680 
Receivables from:    
Clients, net of allowance of $572 at March 31, 2017 and $1,580 at December 31, 2016 296,282  341,199 
Product sponsors, broker-dealers, and clearing organizations 163,720  175,122 
Advisor loans, net of allowance of $5,996 at March 31, 2017 and $1,852 at December 31, 2016 195,312  194,526 
Others, net of allowance of $8,527 at March 31, 2017 and $12,851 at December 31, 2016 196,716  189,632 
Securities owned:    
Trading — at fair value 13,502  11,404 
Held-to-maturity 7,110  8,862 
Securities borrowed 18,203  5,559 
Fixed assets, net of accumulated depreciation and amortization of $374,795 at March 31, 2017 and $355,919 at December 31, 2016 387,395  387,368 
Goodwill 1,365,838  1,365,838 
Intangible assets, net of accumulated amortization of $390,265 at March 31, 2017 and $380,775 at December 31, 2016 344,505  353,996 
Other assets 252,910  242,812 
Total assets $4,762,076  $4,834,926 
LIABILITIES AND STOCKHOLDERS' EQUITY
LIABILITIES:    
Drafts payable $157,227  $198,839 
Payables to clients 770,576  863,765 
Payables to broker-dealers and clearing organizations 57,139  63,032 
Accrued commission and advisory expenses payable 121,543  128,476 
Accounts payable and accrued liabilities 364,437  385,545 
Income taxes payable 27,821  4,607 
Unearned revenue 79,412  62,785 
Securities sold, but not yet purchased — at fair value 189  183 
Senior secured credit facilities, net of unamortized debt issuance cost of $17,493 at March 31, 2017 and $21,924 at December 31, 2016 2,182,507  2,175,436 
Leasehold financing obligation 105,210  105,649 
Deferred income taxes, net 25,745  25,614 
Total liabilities 3,891,806  4,013,931 
Commitments and contingencies    
STOCKHOLDERS' EQUITY:    
Common stock, $.001 par value; 600,000,000 shares authorized; 121,663,838 shares issued at March 31, 2017 and 119,917,854 shares issued at December 31, 2016 122  120 
Additional paid-in capital 1,493,184  1,445,256 
Treasury stock, at cost — 31,231,667 shares at March 31, 2017 and 30,621,270 shares at December 31, 2016 (1,218,919) (1,194,645)
Accumulated other comprehensive income 548  315 
Retained earnings 595,335  569,949 
Total stockholders' equity 870,270  820,995 
Total liabilities and stockholders' equity $4,762,076  $4,834,926 


LPL Financial Holdings Inc.
Management's Statements of Operations (1)
(Dollars in thousands, except per share data)
(Unaudited)

The information presented on pages 9-17 of this release is presented as reviewed by the Company's management and includes information derived from the Company's Unaudited Condensed Consolidated Statements of Income, non-GAAP measures, and operational and performance metrics. For information on non-GAAP measures, please see the section titled "Non-GAAP Financial Measures" that begins on page 3 of this release.

 Quarterly Results
 Q1 2017 Q4 2016 %  Change Q1 2016 %  Change
Revenues         
Sales-based commissions$186,577  $188,943  (1%) $214,814  (13%)
Trailing commissions234,587  234,324  % 221,913  6%
Advisory329,859  325,383  1% 319,432  3%
GDC(2)751,023  748,650  % 756,159  (1%)
Cash sweep(3)59,651  48,756  22% 43,401  37%
Other asset-based(4)97,572  95,380  2% 92,850  5%
Transaction and fee108,162  102,788  5% 102,690  5%
Other(5)19,019  11,883  60% 10,205  86%
Total net revenues1,035,427  1,007,457  3% 1,005,305  3%
Commission and advisory expense645,063  646,501  % 636,011  1%
Brokerage, clearing, and exchange14,186  14,213  % 13,589  4%
Gross profit(6)376,178  346,743  8% 355,705  6%
Expense         
Core G&A(7)177,026  180,974  (2%) 175,433  1%
Regulatory charges(8)5,270  6,275  (16%) 1,183  n/m 
Promotional(9)36,654  35,602  3% 35,684  3%
Employee share-based compensation(10)5,229  4,772  10% 6,428  (19%)
Total G&A224,179  227,623  (2%) 218,728  2%
EBITDA151,999  119,120  28% 136,977  11%
Depreciation and amortization20,747  19,783  5% 18,962  9%
Amortization of intangible assets9,491  9,499  % 9,525  %
Non-operating interest expense25,351  24,895  2% 23,890  6%
Loss on Extinguishment of debt21,139    n/m    n/m 
INCOME BEFORE PROVISION FOR INCOME TAXES75,271  64,943  16% 84,600  (11%)
PROVISION FOR INCOME TAXES27,082  23,207  17% 34,208  (21%)
NET INCOME$48,189  $41,736  15% $50,392  (4%)
Earnings per share, diluted$0.52  $0.46  13% $0.56  (7%)
Weighted-average shares outstanding, diluted92,004 91,014  1% 89,621 3%


LPL Financial Holdings Inc.
Management's Statements of Operations Trend (1)
(Dollars in thousands, except per share data)
(Unaudited)

The information presented on pages 9-17 of this release is presented as reviewed by the Company's management and includes information derived from the Company's Unaudited Condensed Consolidated Statements of Income, non-GAAP measures, and operational and performance metrics. For information on non-GAAP measures, please see the section titled "Non-GAAP Financial Measures" that begins on page 3 of this release.

 Quarterly Results
 Q1 2017 Q4 2016 Q3 2016
Revenues     
Sales-based commissions$186,577  $188,943  $196,364 
Trailing commissions234,587  234,324  235,322 
Advisory329,859  325,383  321,911 
GDC(2)751,023  748,650  753,597 
Cash sweep(3)59,651  48,756  40,701 
Other asset-based(4)97,572  95,380  97,590 
Transaction and fee108,162  102,788  108,413 
Other(5)19,019  11,883  17,139 
Total net revenues1,035,427  1,007,457  1,017,440 
Commission and advisory expense645,063  646,501  657,432 
Brokerage, clearing, and exchange14,186  14,213  13,098 
Gross profit(6)376,178  346,743  346,910 
Expense     
Core G&A(7)177,026  180,974  175,385 
Regulatory charges(8)5,270  6,275  4,436 
Promotional(9)36,654  35,602  42,609 
Employee share-based compensation(10)5,229  4,772  4,431 
Total G&A224,179  227,623  226,861 
EBITDA151,999  119,120  120,049 
Depreciation and amortization20,747  19,783  18,434 
Amortization of intangible assets9,491  9,499  9,502 
Non-operating interest expense25,351  24,895  23,889 
Loss on extinguishment of debt21,139     
INCOME BEFORE PROVISION FOR INCOME TAXES75,271  64,943  68,224 
PROVISION FOR INCOME TAXES27,082  23,207  16,270 
NET INCOME$48,189  $41,736  $51,954 
Earnings per share, diluted$0.52  $0.46  $0.58 
Weighted-average shares outstanding, diluted92,004 91,014  89,951


LPL Financial Holdings Inc.
Monthly Metrics (1)
(Dollars in thousands, except where noted)
(Unaudited)
 
(End of Period $ in billions, unless noted) March
2017
 February
2017
 Feb to Mar
% Change
 January
2017
 December
2016
Assets Served          
Brokerage Assets(11) $304.6  $304.8  (0.1%) $300.4  $297.8 
Advisory Assets(12) 225.7  222.7  1.3% 216.3  211.6 
Total Brokerage and Advisory Assets(13) $530.3  $527.5  0.5% $516.7  $509.4 
           
Insured Cash Account Balances(14) $22.0  $21.7  1.4% $22.0  $22.8 
Deposit Cash Account Balances(15) 4.2  4.1  2.4% 4.1  4.4 
Money Market Account Cash Balances(16) 3.8  3.8  % 3.9  4.1 
Total Client Cash Sweep Balances(17) $30.0  $29.6  1.4% $30.0  $31.3 
           
Market Indices          
S&P 500 Index (end of period) 2,363  2,364  % 2,279  2,239 
Fed Funds Effective Rate (average bps) 79  66  13  66  54 


LPL Financial Holdings Inc.
Operating Measures (1)
(Dollars in thousands, except where noted)
(Unaudited)
 
 Q1 2017 Q4 2016 %
Change
 Q1 2016 %
Change
Market Drivers         
S&P 500 Index (end of period)2,363  2,239  6% 2,060  15%
Fed Funds Daily Effective Rate (FFER) (average bps)70  45  25bps 36  34bps
          
Assets (dollars in billions)         
Brokerage Assets(11)$304.6  $297.8  2% $289.2  5%
Advisory Assets(12)225.7  211.6  7% 189.5  19%
Total Brokerage and Advisory Assets(13)$530.3  $509.4  4% $478.7  11%
Advisory % of Total Assets42.6% 41.5% 110bps 39.6% 300bps
          
Net New Advisory Assets(18)$6.0  $4.8  n/m $2.0  n/m
Net New Brokerage Assets(19)(3.4) (2.3) n/m (1.0) n/m
Total Net New Assets(20)$2.6  $2.5  n/m $1.0  n/m
          
Net Brokerage to Advisory Conversions (21)$2.3  $1.7  n/m $1.0  n/m
Advisory NNA Annualized Growth(22)11% 9% n/m 4% n/m
Total NNA Annualized Growth(23)2% 2% n/m 1% n/m
          
Non-Hybrid RIA Brokerage Assets(24)$239.1  $233.1  3% $233.7  2%
Corporate Platform Advisory Assets(24)133.6  127.0  5% 119.7  12%
Total Corporate Assets(24)372.7  360.1  3% 353.4  5%
Brokerage Assets Associated with Hybrid RIAs(25)65.5  64.7  1% 55.5  18%
Hybrid Platform Advisory Assets(25)92.1  84.6  9% 69.8  32%
Total Hybrid Platform Assets(25)157.6  149.3  6% 125.3  26%
Total Brokerage and Advisory Assets(13)$530.3  $509.4  4% $478.7  11%
Hybrid % of Total Assets29.7% 29.3% 40bps 26.2% 350bps
          
Brokerage Retirement Assets(26)$148.4  $148.9  % $142.6  4%
Advisory Retirement Assets(26)124.5  116.2  7% 102.2  22%
Total Brokerage and Advisory Retirement Assets(26)$272.9  $265.1  3% $244.8  11%
Retirement % of Total Assets51.5% 52.0% (50bps) 51.1% 40bps
          
Insured Cash Account Balances(14)$22.0  $22.8  (4%) $21.6  2%
Deposit Cash Account Balances(15)4.2  4.4  (5%)   n/m
Money Market Account Cash Balances(16)3.8  4.1  (7%) 8.8  (57%)
Total Cash Sweep Balances(17)$30.0  $31.3  (4%) $30.4  (1%)
Cash Sweep % of Total Assets5.7% 6.1% (40bps) 6.4% (70bps)
          
Insured Cash Account Fee - bps(27)88  73  15  69  19 
Deposit Cash Account Fee - bps(27)62  39  23    n/m
Money Market Account Fee - bps(27)53  43  10  29  24 
Total Cash Sweep Fee - bps(27)80  64  16  57  23 



LPL Financial Holdings Inc.
Financial Measures (1)
(Dollars in thousands, except where noted)
(Unaudited)
 
 Q1 2017 Q4 2016 %
Change
 Q1 2016 %
Change
Commission Revenue by Product         
Variable annuities$166,796  $172,147  (3%) $171,686  (3%)
Mutual funds131,474  131,749  % 133,733  (2%)
Alternative investments7,171  9,511  (25%) 7,803  (8%)
Fixed annuities36,912  34,439  7% 52,066  (29%)
Equities21,974  22,108  (1%) 20,619  7%
Fixed income27,495  22,661  21% 20,667  33%
Insurance17,722  18,613  (5%) 18,234  (3%)
Group annuities11,479  11,817  (3%) 11,757  (2%)
Other141  222  (36%) 162  (13%)
Total commission revenue$421,164  $423,267  % $436,727  (4%)
          
Commission Revenue by Sales-based and Trailing Commission      
Sales-based commissions         
Variable annuities$50,925  $58,430  (13%) $64,639  (21%)
Mutual funds36,461  32,651  12% 38,340  (5%)
Alternative investments5,154  7,411  (30%) 6,692  (23%)
Fixed annuities32,094  31,310  3% 49,996  (36%)
Equities21,974  22,108  (1%) 20,619  7%
Fixed income21,902  17,999  22% 15,772  39%
Insurance16,146  17,115  (6%) 16,932  (5%)
Group annuities1,780  1,697  5% 1,662  7%
Other141  222  (36%) 162  (13%)
Total sales-based commissions$186,577  $188,943  (1%) $214,814  (13%)
Trailing commissions         
Variable annuities$115,871  $113,717  2% $107,047  8%
Mutual funds95,013  99,098  (4%) 95,393  %
Alternative investments2,017  2,100  (4%) 1,111  82%
Fixed annuities4,818  3,129  54% 2,070  133%
Fixed income5,593  4,662  20% 4,895  14%
Insurance1,576  1,498  5% 1,302  21%
Group annuities9,699  10,120  (4%) 10,095  (4%)
Total trailing commissions$234,587  $234,324  % $221,913  6%
Total commission revenue$421,164  $423,267  % $436,727  (4%)


LPL Financial Holdings Inc.
Financial Measures (1)
(Dollars in thousands, except where noted)
(Unaudited)
 
 Q1 2017 Q4 2016 %
Change
 Q1 2016 %
Change
Payout Rate         
Base Payout Rate(28)82.99% 82.28% 71bps 82.51% 48bps
Production Based Bonuses1.72% 3.40% (168bps) 1.70% 2bps
GDC Sensitive Payout84.71% 85.68% (97bps) 84.21% 50bps
Non-GDC Sensitive Payout (29)1.18% 0.68% 50bps (0.10)% 128bps
Total Payout Ratio85.89% 86.36% (47bps) 84.11% 178bps
Production Based Bonuses Ratio (Trailing Twelve Months)2.7% 2.6% 10bps 2.7% —bps


LPL Financial Holdings Inc.
Capital Management Measures (1)
(Dollars in thousands, except where noted)
(Unaudited)
 
 Q1 2017 Q4 2016
Credit Agreement EBITDA(30)   
Net income$48,189  $41,736 
Non-operating interest expense25,351  24,895 
Provision for income taxes27,082  23,207 
Loss on extinguishment of debt21,139   
Depreciation and amortization20,747  19,783 
Amortization of intangible assets9,491  9,499 
EBITDA151,999  119,120 
Credit Agreement Adjustments:   
Employee share-based compensation expense(10)5,229  4,771 
Advisor share-based compensation expense(31)1,742  3,250 
Other(32)5,596  5,880 
Credit Agreement EBITDA$164,566  $133,021 
    
Total Debt   
Revolving Credit Facility Loans$  $ 
Senior Secured Term Loan B1,700,000  2,197,360 
Senior Unsecured Notes500,000   
Total Debt$2,200,000  $2,197,360 
    
Cash Available for Corporate Use(33)   
Cash at Parent(34)$413,431  $417,317 
Excess Cash at Broker-Dealer subsidiary per Credit Agreement130,885  75,551 
Other Available Cash6,966  6,257 
Total Cash Available for Corporate Use$551,282  $499,125 
    
Credit Agreement Net Leverage   
Total Debt$2,200,000  $2,197,360 
Cash Available (up to $300 million)300,000  300,000 
Credit Agreement Net Debt$1,900,000  $1,897,360 
Credit Agreement EBITDA (trailing twelve months)(35)$573,091  $552,472 
Credit Agreement Net Leverage Ratio(36)3.32x 3.43x


LPL Financial Holdings Inc.
Debt Schedule (1)
(Dollars in thousands, except where noted)
(Unaudited)
 
Total Debt Outstanding Applicable
Margin
 Interest Rate
(end of period)
 Maturity
Revolving Credit Facility Loans(a) $  LIBOR+200bps(b) % 3/10/2022
Senior Secured Term Loan B 1,700,000  LIBOR+250 bps(b) 3.77% 3/10/2024
Senior Unsecured Notes 500,000  Fixed Rate 5.75% 9/15/2025
Total / Weighted-Average $2,200,000    4.22%  

(a) The Revolving Credit Facility has a borrowing capacity of $500 million.
(b) The LIBOR rate option is one-, two-, three- or six-month LIBOR rate and subject to an interest rate floor of 0 basis points.

 
LPL Financial Holdings Inc.
Key Business and Financial Metrics (1)
(Dollars in thousands, except where noted)
(Unaudited)
 
 Q1 2017 Q4 2016 % Change Q1 2016 % Change
Advisors         
Advisors14,354  14,377  % 14,093  2%
Net New Advisors(23) 192  n/m  39  n/m 
Custom Clearing Service Subscribers(37)3,935  3,988  (1%) 4,177  (6%)
Annualized commissions revenue per Advisor(38)$118  $119  (1%) $124  (5%)
Annualized GDC per Advisor(38)$209  $210  % $215  (3%)
Average Total Assets per Advisor ($ in millions)(39)$36.9  $35.4  4% $34.0  9%
Transition assistance loan amortization($ in millions)(40)$13.6  $12.8  6% $11.0  24%
Total client accounts ($ in millions)4.6  4.7  (2%) 4.6  %
          
Employees - period end3,306  3,288  1% 3,403  (3%)
          
Productivity Metrics         
Advisory Revenue as a percentage of Advisory Assets, excluding Hybrid RIA assets(41)1.04% 1.04% bps 1.05% (1bps)
Annualized Gross Profit / Total Brokerage and Advisory Assets0.28% 0.27% 1bps 0.30% (2bps)
Annualized operating expense excluding production expense / Total Brokerage and Advisory Assets(42)0.19% 0.20% (1bps) 0.21% (2bps)
Production Retention Rate (YTD Annualized)(43)95.4% 95.6% (20bps) 97.0% (160bps)
Recurring Revenue Rate(44)76.0% 75.8% 20bps 73.7% 230bps
EBITDA as a percentage of Gross Profit40.4% 34.4% 600bps 38.5% 190bps
          
Capital Allocation per Share(45)
(in millions, except per share data)
         
Share Repurchases$22.5  $  n/m  $25.0  (10%)
Dividends22.6  22.3  1% 22.0  3%
Total Capital Allocated$45.1  $22.3  102% $47.0  (4%)
Weighted-average Share Count, Diluted92.0  91.0  1% 89.6  3%
Total Capital Allocated per Share$0.49  $0.25  96% $0.52  (6%)


Endnote Disclosures

(1) The information presented on pages 9-17 includes non-GAAP financial measures and operational and performance metrics. For more information on non-GAAP measures, please see the section titled "Non-GAAP Financial Measures" on page 3.

(2) GDC, or gross dealer concessions, a financial measure, is equal to the sum of Commission and Advisory revenues.

(3) Cash sweep revenues consist of fees from the Company's cash sweep program, specifically a money market sweep vehicle involving money market fund providers and two insured bank deposit sweep vehicles (see FNs 14, 15, and 16). Cash sweep revenues are a component of asset-based revenues and are derived from the Company's Unaudited Condensed Consolidated Statements of Income.

(4) Other asset-based revenues consist of revenues from the Company's sponsorship programs with financial product manufacturers and omnibus processing and networking services, but not including fees from cash sweep programs. Other asset-based revenues are a component of asset-based revenues and are derived from the Company's Unaudited Condensed Consolidated Statements of Income.

(5) Other revenues consists of interest income as well as other revenues, as presented on the Company's Unaudited Condensed Consolidated Statements of Income.

(6) Gross Profit is a non-GAAP measure. Please see a description of Gross Profit under "Non-GAAP Financial Measures" on page 3 of this release for additional information.

(7) Core G&A is a non-GAAP measure. Please see a description of Core G&A under "Non-GAAP Financial Measures" on page 3 of this release for additional information. Below is a reconciliation of Core G&A against the Company's total operating expenses for the periods presented:

 Q1 2017 Q4 2016 Q1 2016
Operating Expense Reconciliation     
Core G&A$177,026  $180,974  $175,433 
Regulatory charges5,270  6,275  1,183 
Promotional36,654  35,602  35,684 
Employee share-based compensation5,229  4,772  6,428 
Total G&A224,179  227,623  218,728 
Commissions and advisory645,063  646,501  636,011 
Depreciation & amortization20,747  19,783  18,962 
Amortization of intangible assets9,491  9,499  9,525 
Brokerage, clearing and exchange14,186  14,213  13,589 
Total operating expense$913,666  $917,619  $896,815 

(8) Regulatory charges consist of items that the Company's management relates to the resolution of regulatory issues (including remediation, restitution, and fines).

(9) Promotional expenses include costs related to hosting of advisor conferences, business development costs related to recruiting, such as transition assistance, and amortization related to forgivable loans issued to advisors.

(10) Employee share-based compensation expense represents share-based compensation for equity awards granted to employees, officers, and directors. Such awards are measured based on the grant date fair value and recognized over the requisite service period of the individual awards, which generally equals the vesting period.

(11) Brokerage Assets is a component of Total Brokerage and Advisory Assets (see FN 13) and consists of assets serviced by advisors licensed with the Company's broker-dealer subsidiary LPL Financial LLC ("LPL Financial") that are custodied, networked, and non-networked, and reflect market movement in addition to new assets, inclusive of new business development and net of attrition.

(12) Advisory Assets is a component of Total Brokerage and Advisory Assets (see FN 13) and consists of advisory assets under management on LPL Financial's corporate advisory platform (see FN 24) and Hybrid RIA assets in advisory accounts custodied at LPL Financial (see FN 25).

(13) End of period Total Brokerage and Advisory Assets are comprised of assets that are custodied, networked, and non-networked, and reflect market movement in addition to new assets, inclusive of new business development and net of attrition. End of period Insured Cash Account, Deposit Cash Account and Money Market Account Balances are also included in Total Brokerage and Advisory Assets.

(14) Insured Cash Account Balances represents advisors' clients' account balances in one of LPL Financial's two insured bank deposit sweep vehicles at the end of the reporting period. These accounts are available to individuals, trusts (where beneficiaries are natural persons), and sole proprietorships, and these assets are included in Total Brokerage and Advisory Assets (see FN 13).

(15) Deposit Cash Account Balances represents advisors' clients' account balances in one of LPL Financial's two insured bank deposit sweep vehicles at the end of the reporting period. These accounts are available only to advisory individual retirement accounts (IRAs), and these assets are included in Total Brokerage and Advisory Assets (see FN 13)

(16) Money Market Account Cash Balances represents advisors' clients' account balances in money market fund providers at the end of the reporting period. These assets are included in Total Brokerage and Advisory Assets (see FN 13).

(17) Represents the sum of Insured Cash Account Balances, Deposit Cash Account Balances, and Money Market Account Cash Balances, which together comprise end of period assets in the Company's cash sweep program. These assets are included in Total Brokerage and Advisory Assets (see FN 13).

(18) Net New Advisory Assets consists of total client deposits into advisory accounts less total client withdrawals from advisory accounts. We consider conversions from and to brokerage accounts as deposits and withdrawals respectively.

(19) Net New Brokerage Assets consists of total client deposits into brokerage accounts less total client withdrawals from brokerage accounts. We consider conversions from and to advisory accounts as deposits and withdrawals respectively.

(20) Total Net New Assets is equal to the sum of Net New Advisory Assets and Net New Brokerage Assets.

(21) Net Brokerage to Advisory Conversions consists of existing custodied assets that converted from brokerage to advisory, less existing custodied assets that converted from advisory to brokerage. Conversions to/from brokerage and advisory are undertaken when appropriate for investors.

(22) Advisory NNA Annualized Growth is calculated as the Net New Advisory Assets as of the end of a period divided by Advisory Assets as of the end of the immediately preceding period and multiplying by four.

(23) Total NNA Annualized Growth is calculated as the Total Net New Assets as of an end of the period divided by Total Brokerage and Advisory Assets as of the end of the immediately preceding period and multiplying by four.

(24) Total Corporate Assets represents the sum of total brokerage assets serviced by advisors who are licensed with LPL Financial but not associated with Hybrid RIAs (see FN 25); and total advisory assets managed on LPL Financial's corporate advisory platform by advisors who are registered investment advisory representatives of LPL Financial. Total Corporate Assets are custodied, networked, and non-networked with the Company, and reflect market movement in addition to new assets, inclusive of new business development and net of attrition.

(25) The Company serves independent RIAs that conduct their advisory business through separate entities ("Hybrid RIAs") operating pursuant to the Investment Advisers Act of 1940 or through their respective states' investment advisory licensing rules, rather than through LPL Financial. Advisors associated with Hybrid RIAs pay fees to access LPL Financial's Hybrid RIA platform for an integrated offering of technology, clearing, compliance, and custody services to Hybrid RIAs. Most financial advisors associated with Hybrid RIAs carry their brokerage license with LPL Financial, although some financial advisors associated with Hybrid RIAs do not carry a brokerage license through LPL Financial. Total Hybrid Platform Assets consist of assets managed or serviced by advisors associated with a Hybrid RIA firm that are custodied, networked, and non-networked with LPL Financial, and reflect market movement in addition to new assets, inclusive of new business development and net of attrition. This measure does not include assets managed by Hybrid RIAs that are custodied with a third-party custodian.

(26) Total Brokerage and Advisory Retirement Assets are a component of Total Brokerage and Advisory Assets (see FN 13), and consist of retirement plan assets held in advisory and brokerage accounts that are custodied, networked, and non-networked at LPL Financial, and reflect market movement in addition to new assets, inclusive of new business development and net of attrition. This measure does not include additional retirement plan assets serviced by advisors through either LPL Financial or Hybrid RIAs for which we receive no reporting feed. Including those plans for which we receive no reporting feed, we estimate the total assets in retirement plans supported to be approximately $135 billion.

(27) With respect to the applicable cash sweep vehicle (Insured Cash Account, Deposit Cash Account and/or Money Market Account), reflects the average fee yield over the period, as calculated by dividing total fee revenue received from such vehicle by the average end of day balance level during the quarter in such vehicle.

(28) The Company's base payout rate is calculated as commission and advisory expenses, divided by GDC (see FN 2).

(29) Non-GDC Sensitive Payout, a statistical or operating measure, includes share-based compensation expense from equity awards granted to advisors and financial institutions (see FN 31) and mark-to-market gains or losses on amounts designated by advisors as deferred.

(30) Credit Agreement EBITDA is a non-GAAP measure. Please see a description of Credit Agreement EBITDA under "Non-GAAP Financial Measures" on page 4 of this release for additional information.

(31) Advisor share-based compensation expense represents share-based compensation for the stock options and warrants awarded to advisors and financial institutions based on the fair value of the awards at each reporting period.

(32) Other represents items that are adjustable in accordance with the Credit Agreement to calculate Credit Agreement EBITDA, including employee severance costs, employee signing costs, employee retention or completion bonuses, and other non-recurring costs.

(33) Consists of cash unrestricted by the Credit Agreement and other regulations available for operating, investing, and financing uses.

(34) Parent refers to LPL Holdings, Inc., a direct subsidiary of the Company, which is the Borrower under the Credit Agreement.

(35) Under the Credit Agreement, management calculates Credit Agreement EBITDA for a four-quarter period at the end of each fiscal quarter, and in so doing may make further adjustments to prior quarters.

(36) Credit Agreement Net Leverage Ratio is calculated in accordance with the Credit Agreement, which includes a maximum of $300 million of cash available for corporate use.

(37) Custom Clearing Service Subscribers are financial advisors who are affiliated and licensed with insurance companies that receive customized clearing services, advisory platforms, and technology solutions from the Company.

(38) A simple average advisor count is used to calculate "per advisor" metrics by taking the average advisor count from the current period and sequential period. The calculation uses the average advisor count at the beginning and the end of period, and excludes Custom Clearing Service Subscribers (see FN 37).

(39) Based on end of period Total Brokerage and Advisory Assets (see FN 13) divided by end of period Advisor count.

(40) Transition assistance consists of payments to newly recruited advisors and financial institutions to assist in the transition process. Smaller advisor practices receive payments that are charged to earnings in the current period, whereas larger advisor practices and financial institutions typically receive transition assistance in the form of forgivable loans or recoverable advances that are generally amortized into earnings over a period of three to five years. Transition assistance loan amortization represents the amortizable amount of forgivable loans or recoverable advances that are charged to earnings in the period presented.

(41) Based on annualized advisory revenues divided by corporate advisory assets at the prior quarter's end (corporate advisory assets is defined as total Advisory Assets (see FN 12) less Hybrid Platform Advisory Assets (see FN 25)).

(42) Represents annualized operating expenses for the period, excluding production-related expense, divided by Total Brokerage and Advisory Assets (see FN 13) for the period. Production-related expense includes commissions and advisory expense and brokerage, clearing and exchange expense.  For purposes of this metric, operating expenses includes include Core G&A (see FN 7), Regulatory (see FN 8), Promotional (see FN 9), Employee Share Based Compensation (see FN 10), Depreciation & Amortization, and Amortization of Intangible Assets.

(43) Reflects retention of commission and advisory revenues, calculated by deducting the prior year production of the annualized year-to-date attrition rate, over the prior year total production.

(44) Recurring Revenue Rate refers to the percentage of total net revenue that was recurring revenue for the quarter. The Company tracks recurring revenue, a characterization of net revenue and a statistical measure, which management defines to include revenues from asset-based fees, advisory fees, trailing commissions, cash sweep programs, and certain other fees that are based upon accounts and advisors. Because certain recurring revenues are associated with asset balances, they will fluctuate depending on the market values and current interest rates. Accordingly, recurring revenue can be negatively impacted by adverse external market conditions. However, management believes that recurring revenue is meaningful despite these fluctuations because it is not dependent upon transaction volumes or other activity-based revenues, which are more difficult to predict, particularly in declining or volatile markets. 

(45) Capital Allocation per Share equals the amount of capital allocated for share repurchases and cash dividends divided by the diluted weighted-average shares outstanding.

Investor Relations - Chris Koegel, (617) 897-4574
Media Relations - Jeff Mochal, (704) 733-3589
investor.lpl.com/contactus.cfm