Document




UNITED STATES SECURITIES AND EXCHANGE COMMISSION
Washington, DC 20549
FORM 8-K
CURRENT REPORT
PURSUANT TO SECTION 13 OR 15(d) OF THE SECURITIES EXCHANGE ACT OF 1934
July 26, 2018
Date of report (date of earliest event reported)
LPL Financial Holdings Inc.
(Exact name of registrant as specified in its charter)
Delaware
001-34963
20-3717839
(State or other jurisdictions of incorporation or organization)
(Commission File Number)
(I.R.S. Employer Identification Nos.)
75 State Street, Boston MA 02109
(Address of principal executive offices) (Zip Code)
(617) 423-3644
(Registrant's telephone number, including area code)
N/A
(Former Name or Former Address, if Changed since Last Report)
Check the appropriate box below if the Form 8-K filing is intended to simultaneously satisfy the filing obligation of the registrants under any of the following provisions:
o
Written communications pursuant to Rule 425 under the Securities Act (17 CFR 230.425)
o
Soliciting material pursuant to Rule 14a-12 under the Exchange Act (17 CFR 240.14a-12)
o
Pre-commencement communications pursuant to Rule 14d-2(b) under the Exchange Act (17 CFR 240.14d-2(b))
o
Pre-commencement communications pursuant to Rule 13e-4(c) under the Exchange Act (17 CFR 240.13e-4(c))
Indicate by check mark whether the registrant is an emerging growth company as defined in Rule 405 of the Securities Act of 1933 (§230.405 of this chapter) or Rule 12b-2 of the Securities Exchange Act of 1934 (§240.12b-2 of this chapter)
Emerging growth company o
If an emerging growth company, indicate by check mark if the registrant has elected not to use the extended transition period for complying with any new or revised financial accounting standards provided pursuant to Section 13(a) of the Exchange Act. o






Item 2.02
Results of Operations and Financial Condition.
On July 26, 2018, LPL Financial Holdings Inc. (collectively with its subsidiaries, the “Company”) issued a press release announcing its financial results for the quarter ended June 30, 2018. A copy of the press release is furnished with this Form 8-K and attached hereto as Exhibit 99.1.
Exhibit 99.1 shall not be deemed “filed” for purposes of Section 18 of the Securities Exchange Act of 1934, as amended (the “Exchange Act”), or otherwise subject to the liabilities under that Section and shall not be deemed to be incorporated by reference into any filing of the Company under the Securities Act of 1933, as amended, or the Exchange Act.
Item 9.01

Financial Statements and Exhibits.
(d)

 
Exhibits
 
 
 
99.1

 





SIGNATURE

Pursuant to the requirements of the Securities Exchange Act of 1934, as amended, the Registrant has duly caused this report to be signed on its behalf by the undersigned hereunto duly authorized.

LPL FINANCIAL HOLDINGS INC.
 
 
 
By:
/s/ Matthew J. Audette
 
Name: Matthew J. Audette
 
Title: Chief Financial Officer


Dated: July 26, 2018

    



Exhibit


https://cdn.kscope.io/66d849785655cb708b623f21f3214a8b-lpllogo541largenewnolinesa09.jpg
Investor Relations - Chris Koegel, (617) 897-4574
For Immediate Release
Media Relations - Jeff Mochal, (704) 733-3589
 
 
investor.lpl.com/contactus.cfm
LPL Financial Announces Second Quarter 2018 Results

Key Performance Indicators
Earnings per share ("EPS") increased 76% year-over-year to $1.30.
Net Income increased 74% year-over-year to $119 million.
EPS prior to Amortization of Intangible Assets** increased 76% year-over-year to $1.42.
Total Brokerage and Advisory Assets increased 22% year-over-year to $659 billion, up 2% sequentially.
Total Brokerage and Advisory Assets prior to NPH increased 8% year-over-year to $587 billion, up 2% sequentially.
Total Net New Assets were an inflow of $2.5 billion, including $1.5 billion from NPH.
Total Net New Assets prior to NPH were an inflow of $1.0 billion, translating to a 0.7% annualized growth rate.
Net new advisory assets prior to NPH were an inflow of $4.1 billion, translating to a 6.1% annualized growth rate.
Net new brokerage assets prior to NPH were an outflow of $3.1 billion, translating to a (4.1)% annualized rate.
Recruited Assets(1) were $6.0 billion in Q2, and $9.6 billion year-to-date.
Advisor count was 16,049 and production retention rate year-to-date was 96%.
Prior to NPH, net new advisors were 35.
Gross Profit** increased 24% year-over-year to $483 million, including approximately $42 million generated by NPH advisors.
EBITDA** increased 37% year-over-year to $233 million.
EBITDA prior to NPH increased 26% year-over-year to $214 million.
EBITDA as a percentage of Gross Profit was 48%, up from 44% a year ago.
EBITDA as a percentage of Gross Profit prior to NPH was 49%, up from 44% a year ago.
Core G&A** increased 9% year-over-year to $192 million, and decreased 4% sequentially.
Core G&A prior to NPH was flat from a year ago at $176 million, and decreased 3% sequentially.

Key Updates
Completed NPH asset onboarding in Q2, and total net new assets from this transaction were approximately $72 billion.
Reached the Company’s $90 million NPH annual run-rate EBITDA accretion estimate in Q2, ahead of its anticipated end of 2018 timing.
Tightened 2018 Core G&A** outlook range of $805 to $825 million from prior outlook of $800 to $830 million.
Returned $139 million of capital to shareholders in Q2, through $117 million of share repurchases and $22 million of dividends.




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SAN DIEGO - July 26, 2018LPL Financial Holdings Inc. (NASDAQ: LPLA) (the “Company”) today announced results for its second quarter ended June 30, 2018, reporting net income of $119 million, or $1.30 per share. This compares with $68 million, or $0.74 per share, in the second quarter of 2017 and $94 million, or $1.01 per share, in the prior quarter.
“We had another quarter of business and earnings growth,” said Dan Arnold, president and CEO. “We had solid recruiting, saw advisor productivity increase, and finished onboarding NPH assets. Going forward, we remain focused on helping our advisors win in the marketplace by enhancing capabilities, making it easier for advisors to do business with us, and investing in technology.”
“Our earnings continued to grow in the second quarter, driven by asset growth, improved return on assets, and expense discipline,” said Matt Audette, CFO. “We also deployed more capital into share repurchases. Going forward, we plan to continue investing for organic growth, taking advantage of M&A opportunities when appropriate, and returning capital to shareholders.”

Additional Second Quarter 2018 Financial and Business Highlights
Capital Management
The Company returned capital to shareholders totaling $139 million in Q2 2018, translating to $1.52 per share.
Deployed $117 million of capital to repurchase 1.8 million shares at an average price of $65.20 per share in Q2 2018.
Paid dividends of $22 million on June 1, 2018. For the third quarter, the Company's Board of Directors declared a $0.25 per share dividend to be paid on August 23, 2018 to all stockholders of record as of August 9, 2018.
Capital expenditures were primarily driven by technology spend and totaled $26 million in Q2.
Cash available for corporate use was $446 million as of quarter-end, and Credit Agreement Net Leverage Ratio, which only applies to the revolving credit facility, was 2.34x, down 0.12x from the prior quarter.
After applying $300 million of cash available for corporate use to Credit Agreement Net Debt, this left an additional $146 million of cash, which if applied to the debt, would further reduce the Credit Agreement Net Leverage Ratio to 2.17x.
Conference Call and Additional Information
The Company will hold a conference call to discuss its results at 5:00 p.m. EST on Thursday, July 26. To listen, call 877-677-9122 (domestic) or 708-290-1401 (international); passcode 3775803, or visit investor.lpl.com (webcast). Replays will be available by phone and on investor.lpl.com beginning two hours after the call and until Aug 2 and Aug 16, respectively. For telephonic replay, call 855-859-2056 (domestic) or 404-537-3406 (international); passcode 3775803.
About LPL Financial
LPL Financial is a leader in the retail financial advice market and the nation’s largest independent broker/dealer*. We serve independent financial advisors and financial institutions, providing them with the technology, research, clearing and compliance services, and practice management programs they need to create and grow thriving practices. LPL enables them to provide objective guidance to millions of American families seeking wealth management, retirement planning, financial planning and asset management solutions. LPL.com


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*based on total revenues, Financial Planning magazine June 1996-2018.
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 financial measures by excluding or including certain items can be helpful to investors and analysts who may wish to use 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 financial measures and metrics discussed below are appropriate for evaluating the performance of the Company.
EPS Prior to Amortization of Intangible Assets is defined as GAAP EPS plus the per share impact of Amortization of Intangible Assets. The per share impact is calculated as Amortization of Intangible Assets expense, net of applicable tax benefit, divided by the number of shares outstanding for the applicable period. The Company presents EPS Prior to Amortization of Intangible Assets because management believes that the metric can provide investors with useful insight into the Company’s core operating performance by excluding non-cash items that management does not believe impact the Company’s ongoing operations. EPS Prior to Amortization of Intangible Assets is not a measure of the Company's financial performance under GAAP and should not be considered as an alternative to GAAP EPS or any other performance measure derived in accordance with GAAP. For a reconciliation of EPS Prior to Amortization of Intangible Assets to GAAP EPS, please see footnote 33 on page 20 of this release.
Gross Profit is calculated as net revenues, which were $1,299 million for the three months ended June 30, 2018, less commission and advisory expenses and brokerage, clearing, and exchange fees, which were $801 million and $15 million, respectively, for the three months ended June 30, 2018. All other expense categories, including depreciation and amortization of fixed assets and amortization of intangible assets, 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 financial measures that may not be comparable to those of others in its industry. Management believes that Gross Profit can provide investors with useful insight into 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 $1,104 million for the three months ended June 30, 2018, excluding the following expenses: commission and advisory, regulatory charges, promotional, employee share-based compensation, 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 4 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.
EBITDA is defined as net income plus interest expense, income tax expense, depreciation, amortization and loss on extinguishment of debt. 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, and to include future expected cost savings, operating expense reductions or other synergies from certain

3



transactions, including the Company's acquisition of the broker/dealer network of National Planning Holdings, Inc. ("NPH"). 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, capital investments, and types of adjustments made by such companies.
Forward-Looking Statements
Statements in this press release regarding the Company's future financial and operating results, growth, priorities and business strategies, including forecasts and statements relating to future expenses (including 2018 Core G&A** outlook), investments, capital allocation and enhanced capabilities, 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 July 26, 2018. Forward-looking statements are not guarantees that the future results, plans, intentions, or expectations expressed or implied 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; changes in interest rates and fees payable by banks participating in the Company's cash sweep program, the Company's strategy and success in managing cash sweep program fees; changes in the growth and profitability of the Company's fee-based business; fluctuations in the value and levels of advisory and brokerage assets and the related impact on revenue; effects of competition in the financial services industry and the success of the Company in attracting and retaining financial advisors and institutions; whether the retail investors served by newly-recruited advisors choose to open accounts and/or move their respective assets to new accounts at the Company; the effect of current, pending and future legislation, regulation and regulatory actions, including changes in the retail retirement savings area 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; changes made to the Company’s offerings, services, and pricing, 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 synergies, expense savings, service improvements, and/or efficiencies expected to result from its initiatives and programs, including as a result of the NPH acquisition; and the other factors set forth in Part I, “Item 1A. Risk Factors” in the Company's 2017 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.




4



LPL Financial Holdings Inc.
Condensed Consolidated Statements of Income
(In thousands, except per share data)
(Unaudited)
 
Three Months Ended June 30,
 
 
 
Six Months Ended June 30,
 
 
 
2018
 
2017
 
% Change
 
2018
 
2017
 
% Change
REVENUES
 
 
 
 
 
 
 
 
 
 
 
Commission
$
488,085

 
$
420,706

 
16
%
 
$
962,896

 
$
841,870

 
14
%
Advisory
438,917

 
346,515

 
27
%
 
861,304

 
676,374

 
27
%
Asset-based
238,603

 
173,450

 
38
%
 
457,939

 
330,673

 
38
%
Transaction and fee
116,455

 
109,361

 
6
%
 
233,104

 
217,523

 
7
%
Interest income, net of interest expense
10,133

 
5,976

 
70
%
 
17,914

 
11,769

 
52
%
Other
6,611

 
9,496

 
(30
%)
 
7,204

 
22,722

 
(68
%)
Total net revenues
1,298,804

 
1,065,504

 
22
%
 
2,540,361

 
2,100,931

 
21
%
EXPENSES
 
 
 
 
 
 
 
 
 
 
 
Commission and advisory
800,619

 
663,046

 
21
%
 
1,562,316

 
1,308,109

 
19
%
Compensation and benefits
122,360

 
110,299

 
11
%
 
245,877

 
223,511

 
10
%
Promotional
43,407

 
32,006

 
36
%
 
110,834

 
68,660

 
61
%
Depreciation and amortization
22,220

 
21,190

 
5
%
 
42,921

 
41,937

 
2
%
Amortization of intangible assets
15,682

 
9,453

 
66
%
 
28,904

 
18,944

 
53
%
Occupancy and equipment
26,904

 
22,987

 
17
%
 
54,540

 
48,186

 
13
%
Professional services
15,922

 
18,757

 
(15
%)
 
38,094

 
34,294

 
11
%
Brokerage, clearing and exchange
15,433

 
13,890

 
11
%
 
31,310

 
28,076

 
12
%
Communications and data processing
11,038

 
10,645

 
4
%
 
22,212

 
21,659

 
3
%
Other
30,370

 
24,201

 
25
%
 
58,956

 
46,764

 
26
%
Total operating expenses
1,103,955

 
926,474

 
19
%
 
2,195,964

 
1,840,140

 
19
%
Non-operating interest expense
31,940

 
26,261

 
22
%
 
61,562

 
51,612

 
19
%
Loss on extinguishment of debt

 

 
n/m

 

 
21,139

 
n/m

INCOME BEFORE PROVISION FOR INCOME TAXES
162,909

 
112,769

 
44
%
 
282,835

 
188,040

 
50
%
PROVISION FOR INCOME TAXES
44,143

 
44,335

 
%
 
70,539

 
71,417

 
(1
%)
NET INCOME
$
118,766

 
$
68,434

 
74
%
 
$
212,296

 
$
116,623

 
82
%
EARNINGS PER SHARE
 
 
 
 
 
 
 
 
 
 
 
Earnings per share, basic
$
1.33

 
$
0.76

 
75
%
 
$
2.37

 
$
1.29

 
84
%
Earnings per share, diluted
$
1.30

 
$
0.74

 
76
%
 
$
2.30

 
$
1.27

 
81
%
Weighted-average shares outstanding, basic
89,128

 
90,251

 
(1
%)
 
89,560

 
90,060

 
(1
%)
Weighted-average shares outstanding, diluted
91,684

 
92,013

 
%
 
92,236

 
91,996

 
%







5




LPL Financial Holdings Inc.
Condensed Consolidated Statements of Income Trend
(In thousands, except per share data)
(Unaudited)
 
Quarterly Results
 
Q2 2018
 
Q1 2018
 
Q4 2017
REVENUES
 
 
 
 
 
Commission
$
488,085

 
$
474,811

 
$
425,943

Advisory
438,917

 
422,387

 
375,928

Asset-based
238,603

 
219,336

 
193,707

Transaction and fee
116,455

 
116,649

 
103,145

Interest income, net of interest expense
10,133

 
7,781

 
6,542

Other
6,611

 
593

 
11,177

Total net revenues
1,298,804

 
1,241,557

 
1,116,442

EXPENSES
 
 
 
 
 
Commission and advisory
800,619

 
761,697

 
697,725

Compensation and benefits
122,360

 
123,517

 
119,748

Promotional
43,407

 
67,427

 
60,066

Depreciation and amortization
22,220

 
20,701

 
20,138

Amortization of intangible assets
15,682

 
13,222

 
9,997

Occupancy and equipment
26,904

 
27,636

 
26,343

Professional services
15,922

 
22,172

 
20,675

Brokerage, clearing and exchange expense
15,433

 
15,877

 
15,480

Communications and data processing
11,038

 
11,174

 
12,416

Other
30,370

 
28,586

 
25,070

Total operating expenses
1,103,955

 
1,092,009

 
1,007,658

Non-operating interest expense
31,940

 
29,622

 
28,894

INCOME BEFORE PROVISION FOR INCOME TAXES
162,909

 
119,926

 
79,890

PROVISION FOR INCOME TAXES
44,143

 
26,396

 
15,792

NET INCOME
$
118,766

 
$
93,530

 
$
64,098

EARNINGS PER SHARE
 
 
 
 
 
Earnings per share, basic
$
1.33

 
$
1.04

 
$
0.71

Earnings per share, diluted
$
1.30

 
$
1.01

 
$
0.69

Weighted-average shares outstanding, basic
89,128

 
89,997

 
89,921

Weighted-average shares outstanding, diluted
91,684

 
92,784

 
92,386


6



LPL Financial Holdings Inc.
Condensed Consolidated Statements of Financial Condition
(Dollars in thousands, except par value)
(Unaudited)
 
 
June 30,
2018
 
December 31, 2017
ASSETS
Cash and cash equivalents
 
$
817,560

 
$
811,136

Cash segregated under federal and other regulations
 
568,903

 
763,831

Restricted cash
 
61,086

 
50,688

Receivables from:
 
 
 
 
Clients, net of allowance of $579 at June 30, 2018 and $466 at December 31, 2017
 
361,619

 
344,230

Product sponsors, broker-dealers, and clearing organizations
 
188,097

 
196,207

Advisor loans, net of allowance of $3,629 at June 30, 2018 and $3,264 at December 31, 2017
 
229,652

 
219,157

Others, net of allowance of $8,168 at June 30, 2018 and $6,115 at December 31, 2017
 
241,827

 
228,986

Securities owned:
 
 
 
 
Trading — at fair value
 
24,055

 
17,879

Held-to-maturity — at amortized cost
 
13,006

 
11,833

Securities borrowed
 
4,991

 
12,489

Fixed assets, net of accumulated depreciation and amortization of $467,140 at June 30, 2018 and $427,344 at December 31, 2017
 
431,777

 
412,684

Goodwill
 
1,476,775

 
1,427,769

Intangible assets, net of accumulated amortization of $447,971 at June 30, 2018 and $419,066 at December 31, 2017
 
497,909

 
414,093

National Planning Holdings acquisition
 

 
162,500

Other assets
 
306,120

 
285,269

Total assets
 
$
5,223,377

 
$
5,358,751

LIABILITIES AND STOCKHOLDERS’ EQUITY
LIABILITIES:
 
 
 
 
Drafts payable
 
$
154,182

 
$
185,929

Payables to clients
 
758,136

 
962,891

Payables to broker-dealers and clearing organizations
 
63,076

 
54,262

Accrued commission and advisory expenses payable
 
158,539

 
147,095

Accounts payable and accrued liabilities
 
472,341

 
461,149

Income taxes payable
 
19,463

 
469

Unearned revenue
 
91,003

 
72,222

Securities sold, but not yet purchased — at fair value
 
79

 
1,182

Long-term borrowing, net of unamortized debt issuance cost of $21,166 at June 30, 2018 and $22,812 at December 31, 2017
 
2,378,417

 
2,385,022

Leasehold financing and capital lease obligations
 
105,570

 
107,518

Deferred income taxes, net
 
15,875

 
16,004

Total liabilities
 
4,216,681

 
4,393,743

STOCKHOLDERS’ EQUITY:
 
 
 
 
Common stock, $.001 par value; 600,000,000 shares authorized; 124,460,729 shares issued at June 30, 2018 and 123,030,383 shares issued at December 31, 2017
 
124

 
123

Additional paid-in capital
 
1,610,567

 
1,556,117

Treasury stock, at cost — 36,052,704 shares at June 30, 2018 and 33,262,115 shares at December 31, 2017
 
(1,490,020
)
 
(1,309,568
)
Retained earnings
 
886,025

 
718,336

Total stockholders’ equity
 
1,006,696

 
965,008

Total liabilities and stockholders’ equity
 
$
5,223,377

 
$
5,358,751


7



LPL Financial Holdings Inc.
Management's Statements of Operations (2)
(In thousands, except per share data)
(Unaudited)
The information presented on pages 8-17 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 financial measures, and operational and performance metrics. For information on non-GAAP financial measures, please see the section titled "Non-GAAP Financial Measures" that begins on page 3 of this release.
 
Quarterly Results
 
Q2 2018
 
Q1 2018
 
% Change
 
Q2 2017
 
% Change
Gross Profit(2)
 
 
 
 
 
 
 
 
 
Sales-based commissions
$
196,530

 
$
187,233

 
5
%
 
$
181,843

 
8
%
Trailing commissions
291,555

 
287,578

 
1
%
 
238,863

 
22
%
Advisory
438,917

 
422,387

 
4
%
 
346,515

 
27
%
Commission and advisory fees
927,002

 
897,198

 
3
%
 
767,221

 
21
%
Commission and advisory expense
(800,619
)
 
(761,697
)
 
5
%
 
(663,046
)
 
21
%
Commission and advisory fees, net of payout
126,383

 
135,501

 
(7
%)
 
104,175

 
21
%
Cash sweep
121,386

 
104,084

 
17
%
 
71,848

 
69
%
Other asset-based(3)
117,217

 
115,252

 
2
%
 
101,602

 
15
%
Transaction and fee
116,455

 
116,649

 
%
 
109,361

 
6
%
Interest income and other
16,744

 
8,374

 
100
%
 
15,472

 
8
%
Total net commission and advisory fees and attachment revenue
498,185


479,860

 
4
%
 
402,458

 
24
%
Brokerage, clearing, and exchange expense
(15,433
)
 
(15,877
)
 
(3
%)
 
(13,890
)
 
11
%
Gross Profit(2)
482,752

 
463,983

 
4
%
 
388,568

 
24
%
 
 
 
 
 
 
 
 
 
 
G&A Expense
 
 
 
 
 
 
 
 
 
Core G&A(4)
192,148

 
201,039

 
(4
%)
 
176,428

 
9
%
Regulatory charges
8,321

 
6,440

 
n/m

 
5,428

 
n/m

Promotional
43,407

 
67,427

 
(36
%)
 
32,006

 
36
%
Employee share-based compensation
6,125

 
5,606

 
9
%
 
5,033

 
22
%
Total G&A
250,001

 
280,512

 
(11
%)
 
218,895

 
14
%
EBITDA(2)
232,751

 
183,471

 
27
%
 
169,673

 
37
%
Depreciation and amortization
22,220

 
20,701

 
7
%
 
21,190

 
5
%
Amortization of intangible assets
15,682

 
13,222

 
19
%
 
9,453

 
66
%
Non-operating interest expense
31,940

 
29,622

 
8
%
 
26,261

 
22
%
INCOME BEFORE PROVISION FOR INCOME TAXES
162,909

 
119,926

 
36
%
 
112,769

 
44
%
PROVISION FOR INCOME TAXES
44,143

 
26,396

 
67
%
 
44,335

 
%
NET INCOME
$
118,766

 
$
93,530

 
27
%
 
$
68,434

 
74
%
Earnings per share, diluted
$
1.30

 
$
1.01

 
29
%
 
$
0.74

 
76
%
Weighted-average shares outstanding, diluted
91,684

 
92,784

 
(1
%)
 
92,013

 
%

8



LPL Financial Holdings Inc.
Management's Statements of Operations Trend (2)
(In thousands, except per share data)
(Unaudited)
 
Quarterly Results
 
Q2 2018
 
Q1 2018
 
Q4 2017
Gross Profit(2)
 
 
 
 
 
Sales-based commissions
$
196,530

 
$
187,233

 
$
174,052

Trailing commissions
291,555

 
287,578

 
251,891

Advisory
438,917

 
422,387

 
375,928

Commission and advisory fees
927,002

 
897,198

 
801,871

Commission and advisory expense
(800,619
)
 
(761,697
)
 
(697,725
)
Commission and advisory fees, net of payout
126,383

 
135,501

 
104,146

Cash sweep
121,386

 
104,084

 
88,333

Other asset-based(3)
117,217

 
115,252

 
105,374

Transaction and fee
116,455

 
116,649

 
103,145

Interest income and other
16,744

 
8,374

 
17,719

Total net commission and advisory fees and attachment revenue
498,185

 
479,860


418,717

Brokerage, clearing, and exchange expense
(15,433
)
 
(15,877
)
 
(15,480
)
Gross Profit(2)
482,752

 
463,983

 
403,237

 
 
 
 
 
 
G&A Expense
 
 
 
 
 
Core G&A(4)
192,148

 
201,039

 
194,607

Regulatory charges
8,321

 
6,440

 
5,433

Promotional
43,407

 
67,427

 
60,066

Employee share-based compensation
6,125

 
5,606

 
4,212

Total G&A
250,001

 
280,512

 
264,318

EBITDA(2)
232,751

 
183,471

 
138,919

Depreciation and amortization
22,220

 
20,701

 
20,138

Amortization of intangible assets
15,682

 
13,222

 
9,997

Non-operating interest expense
31,940

 
29,622

 
28,894

INCOME BEFORE PROVISION FOR INCOME TAXES
162,909

 
119,926

 
79,890

PROVISION FOR INCOME TAXES
44,143

 
26,396

 
15,792

NET INCOME
$
118,766

 
$
93,530

 
$
64,098

Earnings per share, diluted
$
1.30

 
$
1.01

 
$
0.69

Weighted-average shares outstanding, diluted
91,684

 
92,784

 
92,386


9



LPL Financial Holdings Inc.
Operating Measures (2)
(Dollars in billions, except where noted) (Unaudited)
 
Q2 2018
 
Q1 2018
 
Change
 
Q2 2017
 
Change
Market Drivers
 
 
 
 
 
 
 
 
 
S&P 500 Index (end of period)
2,718

 
2,641

 
3%
 
2,423

 
12%
Fed Funds Daily Effective Rate (FFER) (average bps)
174

 
145

 
29bps
 
95

 
79bps
Assets
 
 
 
 
 
 
 
 
 
Advisory Assets(5)
$
291.5

 
$
283.5

 
3%
 
$
236.8

 
23%
Brokerage Assets(6)
367.5

 
364.1

 
1%
 
305.2

 
20%
Total Brokerage and Advisory Assets
$
659.1


$
647.5

 
2%
 
$
542.0

 
22%
Advisory % of Total Assets
44.2
%
 
43.8
%
 
40bps
 
43.7
%
 
50bps
Assets Prior to NPH
 
 
 
 
 
 
 
 
 
Advisory Assets(5)
$
277.4

 
$
269.8

 
3%
 
$
236.8

 
17%
Brokerage Assets(6)
309.4

 
308.4

 
—%
 
305.2

 
1%
Total Brokerage and Advisory Assets
$
586.8

 
$
578.1

 
2%
 
$
542.0

 
8%
Advisory % of Total Assets
47.3
%
 
46.7
%
 
60bps
 
43.7
%
 
360bps
 
 
 
 
 
 
 
 
 
 
Assets by Platform
 
 
 
 
 
 
 
 
 
Corporate Platform Advisory Assets(7)
$
173.9

 
$
167.7

 
4%
 
$
137.7

 
26%
Hybrid Platform Advisory Assets(8)
117.7

 
115.7

 
2%
 
99.1

 
19%
Brokerage Assets
367.5

 
364.1

 
1%
 
305.2

 
20%
Total Brokerage and Advisory Assets
$
659.1


$
647.5

 
2%
 
$
542.0

 
22%
Assets by Platform Prior to NPH
 
 
 
 
 
 
 
 
 
Corporate Platform Advisory Assets(7)
$
161.7

 
$
155.7

 
4%
 
$
137.7

 
17%
Hybrid Platform Advisory Assets(8)
115.7

 
114.1

 
1%
 
99.1

 
17%
Brokerage Assets
309.4

 
308.4

 
—%
 
305.2

 
1%
Total Brokerage and Advisory Assets
$
586.8

 
$
578.1

 
2%
 
$
542.0

 
8%
 
 
 
 
 
 
 
 
 
 
Centrally Managed Assets
 
 
 
 
 
 
 
 
 
Centrally Managed Assets(9)
$
37.9

 
$
35.9

 
6%
 
$
27.0

 
40%
Centrally Managed % of Total Advisory Assets
13.0
%
 
12.7
%
 
30bps
 
11.4
%
 
160bps
Centrally Managed Assets Prior to NPH
 
 
 
 
 
 
 
 
 
Centrally Managed Assets(9)
$
35.1

 
$
33.3

 
5%
 
$
27.0

 
30%
Centrally Managed % of Total Advisory Assets
12.7
%
 
12.3
%
 
40bps
 
11.4
%
 
130bps
 
 
 
 
 
 
 
 
 
 
Retirement Assets
 
 
 
 
 
 
 
 
 
Advisory Retirement Assets
$
164.4

 
$
159.2

 
3%
 
$
131.5

 
25%
Brokerage Retirement Assets
189.3

 
186.3

 
2%
 
149.9

 
26%
Total Retirement Assets(10)
$
353.7


$
345.5

 
2%
 
$
281.4

 
26%
Retirement % of Total Assets
53.7
%

53.4
%
 
30bps
 
51.9
%
 
180bps
Retirement Assets Prior to NPH
 
 
 
 
 
 
 
 
 
Advisory Retirement Assets
$
155.5

 
$
150.6

 
3%
 
$
131.5

 
18%
Brokerage Retirement Assets
156.9

 
156.2

 
—%
 
149.9

 
5%
Total Retirement Assets(10)
$
312.4

 
$
306.8

 
2%
 
$
281.4

 
11%
Retirement % of Total Assets
53.2
%
 
53.1
%
 
10bps
 
51.9
%
 
130bps

10



LPL Financial Holdings Inc.
Operating Measures (2)
(Dollars in billions, except where noted) (Unaudited)
 
Q2 2018
 
Q1 2018
 
Change
 
Q2 2017
 
Change
Net New Assets (NNA)
 
 
 
 
 
 
 
 
 
Net New Advisory Assets(11)
$
4.3

 
$
13.1

 
n/m
 
$
5.9

 
n/m
Net New Brokerage Assets(12)
(1.9
)
 
25.8

 
n/m
 
(5.5
)
 
n/m
Total Net New Assets
$
2.5


$
38.9


n/m

$
0.4


n/m
Net Brokerage to Advisory Conversions(13)
$
1.8

 
$
2.5

 
n/m
 
$
2.0

 
n/m
 
 
 
 
 
 
 
 
 
 
Net New Assets Prior to NPH
 
 
 
 
 
 
 
 
 
Net New Advisory Assets(11)
$
4.1

 
$
6.9

 
n/m
 
$
5.9

 
n/m
Net New Brokerage Assets(12)
(3.1
)
 
(4.1
)
 
n/m
 
(5.5
)
 
n/m
Total Net New Assets
$
1.0

 
$
2.9

 
n/m
 
$
0.4

 
n/m
Advisory NNA Annualized Growth(14)
6
%
 
10
%
 
n/m
 
10
%
 
n/m
Total NNA Annualized Growth(14)
1
%
 
2
%
 
n/m
 
0.3
%
 
n/m
 
 
 
 
 
 
 
 
 
 
Net New Advisory Assets
 
 
 
 
 
 
 
 
 
Corporate Platform Net New Advisory Assets(15)
$
3.8

 
$
10.4

 
n/m
 
$
3.2

 
n/m
Hybrid Platform Net New Advisory Assets(16)
0.6

 
2.7

 
n/m
 
2.7

 
n/m
Total Net New Advisory Assets
$
4.3

 
$
13.1

 
n/m
 
$
5.9

 
n/m
Centrally Managed Net New Advisory Assets(17)
$
1.7

 
$
3.3

 
n/m
 
$
1.3

 
n/m
 
 
 
 
 
 
 
 
 
 
Net New Advisory Assets Prior to NPH
 
 
 
 
 
 
 
 
 
Corporate Platform Net New Advisory Assets(15)
$
3.6

 
$
4.3

 
n/m
 
$
3.2

 
n/m
Hybrid Platform Net New Advisory Assets(16)
0.5

 
2.6

 
n/m
 
2.7

 
n/m
Total Net New Advisory Assets
$
4.1

 
$
6.9

 
n/m
 
$
5.9

 
n/m
Centrally Managed Net New Advisory Assets(17)
$
1.5

 
$
1.8

 
n/m
 
$
1.3

 
n/m
 
 
 
 
 
 
 
 
 
 
Cash Sweep Balances
 
 
 
 
 
 
 
 
 
Insured Cash Account Balances
$
21.7

 
$
22.6

 
(4%)
 
$
20.8

 
4%
Deposit Cash Account Balances
4.0

 
4.2

 
(5%)
 
3.7

 
8%
Money Market Account Cash Balances
2.9

 
2.9

 
—%
 
3.3

 
(12%)
Total Cash Sweep Balances
$
28.6

 
$
29.6

 
(3%)
 
$
27.8

 
3%
Cash Sweep % of Total Assets
4.3
%
 
4.6
%
 
(30bps)
 
5.1
%
 
(80bps)
Cash Sweep Balances Prior to NPH
 
 
 
 
 
 
 
 
 
Insured Cash Account Balances
$
20.6

 
$
21.7

 
(5%)
 
$
20.8

 
(1%)
Deposit Cash Account Balances
3.6

 
3.8

 
(5%)
 
3.7

 
(3%)
Money Market Account Cash Balances
2.3

 
2.1

 
10%
 
3.3

 
(30%)
Total Cash Sweep Balances
$
26.6

 
$
27.6

 
(4%)
 
$
27.8

 
(4%)
Cash Sweep % of Total Assets
4.5
%
 
4.8
%
 
(30bps)
 
5.1
%
 
(60bps)
 
 
 
 
 
 
 
 
 
 
Cash Sweep Average Fees
 
 
 
 
 
 
 
 
 
Insured Cash Account Average Fee - bps(18)
179

 
152

 
27
 
108

 
71
Deposit Cash Account Fee Average Fee - bps(18)
175

 
150

 
25
 
85

 
90
Money Market Account Average Fee - bps(18)
72

 
71

 
1
 
69

 
3
Total Cash Sweep Average Fee - bps(18)
168

 
144

 
24
 
100

 
68

11



LPL Financial Holdings Inc.
Monthly Metrics (2)
(Dollars in billions, except where noted)
(Unaudited)
 
 
June 2018
 
May 2018
 
May to June Change
 
April 2018
 
March 2018
Assets Served
 
 
 
 
 
 
 
 
 
 
Advisory Assets(5)
 
$
291.5

 
$
290.3

 
0.4%
 
$
284.7

 
$
283.5

Brokerage Assets(6)
 
367.5

 
369.2

 
(0.5%)
 
367.6

 
364.1

Total Brokerage and Advisory Assets
 
$
659.1

 
$
659.5

 
(0.1%)
 
$
652.3

 
$
647.5

 
 
 
 
 
 

 
 
 
 
Assets Served Prior to NPH
 
 
 
 
 
 
 
 
 
 
Advisory Assets(5)
 
$
277.4

 
$
276.4

 
0.4%
 
$
270.9

 
$
269.8

Brokerage Assets(6)
 
309.4

 
310.6

 
(0.4%)
 
309.2

 
308.4

Total Brokerage and Advisory Assets
 
$
586.8

 
$
587.0

 
—%
 
$
580.1

 
$
578.1

 
 
 
 
 
 
 
 
 
 
 
Net New Assets
 
 
 
 
 
 
 
 
 
 
Net New Advisory Assets(11)
 
$
1.3

 
$
1.9

 
n/m
 
$
1.1

 
$
1.7

Net New Brokerage Assets(12)
 
(1.2
)
 
(1.6
)
 
n/m
 
1.0

 
2.1

Total Net New Assets
 
$
0.1

 
$
0.3

 
n/m
 
$
2.1

 
$
3.8

Net Brokerage to Advisory Conversions(13)
 
$
0.5

 
$
0.6

 
n/m
 
$
0.6

 
$
0.7

 
 
 
 
 
 
 
 
 
 
 
Net New Assets Prior to NPH
 
 
 
 
 
 
 
 
 
 
Net New Advisory Assets(11)
 
$
1.2

 
$
1.9

 
n/m
 
$
1.1

 
$
1.7

Net New Brokerage Assets(12)
 
(0.9
)
 
(1.0
)
 
n/m
 
(1.2
)
 
(1.6
)
Total Net New Assets
 
$
0.3

 
$
0.8

 
n/m
 
$
(0.1
)
 
$
0.1

 
 
 
 
 
 
 
 
 
 
 
Cash Sweep Balances
 
 
 
 
 
 
 
 
 
 
Insured Cash Account Balances
 
$
21.7

 
$
21.8

 
(0.5%)
 
$
22.2

 
$
22.6

Deposit Cash Account Balances
 
4.0

 
4.0

 
—%
 
4.0

 
4.2

Money Market Account Cash Balances
 
2.9

 
2.8

 
3.6%
 
2.7

 
2.9

Total Client Cash Sweep Balances
 
$
28.6

 
$
28.6

 
—%
 
$
28.9

 
$
29.6

 
 
 
 
 
 

 
 
 
 
Cash Sweep Balances Prior to NPH
 
 
 
 
 
 
 
 
 
 
Insured Cash Account Balances
 
$
20.6

 
$
20.7

 
(0.5%)
 
$
21.2

 
$
21.7

Deposit Cash Account Balances
 
3.6

 
3.6

 
—%
 
3.6

 
3.8

Money Market Account Cash Balances
 
2.3

 
2.2

 
4.5%
 
2.1

 
2.1

Total Client Cash Sweep Balances
 
$
26.6

 
$
26.5

 
0.4%
 
$
26.9

 
$
27.6

 
 
 
 
 
 
 
 
 
 
 
Market Indices
 
 
 
 
 

 
 
 
 
S&P 500 Index (end of period)
 
2,718

 
2,705

 
0.5%
 
2,648

 
2,641

Fed Funds Effective Rate (average bps)
 
182

 
170

 
12bps
 
169

 
151


12



LPL Financial Holdings Inc.
Financial Measures (2)
(Dollars in thousands, except where noted)
(Unaudited)

 
Q2 2018
 
Q1 2018
 
% Change
 
Q2 2017
 
% Change
Commission Revenue by Product
 
 
 
 
 
 
 
 
 
Variable annuities
$
196,496

 
$
200,043

 
(2%)
 
$
167,454

 
17%
Mutual funds
161,340

 
153,745

 
5%
 
134,510

 
20%
Alternative investments
6,704

 
5,567

 
20%
 
6,719

 
—%
Fixed annuities
46,116

 
34,055

 
35%
 
39,560

 
17%
Equities
19,388

 
23,601

 
(18%)
 
18,799

 
3%
Fixed income
30,898

 
30,324

 
2%
 
26,256

 
18%
Insurance
17,344

 
18,494

 
(6%)
 
16,294

 
6%
Group annuities
9,619

 
8,894

 
8%
 
11,000

 
(13%)
Other
180

 
88

 
105%
 
114

 
58%
Total commission revenue
$
488,085

 
$
474,811

 
3%
 
$
420,706

 
16%
 
 
 
 
 

 
 
 

Commission Revenue by Sales-based and Trailing Commission
 

 
 
 

Sales-based commissions
 
 
 
 
 
 
 
 
 
Variable annuities
$
57,095

 
$
53,902

 
6%
 
$
53,032

 
8%
Mutual funds
37,533

 
37,057

 
1%
 
34,909

 
8%
Alternative investments
1,805

 
1,830

 
(1%)
 
3,645

 
(50%)
Fixed annuities
39,333

 
28,337

 
39%
 
34,931

 
13%
Equities
19,388

 
23,601

 
(18%)
 
18,799

 
3%
Fixed income
24,474

 
24,355

 
—%
 
20,501

 
19%
Insurance
15,578

 
16,865

 
(8%)
 
14,861

 
5%
Group annuities
1,144

 
1,198

 
(5%)
 
1,051

 
9%
Other
180

 
88

 
105%
 
114

 
58%
Total sales-based commissions
$
196,530

 
$
187,233

 
5%
 
$
181,843

 
8%
Trailing commissions
 
 
 
 

 
 
 

Variable annuities
$
139,401

 
$
146,141

 
(5%)
 
$
114,422

 
22%
Mutual funds
123,807

 
116,688

 
6%
 
99,601

 
24%
Alternative investments
4,899

 
3,737

 
31%
 
3,074

 
59%
Fixed annuities
6,783

 
5,718

 
19%
 
4,629

 
47%
Fixed income
6,424

 
5,969

 
8%
 
5,755

 
12%
Insurance
1,766

 
1,629

 
8%
 
1,433

 
23%
Group annuities
8,475

 
7,696

 
10%
 
9,949

 
(15%)
Total trailing commissions
$
291,555

 
$
287,578

 
1%
 
$
238,863

 
22%
Total commission revenue
$
488,085

 
$
474,811

 
3%
 
$
420,706

 
16%



13



LPL Financial Holdings Inc.
Financial Measures (2)
(Dollars in thousands, except where noted)
(Unaudited)
 
Q2 2018
 
Q1 2018
 
Change
 
Q2 2017
 
Change
Payout Rate
 
 
 
 
 
 
 
 
 
Base Payout Rate
82.98
%
 
82.60
%
 
38bps
 
82.94
%
 
4bps
Production Based Bonuses
2.81
%
 
2.05
%
 
76bps
 
2.56
%
 
25bps
GDC Sensitive Payout
85.79
%
 
84.65
%
 
114bps
 
85.50
%
 
29bps
Non-GDC Sensitive Payout
0.58
%
 
0.25
%
 
33bps
 
0.92
%
 
(34bps)
Total Payout Ratio
86.37
%
 
84.90
%
 
147bps
 
86.42
%
 
(5bps)
Production Based Bonuses Ratio (Trailing Twelve Months)
2.80
%
 
2.73
%
 
7bps
 
2.68
%
 
12bps

14



LPL Financial Holdings Inc.
Capital Management Measures (2)
(Dollars in thousands, except where noted)
(Unaudited)
 
Q2 2018
 
Q1 2018
Credit Agreement EBITDA Trailing Twelve Months(2)(19)
 
 
 
Net income
$
334,536

 
$
284,204

Non-operating interest expense
116,975

 
111,296

Provision for income taxes
124,829

 
125,021

Loss on extinguishment of debt
1,268

 
1,268

Depreciation and amortization
85,055

 
84,025

Amortization of intangible assets
48,253

 
42,024

EBITDA(2)
$
710,916

 
$
647,838

Credit Agreement Adjustments:
 
 
 
Employee share-based compensation expense
$
20,882

 
$
19,790

Advisor share-based compensation expense
10,046

 
9,358

NPH run-rate EBITDA accretion(20)
92,000

 
90,000

Realized NPH EBITDA Offset(21)
(27,500
)
 
(4,500
)
NPH onboarding costs
71,639

 
67,516

Other(22)
15,644

 
20,769

Credit Agreement EBITDA Trailing Twelve Months(2)(19)
$
893,627

 
$
850,771

 
 
 
 
Cash Available for Corporate Use(23)
 
 
 
Cash at Parent
$
360,475

 
$
429,715

Excess Cash at Broker-Dealer subsidiary per Credit Agreement
76,941

 
36,342

Other Available Cash
8,958

 
8,237

Total Cash Available for Corporate Use
$
446,374

 
$
474,294

 
 
 
 
Credit Agreement Net Leverage
 
 
 
Total Debt (does not include unamortized premium)
$
2,388,750

 
$
2,392,500

Cash Available (up to $300 million)
300,000

 
300,000

Credit Agreement Net Debt
$
2,088,750

 
$
2,092,500

Credit Agreement EBITDA Trailing Twelve Months(19)
$
893,627

 
$
850,771

Credit Agreement Net Leverage Ratio
2.34
x
 
2.46
x

15



LPL Financial Holdings Inc.
Debt Schedule (2)
(Dollars in thousands, except where noted)
(Unaudited)

Total Debt
 
Outstanding (end of period)
 
Current Applicable
Margin
 
Yield At Issuance
 
Interest Rate (end of period)
 
Maturity
Revolving Credit Facility(a)
 
$

 
LIBOR+125bps(b)
 
 
 
%
 
9/21/2022
Senior Secured Term Loan B
 
1,488,750

 
LIBOR+225bps(b)
 
 
 
4.49
%
 
9/21/2024
Senior Unsecured Notes(c)
 
500,000

 
5.75% Fixed
 
5.750
%
 
5.75
%
 
9/15/2025
Senior Unsecured Notes(c)
 
400,000

(d)
5.75% Fixed
 
5.115
%
 
5.75
%
 
9/15/2025
Total / Weighted Average
 
$
2,388,750

 
 
 
 
 
4.96
%
 
 

(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.
(c)
The Senior Unsecured Notes were issued in two separate transactions; $500 million in notes were issued in March 2017 at par; the remaining $400 million were issued in September 2017 and priced at 103% of the aggregate principal amount.
(d)
Does not include unamortized premium of approximately $10.8 million as of June 30, 2018.


16



LPL Financial Holdings Inc.
Key Business and Financial Metrics (2)
(Dollars in thousands, except where noted)
(Unaudited)
 
Q2 2018
 
Q1 2018
 
Change
 
Q2 2017
 
Change
Advisors
 
 
 
 
 
 
 
 
 
Advisors
16,049

 
16,067

 
%
 
14,256

 
13
%
Net New Advisors
(18
)
 
857

 
n/m

 
(98
)
 
n/m

Annualized commission and advisory fees per Advisor(24)
$
231

 
$
230

 
%
 
$
215

 
7
%
Average Total Assets per Advisor ($ in millions)(25)
$
41.1

 
$
40.3

 
2
%
 
$
38.0

 
8
%
Transition assistance loan amortization($ in millions)(26)
$
18.1

 
$
16.8

 
8
%
 
$
14.0

 
29
%
Total client accounts (in millions)
5.4

 
5.3

 
2
%
 
4.6

 
17
%
 
 
 
 
 
 
 
 
 
 
Employees - period end
4,005

 
3,838

 
4
%
 
3,419

 
17
%
 
 
 
 
 
 
 
 
 
 
Productivity Metrics
 
 
 
 
 
 
 
 
 
Annualized Advisory Revenue as a percentage of Corporate Advisory Assets
1.05
%
 
1.06
%
 
(1
bps)
 
1.04
%
 
1
bps
Gross Profit ROA(27)
29.4
bps
 
28.8
bps
 
0.6
bps
 
28.8
bps
 
0.6
bps
OPEX ROA(28)
17.5
bps
 
19.5
bps
 
(2.0
bps)
 
18.5
bps
 
(1.0
bps)
EBIT ROA(29)
11.9
bps
 
9.3
bps
 
2.6
bps
 
10.3
bps
 
1.6
bps
Production Retention Rate (YTD annualized)(30)
96.0
%
 
96.2
%
 
(20
bps)
 
93.4
%
 
260
bps
Recurring Gross Profit Rate (trailing twelve months) (31)
84.7
%
 
83.9
%
 
80
bps
 
81.1
%
 
360
bps
EBITDA as a percentage of Gross Profit
48.2
%
 
39.5
%
 
870
bps
 
43.7
%
 
450
bps
 
 
 
 
 
 
 
 
 
 
Productivity Metrics Prior to NPH
 
 
 
 
 
 
 
 
 
Gross Profit ROA(27)
30.1
bps
 
30.0
bps
 
0.1
bps
 
28.8
bps
 
1.3
bps
OPEX ROA(28)
17.6
bps
 
17.5
bps
 
0.1
bps
 
18.5
bps
 
(0.9
bps)
EBIT ROA(29)
12.5
bps
 
12.5
bps
 
—%

 
10.3
bps
 
2.2
bps
EBITDA as a percentage of Gross Profit
48.6
%
 
48.4
%
 
20
bps
 
43.7
%
 
490
bps
 
 
 
 
 
 
 
 
 
 
Capital Allocation per Share(32)
(in millions, except per share data)
 
 
 
 


 
 
 


Share Repurchases
$
116.8

 
$
60.8

 
92
%
 
$
36.2

 
223
%
Dividends
22.3

 
22.6

 
(1
%)
 
22.6

 
(1
%)
Total Capital Allocated
$
139.1

 
$
83.4

 
67
%
 
$
58.8

 
137
%
Weighted-average Share Count, Diluted
91.7

 
92.8

 
(1
%)
 
92.0

 
%
Total Capital Allocated per Share(32)
$
1.52

 
$
0.90

 
69
%
 
$
0.64

 
138
%

17



Endnote Disclosures
(1)
Recruited Assets represents the estimated total brokerage and advisory assets expected to transition to the Company's broker-dealer subsidiary, LPL Financial LLC ("LPL Financial"), associated with advisors who have transferred their licenses to LPL Financial during the period. The estimate is based on prior business reported by the advisors, which has not been independently and fully verified by LPL Financial. The actual transition of assets to LPL Financial generally occurs over several quarters including the initial quarter, and the actual amount received may vary from the estimate.
(2)
The information presented on pages 8-17 includes non-GAAP financial measures and operational and performance metrics. For more information on non-GAAP financial measures, please see the section titled “Non-GAAP Financial Measures” on page 3.
(3)
Other asset-based revenues consist of revenues from the Company's sponsorship programs with financial product manufacturers and recordkeeping services, but does not include 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.
(4)
Core G&A is a non-GAAP financial 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 expense for the periods presented:
 
Q2 2018
 
Q1 2018
 
Q2 2017
Operating Expense Reconciliation (in thousands)
 
 
 
 
 
Core G&A
$
192,148

 
$
201,039

 
$
176,428

Regulatory charges
8,321

 
6,440

 
5,428

Promotional
43,407

 
67,427

 
32,006

Employee share-based compensation
6,125

 
5,606

 
5,033

Total G&A
250,001

 
280,512

 
218,895

Commissions and advisory
800,619

 
761,697

 
663,046

Depreciation & amortization
22,220

 
20,701

 
21,190

Amortization of intangible assets
15,682

 
13,222

 
9,453

Brokerage, clearing and exchange
15,433

 
15,877

 
13,890

Total operating expense
$
1,103,955


$
1,092,009


$
926,474


(5)
Consists of total advisory assets under custody at LPL Financial.
(6)
Consists of brokerage assets serviced by advisors licensed with LPL Financial.
(7)
Consists of total assets on LPL Financial's corporate advisory platform serviced by investment advisor representatives of LPL Financial.
(8)
Consists of total assets on LPL Financial's independent advisory platform serviced by investment advisor representatives of separate investment advisor firms ("Hybrid RIAs"), rather than of LPL Financial.
(9)
Represents those Advisory Assets in LPL Financial’s Model Wealth Portfolios, Optimum Market Portfolios, Personal Wealth Portfolios, and Guided Wealth Portfolios platforms.
(10)
Total Retirement Assets are a component of Total Brokerage and Advisory Assets. This measure does not include additional retirement plan assets custodied with third parties, estimated to be $147 billion as of June 30, 2018.
(11)
Consists of total client deposits into advisory accounts less total client withdrawals from advisory accounts. The Company considers conversions from and to brokerage accounts as deposits and withdrawals respectively.
(12)
Consists of total client deposits into brokerage accounts less total client withdrawals from brokerage accounts. The Company considers conversions from and to advisory accounts as deposits and withdrawals respectively.
(13)
Consists of existing custodied assets that converted from brokerage to advisory, less existing custodied assets that converted from advisory to brokerage.

18



(14)
Calculated as annualized current period net new assets divided by preceding period assets in their respective categories of advisory assets or total brokerage and advisory assets.
(15)
Consists of total client deposits into advisory accounts on LPL Financial's corporate advisory platform (FN 7) less total client withdrawals from advisory accounts on its corporate advisory platform.
(16)
Consists of total client deposits into advisory accounts on LPL Financial's independent advisory platform (FN 8) less total client withdrawals from advisory accounts on its independent advisory platform.
(17)
Consists of total client deposits into Centrally Managed Assets accounts (FN 9) less total client withdrawals from Centrally Managed Assets accounts.
(18)
Calculated by dividing revenue for the period by the average balance during the period.
(19)
Under the Credit Agreement, management calculates Credit Agreement EBITDA for a trailing twelve month period at the end of each fiscal quarter.
(20)
Represents estimated potential future cost savings, operating expense reductions or other synergies included in Credit Agreement EBITDA in accordance with the Credit Agreement relating to the acquisition of NPH. Such amounts do not represent actual performance and there can be no assurance that any such cost savings, operating expense reductions or other synergies will be realized.
(21)
Represents the portion of Credit Agreement EBITDA that management estimates to be attributable to the NPH acquisition, which is added back to offset NPH run-rate EBITDA accretion, in accordance with the Credit Agreement.
(22)
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.
(23)
Consists of cash unrestricted by the Credit Agreement and other regulations available for operating, investing, and financing uses.
(24)
Calculated based on the average advisor count from the current period and prior period.
(25)
Calculated based on the end of period Total Brokerage and Advisory Assets divided by end of period Advisor count.
(26)
Represents the amortization expense attributable to forgivable loans from transition assistance paid to advisors and financial institutions.
(27)
Represents annualized Gross Profit (FN 2) for the period, divided by average month-end Total Brokerage and Advisory Assets for the period.
(28)
Represents annualized operating expenses for the period, excluding production-related expense, divided by average month-end Total Brokerage and Advisory Assets 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 Core G&A (FN 4), Regulatory, Promotional, Employee Share Based Compensation, Depreciation & Amortization, and Amortization of Intangible Assets.
(29)
EBIT ROA is calculated as Gross Profit ROA less OPEX ROA.
(30)
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.
(31)
Recurring Gross Profit Rate refers to the percentage of the Company’s gross profit, a non-GAAP financial measure, that was recurring for the period presented. Management tracks recurring gross profit, a characterization of gross profit and a statistical measure, which is defined to include the Company’s revenues from asset-based fees, advisory fees, trailing commissions, cash sweep programs, and certain other fees that are based upon client accounts and advisors, less the expenses associated with such revenues and certain other recurring expenses not specifically associated with a revenue line. Management allocates such other recurring expenses, such as non-GDC sensitive production expenses, on a pro-rata basis against specific revenue lines at its discretion.
(32)
Capital Allocation per Share equals the amount of capital allocated for share repurchases and cash dividends divided by the diluted weighted-average shares outstanding.

19



(33)
EPS prior to amortization of intangible assets is a non-GAAP financial measure. Please see a description of EPS prior to amortization of intangible assets under “Non-GAAP Financial Measures” on page 3 of this release for additional information. Below is a reconciliation of EPS, prior to amortization of intangible assets against the Company’s GAAP EPS for the periods presented:
EPS Reconciliation (in thousands, except per share data)
Q2 2018
EPS
$
1.30

Amortization of Intangible Assets
$
15,682

Tax Benefit(i)
(4,391
)
  Amortization of Intangible Assets Net of Tax Benefit
$
11,291

Diluted Share Count
91,684

EPS Impact
$
0.12

EPS Prior to Amortization of Intangible Assets
$
1.42

(i) Calculated using a 28% effective tax rate, which is the mid-point of the Company's expected effective tax rate range of 27-29% for 2018.

20