LPL Financial Holdings Inc. earnings

Management highlights

- Strong start to the year with solid organic asset growth and progress in recruiting pipelines. - Advanced operational work for onboarding Commonwealth Financial Network and made progress on operating leverage. - Q1 results: total assets $2.3 trillion, organic net new assets $21 billion (4% annualized growth), record adjusted EPS $5.60. - Strategic plan focuses on client centricity, empowering employees, and delivering improved operating leverage. - Recruited assets improved to $17 billion in Q1, pipeline at record levels. - Asset retention 98% for Q1 and 97% over last 12 months. - Commonwealth integration progressing well, tracking towards 90% retention target. - Expanded inventory of alternative investment products and enhanced personalized investment solutions for high net worth individuals. - Key priorities for 2026 include driving organic growth, improving operating leverage, providing market-leading advisor experience, and advancing M&A initiatives.

Guidance

- Expect payout rate to increase approximately 50 basis points in Q2. - Expect ICA yield to be roughly flat in Q2. - Expect service and fee revenue to increase by approximately $5 million in Q2 as direct mutual fund fees go into effect. - Expect transaction revenue to decline by roughly $5 million in Q2. - 2026 core G&A anticipated to be in a range of $2,155,000,000 to $2,190,000,000. - Q2 core G&A expected to be in a range of $540,000,000 to $560,000,000. - Expect TA loan amortization to increase by roughly 10 million in Q2. - Expect promotional expense to increase 5 million in Q2. - Expect share-based compensation expense to increase a few million in Q2. - Resumed buybacks earlier this month with roughly $125 million planned for Q2.

Segment performance

Total client assets were $2.3 trillion, down slightly from Q4 as continued organic growth was more than offset by lower equity markets. Total organic net new assets were $21 billion, and approximately 4% annualized growth rate. Adjusted pre-tax margin was approximately 38% and record adjusted EPS of $5.60. Gross profit was $1,593,000,000, up $51,000,000 sequentially. Commission advisory fees net of payout were $487 million, up $33 million from Q4. Payout rate was 87.2%, down 80 basis points from Q4. Client cash revenue was $460 million, up $4 million. Service and fee revenue was $211 million in Q1, up $30 million from Q4. Transaction revenue was $81 million, up $6 million from Q4. Other revenue was $4 million in Q1, expected to be roughly $6 million per quarter. Run rate EBITDA of approximately $410 million once fully integrated with Commonwealth. Core G&A was $532 million in Q1, lowering the upper end of 2026 core G&A outlook range by $20 million.

Risks & headwinds

- Macroeco-nomic and geopolitical uncertainties. - Speculative narrative around the role of artificial intelligence in wealth management. - Market-driven decline in assets impacting financial projections. - Potential changes in advisor behavior related to cash management and AI adoption. - Risks associated with the integration of Commonwealth Financial Network.

Analyst Q&A

• Q: There's been much focus on structural headwinds to cash growth with AI, and about pricing flexibility if cash balances decline and pivot to fee-based model.

  A: Don't see imminent risk to advisor-led cash sorting from AI, doing work to assess reducing reliance on cash sweep economics, ensuring fair value exchange with advisors.

• Q: Appetite for incremental M&A vs share repurchase outlook.

  A: Near term focus on integrating Commonwealth, capital allocation for organic growth and stock buybacks; longer term M&A considers growing markets, liquidity and succession solutions, and capability transactions.

• Q: AUM retention rebounded but advisor count declined.

  A: Near-term dynamic with Commonwealth, headcount tied to recruiting efforts and year-end license renewal noise.

• Q: Implications of AI on advisor productivity, demand for advice, and consolidation.

  A: AI seen as tool to help advisors, not replacement, in areas like serving advisor, processing transactions, and foundational improvements; supports advisor value delivery and scale firm advantage.

• Q: NNA and recruiting, pace of improvement.

  A: Advisor movement returning to norms, focusing recruiting on external opportunities, confident in mid to high single-digit growth over time.

• Q: Commonwealth EBITDA run rate lowered.

  A: Reduction due to market-driven dynamics, expected positive inflection if market recovers.

• Q: AI and cash monetization, why no more risk of advisor sorting.

  A: Behavior already adjusted, cash allocations at historical lows, advisors have options for managing yield; work on reducing reliance on cash economics focuses on ensuring changes work for clients.

• Q: Run rate EBITDA for IMA Wealth and synergies.

  A: Synergies from revenue and expense sides, no change in expected synergies.

• Q: AI and traditional advisor model risk.

  A: Ties between advisor and client are trust-based, AI enhances advisor's ability to serve clients with personalization, sees opportunity not risk.

• Q: Payout ratio driver.

  A: Primary driver is Commonwealth, with advisors having larger AUM and different payout structure; secondary driver related to advisory fees and tiered pricing.

• Q: Efficiency gains and AI.

  A: AI is a big driver of efficiency, with examples in annuities, service, and operations to lower cost and improve advisor experience.