TD Touts Record Card Sign-Ups, Deposit Gains, NIM Upside Ahead

Toronto Dominion Bank (NYSE:TD) is seeing momentum across its Canadian Personal Banking franchise, with Group Head Sona Mehta highlighting record credit card acquisitions, strong deposit growth, and continued gains in real estate secured lending (RESL) during a fireside chat.

Mehta said TD’s current Canadian reporting structure reflects changes made in late 2022, when the bank moved from a single “Canadian retail” segment to reporting Canadian personal and commercial banking together as “Canadian P&C,” while maintaining wealth management and insurance as a separate segment. She described the combined reporting as a way to keep external disclosures “simple and clean,” noting that key assets such as the branch network and technology infrastructure are shared across the personal and commercial businesses and would be “artificial” to split.

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At the same time, she said TD has tried to provide more detail on performance inside the combined segment. Mehta said she and her commercial banking counterpart, Barbara Hooper, each set discrete Investor Day targets—citing measures including pre-tax pre-provision profit (PTPP), return on equity (ROE), and efficiency ratio—and TD now reports progress against those metrics quarterly.

Discussing margins, Mehta said TD has been performing in line with guidance. She noted that Canadian Personal Banking net interest margin (NIM) increased one basis point sequentially in the most recent quarter and characterized overall NIM as relatively stable “over the last little while.”

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She attributed the current stability to offsetting factors, including:

• Deposit mix tailwinds: Mehta said TD has seen a “preferential mix on deposits,” which she described as favorable to margins.

• RESL pricing improvement: She said pricing is improving as older cohorts roll off and are replaced with “better returning cohorts.”

• Balance sheet mix offsets: She said balance sheet mix has been an offsetting factor, netting out to stability.

Looking ahead, Mehta said TD has driven several quarters of sequential RESL origination margin expansion, which she expects to “start to accumulate” as volume builds and lower-margin cohorts roll off. She said she is optimistic about “the back half of this year” for potential NIM expansion, while emphasizing that the outlook depends on competitive dynamics and other variables. She also discussed the trade-off between higher rates and growth, saying rising-rate environments have generally been accretive to TD’s net interest income sensitivity disclosure, but could pressure customer appetite and reduce growth.

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Mehta said TD is transforming its real estate secured lending business “end-to-end,” anchored around “speed and specialization.” On home equity lines of credit, she described renewed emphasis on TD’s FlexLine product, positioning the approach as driven by more specialized advice conversations—particularly by placing specialists in front of customers, including referrals from branches to mobile mortgage specialists for more complex deals.

She said FlexLine’s value proposition centers on customer flexibility, including access to a floating portion as principal is paid down, which can support needs such as renovations or other spending. Mehta added that customers with FlexLine retain with TD at a higher rate than traditional mortgage customers, calling it a “win” for both clients and the bank.

On variable-rate mortgages and the trigger-rate/negative amortization concerns that surfaced during the rate hiking cycle, Mehta said TD has kept its product construct “fairly consistent” over time and emphasized the importance of cash flow stability for customers. She said TD’s structure generally keeps payments fixed over the term, while offering options such as increasing payments or making lump-sum payments. She also said the renewal process serves as a “real reset” for amortization and payment amounts, including resetting any temporary negative amortization.

Mehta said TD has been “very pleased” with customer performance through renewal cycles and stressed proactive outreach, including monitoring credit quality by segment and down to the customer level. She said TD contacts customers early if it sees signs of distress and offers “constructive options” such as adjustments to amortization or payment amounts.

Asked about regional differences, Mehta said about half of TD’s RESL exposure is in Ontario. She said Ontario credit performance in TD’s book is “slightly higher than the rest of the country,” adding that the province has an “inbuilt better starting point” and resilience. She acknowledged that unemployment can translate into elevated losses but said TD is comfortable with the book’s credit quality and that performance remains in line with expectations.

More broadly, Mehta described TD as a “through-the-cycle lender” with a consistent risk posture. She highlighted TD’s “TD Helps” group as a resource for customers under financial stress, noting that customers may be referred through branches or contact centers, or TD may proactively reach out based on portfolio signals. She cited potential solutions including temporary payment relief or changes to payment amounts and amortization.

Mehta said TD sees “considerable upside opportunity” in credit cards and pointed to Investor Day relationship depth aspirations, saying progress is tracking ahead of TD’s goals and relationship depth is at record levels. She said the bank had its “highest ever acquisitions” in a single quarter across the portfolio, driven by a mix of pre-approved offers to existing day-to-day banking customers and improved point-of-sale onboarding for newly acquired customers.

Discussing the MBNA portfolio, Mehta said TD’s goal is to offer a full product shelf to match different customer needs, while noting that the MBNA book has diversified over time and includes products such as an Amazon card with more of a spend profile. She did not provide a specific size for the MBNA portfolio but said it continues to grow in line with TD’s overall card book.

On deposits, Mehta said TD is seeing a favorable shift from term deposits to non-term deposits as rates moderate. She framed TD’s deposit performance as driven by customer acquisition and engagement, noting that more than 80% of new-to-bank customers open a checking or savings account, often both. Mehta said TD benefits from primacy—stating that more Canadians view TD as their primary bank than any other—and that primary customers tend to hold more deposits and stay longer. She added that 69% of TD’s deposits are non-term and described that as more stable than what she characterized as an industry mix in the “mid-fifties.”

Mehta closed by pointing to what she called an unprecedented combination of share gains: in the most recent quarter, she said TD led the industry in personal deposit growth, credit card growth, and RESL growth, noting the team had not seen that outcome over the past eight years of internal tracking.

Toronto-Dominion Bank (TD) is a Canadian multinational banking and financial services company headquartered in Toronto, Ontario. Formed through the 1955 merger of the Bank of Toronto (founded 1855) and the Dominion Bank (founded 1869), TD is one of Canada’s largest banks and offers a broad range of financial products and services to individual, small business, commercial and institutional clients.

TD’s core businesses include Canadian and U.S. personal and commercial banking, wealth management, wholesale banking and insurance.

The article “Toronto-Dominion Bank Conference: TD Touts Record Card Sign-Ups, Deposit Gains, NIM Upside Ahead” was originally published by MarketBeat.