Franklin Resources (NYSE:BEN) Q3 2026 Earnings Call

0:00 Welcome to Franklin Resources Earnings Conference Call for the Quarter Ending 06/30/2026. Hello, my name is Maria and I'll be your call operator today. As a reminder, this conference is being recorded and at this time all participants are in a listen only mode. I would now like to turn the conference over to your host, Celine Oh, Head of Investor Relations for Franklin Resources. You may begin.

0:25 Good morning, and thank you for joining us today to discuss our quarterly results. Statements made on this conference call regarding Franklin Resources, Inc, which are not historical facts are forward looking statements within the meaning of the Private Securities Litigation Reform Act of 1995. These forward looking statements involve a number of known and unknown risks, uncertainties and other important factors that could cause actual results to differ materially from any future results expressed or implied by such forward looking statements. These and other risks, uncertainties and other important factors are just described in more detail in Franklin's recent filings with the Securities and Exchange Commission, including in the risk factors and the MD and A sections of Franklin's most recent Form 10 ks and 10 Q filings.

1:11 Now I'd like to turn the call over to Jenny Johnson, our Chief Executive Officer. Thank you, Celine. Welcome, everyone, and thank you for joining us today to review Franklin Templeton's third fiscal quarter results. I'm joined today by Matt Nichols, our Co President and CFO and Daniel Gamba, our Co

1:29 President and Chief Commercial Officer. We'll answer your questions momentarily, but first, I'd like to highlight key results and themes shaping our business. This was another strong quarter for Franklin Templeton that demonstrated our strategy is working. We delivered another quarter of positive long term net inflows with positive flows across every asset class and every geography. Also reached new highs in assets under management across many of our key growth businesses, including alternatives, ETFs, retail SMAs, Canvas, and our institutional pipeline. Together, these results reflect the strength of our global platform and the momentum we're building across the business.

2:14 Today, we are ahead of our five year plan, a testament to disciplined execution. We have broadened our capabilities across public and private markets, deepened client relationships, and expanded the ways clients access our investment expertise. These investments are creating multiple sources of organic growth and positioning us well for the future. At the center of our strategy is one Franklin Templeton. Increasingly, clients are turning to us not just as an asset manager, but as a trusted partner that combines investment expertise, innovation, and global scale to help them navigate complex markets and achieve their long term objectives.

3:01 We continue to simplify our go to market approach to better serve clients and capture opportunities across the business. The results we reported today reflect strong execution in the quarter, with $18,400,000,000 in long term net inflows, bringing fiscal year to date long term net inflows to $63,300,000,000 This was another consecutive quarter of positive net flows, with positive net flows across every asset class and geography. Long term inflows reached a record $122,000,000,000 and assets under management grew to a record $1,800,000,000,000 Each of our key growth areas, including alternatives and private markets, ETFs, including fundamental active ETFs, retail SMAs and Canvas, multi asset solutions and our international franchise contributed meaningfully to the quarter.

4:06 That broad based performance reflects the investments we've made over the past several years to build a more diversified business. The strength of our business today is translating into future opportunities. Our institutional pipeline of won but unfunded mandates reached a record $28,600,000,000 increasing more than $8,000,000,000 from last quarter. Institutional clients continue to seek strategic partners that can deliver integrated solutions across public and private markets rather than individual products, and that plays directly to the strengths of our platform. One of the most encouraging developments this quarter was the continued strengthening of our public markets franchise, with growth broadening across asset classes and investment capabilities.

4:58 Equity returned to positive net flows of $2,000,000,000 reflecting strong demand across U. S. Large cap value, U. S. Large cap core, international equity, infrastructure and systematic strategies. Our global fixed income platform generated $2,600,000,000 of net inflows supported by broad based demand across enhanced liquidity, municipals, multi sector, stable value, as well as highly customized institutional mandates. Excluding Western Asset, Franklin Templeton fixed income delivered its tenth consecutive quarter of positive net flows with $3,500,000,000 of net flows, while Western continued to stabilize.

5:48 We're also seeing clients think differently about credit. Whether they're viewing public and private markets separately, they're looking for integrated solutions. Franklin Templeton's fixed income, dollars $520,000,000,000 platform, together with our private credit capabilities of more than 100,000,000,000 gives us more than $620,000,000,000 in AUM across the full credit spectrum. That breadth positions us well as clients increasingly seek fewer partners that can provide solutions across public and private credit. We won a multi asset credit mandate from a public plan and are participating in various RFPs.

6:35 Multi asset has consistently been an important contributor to growth, and this quarter generated $4,700,000,000 of positive net flows, led by Canvas, Franklin Income Fund, and Franklin Templeton Investment Solutions. As mentioned earlier, these results reinforce that our public markets franchise is broadening the sources of our organic growth, with clients increasingly relying on Franklin Templeton for active strategies, outcome oriented solutions, and customized portfolios. Private markets remain one of the industry's most compelling long term growth opportunities, and we believe Franklin Templeton is uniquely positioned as a leading partner in this space.

7:21 We've built one of the industry's largest and most diversified private markets platforms spanning secondary private equity, private credit, real estate and venture capital. Alternative AUM reached a record $294,000,000,000 during the quarter, after $3,000,000,000 of realizations and distributions. We raised $11,800,000,000 across our alternatives platform during the quarter, including $10,300,000,000 in private markets, bringing fiscal year to date fundraising to $33,000,000,000 already exceeding our original full year target with one quarter remaining. Fundraising remained diversified across strategies and client channels, reflecting the breadth of our platform and continued demand from both institutional and wealth clients.

8:15 As private markets become more accessible, we're also seeing continued growth in the wealth management channel. Our evergreen platform across secondary private equity, private credit and real estate grew to $8,900,000,000 in AUM, reflecting increasing adoption by individual investors. Wealth Management accounted for approximately 20% of our private markets fundraising year to date across evergreen and drawdown vehicles, demonstrating the progress we're making in bringing institutional quality private market capabilities to a broader range of investors. We believe expanding access to private markets will be one of the industry's most significant long term growth opportunities, and Franklin Templeton's long standing advisor relationships position us well to capitalize on that trend.

9:11 More broadly, clients increasingly want choice, not only in what they invest in, but how they access investment capabilities. Because preferences vary across client segments, distribution channels, and geographies, We offer a broad range of investment vehicles

9:28 to meet those evolving needs. That strategy continues to gain momentum with record AUM across our ETF, retail SMA and Canvas businesses. Our ETF franchise reached a record $75,600,000,000 in AUM, with $7,100,000,000 of net inflows during the quarter. ETFs have become an increasingly important way clients access our investment capabilities, and we continue to expand our offering by bringing more of our highest conviction active strategies into the ETF wrapper. Active ETFs account for 61% of ETF net flows, reflecting both the strength of our investment platform and continued demand for differentiated active strategies.

10:18 Demand for personalized investing continued to grow. Our retail SMA business reached a record $187,600,000,000 AUM with $4,400,000,000 of net inflows, while Canvas, our custom portfolio solutions platform, grew to a record $30,300,000,000 in AUM with $3,700,000,000 of net inflows. During the quarter, we also launched our preferred partner program extending Canvas' tax overlay capabilities to strategic partners. With clients in over 150 countries or about 80% of the world and on the ground presence in over 30 countries, our international business continues to be an important differentiator for Franklin Pepilton.

11:07 International AUM reached approximately $525,000,000,000 with positive long term net flows in every region. Innovation also remains central to how we continue to evolve our business. We're investing in new capabilities, technologies and distribution channels that expand client access and strengthen our competitive position, and digital assets are a good example. Digital asset AUM ended the quarter at $3,200,000,000 including $2,400,000,000 in tokenized funds and approximately $600,000,000 in crypto ETFs. During the quarter, we completed our acquisition of two fifty Digital and launched Franklin Crypto, expanding capabilities across the digital asset ecosystem.

11:56 We also announced a partnership with MoonPay, and we'll collaborate with Payward, the parent of Kraken, to expand access to tokenized investment products and bring traditional financial assets on chain. These initiatives reflect our belief that blockchain will become an increasingly important part of financial markets, and Franklin Templeton tends to be at the forefront of the evolution. Strong investment performance remains fundamental to earning our clients' trust and supporting long term growth. More than half of our mutual fund and ETF AUM outperform peers over the three, five and ten year periods, while nearly half is rated four or five stars by Morningstar. Our strategy composites also delivered strong long term results with 55% or more of AUM outperforming benchmarks over the three and five year periods and 70% over ten years.

12:54 Consistent performance across market cycles continues to strengthen our ability to win and retain clients. Turning briefly to our financial results. Adjusted operating income increased to 508,900,000 up seven percent from the prior quarter and 35% from a year ago. The improvement reflects higher average AUM, disciplined expense management and the continued execution of our efficiency initiatives demonstrating the operating leverage of our diversified business model. As we look ahead, we're confident in the direction of the business. The investments we made over the past several years have created a broader, more diversified Franklin Templeton, and we believe that positions us well to continue serving clients and delivering long term growth.

13:48 We remain disciplined in managing expenses while continuing to invest strategically

13:54 in the capabilities while maintaining financial flexibility to drive long term growth and return capital to shareholders. This quarter, we returned $521,500,000 to shareholders, including $348,100,000 in share repurchases. In the spirit of One Franklin Templeton, as announced today in our earnings press release, our parent company will officially change its corporate name from Franklin Resources, Inc.

14:23 Franklin Templeton, Inc. On 08/17/2026. This change reflects the continued evolution of our firm as a unified global organization and aligns our corporate name with the Franklin Templeton brand. This is a corporate name change only and will not affect the company's corporate or capital structure, domicile, outstanding shares, CUSIP number, or the voting or other rights of its stockholders.

14:53 The company's common stock will continue to be traded on the New York Stock Exchange under the ticker symbol BEN. Aligning our legal corporate name with our global brand reinforces our commitment to one Franklin Pempleton, one organization, one brand, and one consistent experience for clients, investors, partners, and employees around the world. Finally, I'd like to thank our employees around the world. Their dedication and commitment to our clients are what make these results possible. Now I will open up the call for your questions. Operator?

15:32 Thank you. If you would like to ask a question, please press star one on your telephone keypad. The confirmation tone will indicate that your line is in the question queue. If anyone should require operator assistance during the conference, please press star zero on your telephone keypad. We request that you limit yourself to one question

15:54 Our first question is from Bill Katz with TD Cowen. Please proceed with your question. Great. Thank you very much for taking the questions, or question, I should say. Jenny, you laid out very strong growth beginning of the year for private markets and that you've already exceeded your year to date target with one quarter to go. Can you unpack where you're seeing the strength and where you might be in terms of Lexington eleven and the outlook for that as well? Thank you. Sure. Thanks for the question, Bill. So at the beginning of the year, we had a target of 25 to 30,000,000,000 as far as the raise in private markets. As you kind of pointed out, we're now at 33,000,000,000 and we expect to end the year at about 40,000,000,000.

16:42 Lexington's flagship fund by September, they're they're very much on track with their fundraising expectations. By September, they should exceed 10,000,000,000. Of of the what we've raised so far, so let me talk about this quarter. So this quarter we did 10,300,000,000. Lexington is about 40% of that. However, that 40% is in four strategies. So their flagship fund, their middle market fund, their continuation vehicle, and the perpetual all raised and contributed to that. In addition to that, the, of the 10.3, every single one of our private market managers contributed. So it's secondaries, it's real estate, it's private credit, all three of the kind of private credit managers, you know, that are under BSP contributed to that as well as venture.

17:34 And actually it's 30 different strategies that were all part of that 10.3. So what makes us really excited about it is that this isn't a one off kind of just the Lexington flagship. This is really a diverse

17:51 fundraise and we're continuing to see momentum across the board. And one area that has kind of come back a bit this year is real estate, which was really out of favor and we're starting to see some good traction there.

18:11 Our next question comes from Alex Blostein with Goldman Sachs. Please proceed with your question. Hi, good morning. Wanted to ask you guys around fixed income strategy broadly. You've made some changes kind of trying to bring the liquid and private pieces together. Given the convergence in this kind of part of the market, can you just talk through your new go to market approach? How are you thinking about the opportunity in fixed income broadly? And how much they could accelerate growth for Franklin as a whole between liquid and private side of the house?

18:44 Yeah. Thanks, thanks for that question, Alex. So I'll start, and then and then I'll have Daniel add on to it a bit. Look. We think that any fixed income manager of the future is gonna have to have visibility both on the public and private side. Like, you you don't have some way to sort of have insights into the private markets and you're a traditional fixed income manager, we think you're managing money with pretty big blinders on. So we're doing a lot. We, as you know, have already integrated Brandywine and Putnam into the Franklin Fixed Income. Great traction there. We've had ten consecutive quarters of positive flows and have been working on bringing Western in. A lot of the work on Western was around kind of the back office and integration in areas like client service, institutional client service and on the institutional sales side.

19:33 On the investment side, Mike Buchanan, the CIO of Western is now reporting into Sonnel. So the key is not to confuse the independence of an investment team

19:44 with the ability to have greater access to resources. So for example, the work we're doing in AI, it opens up a lot more data available to the analysts to be able to leverage, to be able to pick up the phone and talk to a sector analyst in another area. We have the private markets team today,

20:07 they talk, they'll work together, they'll talk about macro. But I think as we look forward, we think it's gonna be more and more important that they continue to get closer and closer. So we're $620,000,000,000 fixed income manager, about 100,000,000,000 of it is private markets. But we really wanna present the clients much more of a look of one big fixed income manager. And as you know, we hired an origination team. We think they're gonna be important. Any fixed income manager of the future is gonna have to be able to have some of their own sourcing. We think that's gonna be an important part of the future of fixed income. And then obviously the teams will be able to choose whether they wanna opt into certain deals or not.

20:58 But as we look at product development in the future, and maybe I'll ask Daniel to talk about this a little bit. It is clear that you're gonna see more and more fixed income that incorporates both public and private. And we think a much better way to manage that is under one umbrella versus just independent sleeves. Daniel, you wanna add anything to that? Of course. Alex, thanks for the question. I'll add three quick things. Number one is the reaction to the Western settlement, if you want, has been positive from clients. And the client service teams have conducted outreach to the distribution partners and institutional clients. And the main questions were stability of the investment team, no changes to the investment philosophy.

21:46 So it's been quite positive and we're excited about the reengagement process

21:52 that we're actually doing as we speak, which I think it has upside, especially on the institutional side given the strength of Western clients and relationships over the years. Two other points. One area of focus, as mentioned by Jenny, is multi asset credit, and that's been where we develop solutions by not only combining sleeves, because I think a lot of what we've seen in the market is sleeves. People want co PMs to actually work together to bring the capabilities across the spectrum of credit. And we just won a multi asset credit mandate from a public pension in The U. S, but we are also actively in several conversations on RFPs and advanced conversations across multi asset credit. So we're very excited about what's happening in multi asset credit.

22:44 Last point, new products. We just launched our target date. We repositioned one of them, which is called Retirement Advantage Plus, to include private markets between 28%, private real estate and private credit, and is having initial good looks from clients. And we're also in the process of launching an infrastructure product that also combines public and private, private market partners, but also some peer bridge and some other areas that we are also doing to combine. So this is an area that you're going to hear more from us because it's a key differentiator given that we have our capabilities inside and the investors are starting to gather insights among one another. So it's an area of future development, Alex.

23:34 All right. Thanks so much.

23:38 Our next question comes from Dan Fannon with Jefferies. Please proceed with your question. Great. Thanks. So wanted to expand on the $11,800,000,000 in fundraising. So how much of that is actually in fee paying AUM? And then also kinda like what's the average fee rate of the of the kinda assets you're raising across? I think you said 40 different strategies. So some grand you just kind of blended averages that free rate would be helpful. So so the the 30 plus strategies is a little over 30.

24:13 You know, across our private markets platform, about 80 is feed generating. So that kind of gives you the number and varies a bit. I don't have the blended number. I don't know, Matt. I don't know what we provide there on the blended number. Do you have that? The blended number is about 65 basis points, blended number. But it ranges between 40 basis points and over a 100 basis points plus performance fees.

24:52 Okay. Thank you. Our next question comes from Glenn Schorr with Evercore ISI. Please proceed with your question. Hi, thanks very much.

25:08 On Canvas, I'm interested if you look at the flows in the quarter relative to overall AUM, that's an enormous growth rate. You did have some white label wins. I'm curious if you can parse some of that out, but then more talk big picture of what kind of growth you're expecting? Are there other white label opportunities in the pipeline? And then maybe sidebar of in terms of strategies that you deploy, how much of it touched on the area that seem to draw some treasury comments during the quarter? I appreciate it. Thanks. So, since we acquired Canvas, they've gone from 2,000,000,000 to 30,000,000,000. So just a tremendous growth rate.

25:58 And we think this is just still early. If you think about what is Canvas? So many of these tax optimized platforms were developed by tax people, and so they have a a fair bit of manual

26:14 labor to them, and and that limits some of the flexibility. Canvas was developed by, quant managers, so they were very tech focused. And so there are some features in Canvas that other platforms can't do. So for example, the managed options strategy allows them to handle concentrated stock positions and help diversify the portfolios tax efficiently. They can take in kind transfers in. So those are pretty unique, features about Canvas. And, you know, the way we look at it is every time we sign up a new RIA, a new Wirehouse platform, any new platform, that just opens up and widens the funnel of what's gonna come in. Occasionally you'll have a one off that will be a switch in, but more importantly, it just opens up the funnel that people have selected that as their platform to leverage and you'll just continue to see flows.

27:12 Now, the future of Canvas and what gets us really exciting is being able to, what started out as more of a direct indexing platform is really a tax overlay on active strategies. And so we think that as our SMA business, so today we're 187,000,000,000 in SMA, we're a large SMA provider. But what really gets exciting is when you can add the capabilities of Canvas as a tax overlay on SMA platforms on the active strategies. And in fact, our preferred partners program, we've been selected by some firms who manage active strategies. They selected Canvas to be the overlay on their strategies. So that's kind of a white labeled version. And again, it's because it's just a it's a really excellent technology.

28:03 Daniel, you want to add anything to that? I would only add that this quarter we continue to onboard new partners, and that's a big driver of where we are. So we added 26 new partners, which is still increased. And total number of partners that we have now is two twenty partners, so that's a big driver of the growth. And I will also highlight the strength of the product is actually what's driving a lot of the success. We have more frequent rebalancings and also ability to receive in kind holdings. And as you see, the driving of people moving money from commission based into fee based, this is a big transition tool that some of our partners are starting to use. You saw it last quarter.

28:56 Actually, I will say in Q2. And we have a very excited about the pipeline. The pipeline is looking strong. Thanks, Daniel. Thanks, Yannick. Our next question comes from Patrick Davitt with Autonomous Research. Please proceed with your question. Hey. Good morning, everyone. A couple of guidance cleanups. Sorry if I missed it in the release, but could you give the scale of the catch up fees and management fees? And then on the expense guide, just confirming that we should add some variable expense to that based on whatever revenue growth we are assuming for 4Q? Thank you. Yeah. Morning, Patrick. First of so for the quarter that we're reporting here, the catch up fees were $14,000,000 We expect it to probably be about the same in the fourth quarter.

29:51 In terms of a guide, I'll quickly run through it. We expect the effective fee rate to be roughly the same as what it was this quarter that we're reporting today in the mid to high 30 seven's, again very similar to the quarter we're reporting today. Compensation we expect to be $850,000,000 This is at a $50,000,000 performance fee level at a 55% payout. IS and T we expect to be at $165,000,000 This includes investments in AI, data and security. Occupancy we expect to be $70,000,000 consistent with the previous quarters. G and A, we expect to be $200,000,000 The $200,000,000 includes elevated fundraising and advertising that we also talked about last quarter.

30:45 And we expect the tax rate to be between 2527% both for the fourth quarter and for the fiscal year as a whole. In terms of the full guidance for 2026, of course you can add the numbers I just went through to the three quarters that we reported already. But as outlined on page 14 of the IR deck, this assumes flat markets from now and excludes performance fees. It's inclusive of our savings that we've also presented in previous quarters. We expect expenses to be about 3% to 3.5% above full year '25.

31:30 This modest increase is driven by increased markets to date, higher sales, higher fundraising to date and strong performance. Inclusive of the performance fee guide I just mentioned, total expenses would be about 2% to 2.5% higher versus 2025. Importantly though, as it relates to the margin, taken in conjunction with revenue increase to date and revenue as expected for the rest of the year, we again have moved further ahead on our margin expansion targets. Specifically, we expect to reach very close to 30%, if not at 30% for our fiscal fourth quarter. And at least in the mid-27s, maybe a little bit better than the mid-27s for the full year 2026, along with a declining compensation ratio in 2026.

32:25 This, as you know, is ahead of plan and we expect to reach at least 30%, probably 30% plus margin later in 2027. And specifically in 2027 we would expect the full year margin to be between 2930%. In terms of the EFR for the full year we expect it to remain stable at 37.7% to 37.8 something like that in the high 37s. Our next question comes from Ben Budish with Barclays. Please proceed with your question.

33:16 Hi, good morning. I was maybe going to follow on Patrick's question there. I think you kind of answered some of the questions around what spending might look like in fiscal twenty twenty seven. So maybe on the fundraising side for the alts, which is probably the most controllable or at least where you kind of have the most visibility into your plans, maybe give us a little bit of a sense for what you expect to have in the market. I don't know if it's too early to kind of give your full year fundraising expectations, but what does the product pipeline look like? And are there any implications for the EFR? I think the forward commentary was quite helpful, but it seems like if you keep fundraising at this level, I guess depending on what happens with markets that could continue to be constructive for that as well. Any additional color there would be very helpful. Thank you. Yeah, we'll give you really at the next quarter kind of the projections for '27 as far as the alt fundraising.

34:05 But just kinda looking at the list of things that we're fundraising, I think we'll have most of the same things in the market next year that we have in the market right now. So we certainly hope to continue to keep the momentum. And I would say that this so far we're at 20% in the wealth channel. And I think we have a real advantage in alternatives in the wealth channel because alternatives sold in the wealth channel, I describe it as hand to hand combat. You not only have to get on platform, but you have to educate advisor by advisor. And our coverage gives us an advantage there. So we've always said that our goal is to be 20 to 30% of it in the wealth channel. We're at 20 now. And so we hope to continue to grow that as well.

34:54 But we will provide 27 guidance at the end of next quarter. As I said, for this coming quarter, we expect to end the year at about 40,000,000,000. Great. And same thing on expense guidance, I already mentioned a little bit where we expect margin to be because we're very focused on margin and making sure that we get the margin uplift that we presented. So for '27, I just touched on that slightly, but we'll give more details, as Jenny mentioned in the next quarter as we talk about the fourth quarter or as we present the fourth quarter and then going into 2027. In terms of the EFR as we run our analysis on our expectations, we do expect that to remain stable in the mid-37s.

35:44 Was going to just add some color on the alternatives in wealth because I think it's worthwhile this quarter. We had $3,000,000,000 fundraising in the wealth channel for the quarter across really evergreen and drawdown strategies, which fiscal year to date is 6,600,000,000 which that's the 20% that Jenny was talking about. But also the other part that is worthwhile mentioning is international. We continue to have international growth. Twenty nine percent of the sales are coming internationally from Europe, Middle East about 18% and APAC about 11%, driven by new markets signing up to our Evergreen program as well as in some cases some institutional sales in Asia, especially I will say a lot of the institutional sales coming from Asia.

36:34 And we're also starting to broaden across different structures. So we have a great diversified platform that is helping with real estate debt is starting to have some good momentum, CPREC is having good momentum beyond, of course, flex. And we're also going forward, we are driving some innovation in this space. So we announced model portfolios with CoraStone, which is also helping us to deliver SMA style model portfolios with a single ticker. And we're also looking at demand from clients on infrastructure and venture and growth. So those are also areas where we see demand going forward, is going to continue to strengthen our presence in wealth on alternatives.

37:24 Okay, great. Thanks for all the extra color. Our next question comes from Michael Cyprys, Morgan Stanley. Please proceed with your question. Hi, good morning. Thanks for taking the question. So over the last year, you've rolled out a number of AI initiatives across investments, distribution operations, including a partnership with Microsoft. So just hoping we could follow-up on that. And as you look across your efforts today, where are you seeing some of the highest return on investment? Where is adoption or the impact maybe been a little slower than you initially thought? And as you look out over the next couple of years, which workflows or functions do you think could be most likely fundamentally redesigned that could have the most meaningful impact on your business from AI? Thank you. Yeah. Thanks for the question, Michael. So, you know, I'm gonna start with the Intelligence Hub in which was the partnership we did with Microsoft because it was very early on.

38:20 And we've now, after a couple years, are actually starting to get real metrics around it. So again, this was, you know, a simple a a simple problem. How do you ensure that your salespeople are seeing the right clients and having the right conversations, being as efficient as they can? And and, you know but it's actually quite a complicated technical solution because it requires you to have agents that talk to each other, and that's why Microsoft was excited about it. So we've rolled it out. We have seen that in the territories, which it's pretty broadly rolled out now, a 25% increase in the number of clients that they're able to visit or contact and a little over 11% uplift in sales. And we would expect that to continue.

39:11 So that's a fairly mature AI project, as we think that the sales lift will continue to increase. In the investment side, our approach has been very much like, you know, let's let our teams build. We've got over a thousand agents working in on different investment teams. We have multiple partners, not only Microsoft and Amazon, but like Wand and OpenAI, Fluent Grommet. They they approach it in different things. And we've been really trying to encourage our investment people to, you know, just go out and and build agents, get comfortable with it. Over time, I think what will happen is you'll start to look at it. Because you know every time you build an agent and it runs, it costs you money. So you'll start to look at it and say, okay, how effective are these things? But today it's all about efficiencies in the research analysts models so that therefore they get more time and hopefully gain more insights.

40:11 We have a couple of our PMs and research folks who are particularly focused on AI. We've funded three strategies and I'll describe it at a very high level which is essentially to say one of the strategies uses AI for the research function. The second strategy, think of it as using AI for the portfolio construction function, and you're trying to get learnings from those. And then the third is a kinda fully on AI investment strategy. Our goal, we we we don't care whether these are ever commercial or not. Our goal is what will we learn in the process there? So we think of that as like a an r and d sandbox kind of from our investment teams. And then with respect to operations and technology, we track how much code is written by AI. So that's one measurement that can be good or bad. And then within our operations group, we have multiple different ways in which we're, whether it's RFP processing, where we're trying to create efficiencies in our marketing group. You're doing due diligence and RFPs there that you're trying to make more efficient. So we kind of put that bucket in cost savings.

41:24 We're still building those out and we have multiple every department has we have a measurement of, okay, what are the initiatives that you're doing and what are you putting as a target for cost savings or increased productivity volume increase across the company and we're tracking those? Yeah, we have I'd say we have, Michael, we have a lot of T tables. On the left side, it's how much we're spending on AI and why we're doing it. And on the right side, it's going to say what we're going to get out of it in long term, both production and So far, we're focused on production and effectiveness, but longer term we certainly expect to get meaningful efficiencies, and that including the functions. So Jenny mentioned a lot of the front office and how we're utilizing it to be more effective there, But it's also across HR, finance, tech and op itself. Risk management is another very important area internally where AI is being used very effectively already.

42:28 So we've got a number of terrific opportunities and it's costing a lot, but I think we're gonna get our money back and some in the out of months and years. The challenge with AI is you wanna get your workforce to be comfortable using it. So you have to be careful about being too constricting on their use of it. On the other hand, it can get really expensive if people just start to write agents that are gonna run. And so we're trying to balance that right now. Great. Thanks so much for all the color on that. If I could just ask a follow-up question. Just on tokenization, you've been an early mover with tokenized money funds, you're having some early success there. And you've described wallets as becoming perhaps the next distribution channel for investment products. How do you think about the economics of that channel versus traditional wealth platforms?

43:21 And does it ultimately expand the addressable market or maybe just shift where assets are held? And more broadly, if you could talk about your wallet strategy, how that might evolve over the coming years. Sure. So I mean, you know, the reality is this is just a programming language that has some real efficiencies in it. And we happen to know because when the SEC approved five years ago our tokenized money market fund, they required us to parallel process. And so we were astonished by how much more cost effective it was, and I I won't go through all that detail here. But so, you know, if in an industry where there's constantly pressure to reduce costs and products, we think that ultimately, honestly, financial services will be run on the rails of blockchain. However, it threatens a lot of business models, so that's gonna be slower to roll out.

44:09 And, you know, you can't sell a tokenized product unless somebody has a wallet. A wallet is simply a crypto, kind of receiver of the token. And and so when we look at the distribution, our our focus is sort of three areas in digital assets. One is distribution. Second is product capabilities. And the third is how how should we think about the underlying infrastructure that we built to support things like the BENJI money market fund. And so on the distribution side, honestly, we're focused much more today on the entities that already have a wallet infrastructure. So those are if you just take the top five crypto exchanges, they have a billion wallets out there. So, you know, the the partnerships that we've done with MoonPay and Payward, which is the parent to Kraken, you know, they they wanna take BENJI and integrate it because if you have a stable coin, don't earn anything. People wanna flip their money into earning yield.

45:02 And so the only way they could do that if they're in the wallet infrastructure is to have a tokenized money market fund. So we're focused on that, but they also want to offer their clients traditional investment products. So we now have tokenized money market fund sorry, tokenized ETFs, our traditional ETFs. So we look at it as just another distribution channel. But we're also having conversations with a lot of the traditional distributors whose clients are saying, yeah, I wanna be able to hold some of my crypto assets in with my traditional products. And so they're looking at building the wallet infrastructure. But nothing that you build in the tokenization world can be sold unless you have a wallet infrastructure, and the traditional players just don't have a lot of that today. With respect to product capabilities, I mentioned the tokenized ETF, but like we closed on two fifty Digital, which is really think of it as like a venture firm for digital assets. And we have now had conversations with a lot of institutions that want to invest, want exposure to that space, weren't comfortable with a small shop. And now that they're with Franklin Templeton, they're now talking to us about much more meaningful investments there.

46:17 And then this underlying infrastructure that we built, both the wallet as well as the shareholder record keeping system, we're trying to think through that. Is that something that we should commercialize or how should we think through it? So those are the types of things we're thinking about today in the digital asset space. Great. Thanks for all the color. Our next question comes from Alex Blostein with Goldman Sachs. A couple of things I was hoping to just clean up. One, Matt, on the margins, when you talk about 2027, I believe your standard methodology, you don't assume market returns. So when you talk about 29% to 30% for 2027, exiting kind of north of 30 I just wanna assume that I just wanna make sure that it assumes flat markets from here.

47:11 And then yep. Okay. It's great. And then the second, I don't think anybody asked about the capital return and the buyback, but pretty clearly a meaningful step up in share repurchases this quarter. Maybe it's worthwhile just kind of flushing out how you're thinking about buybacks from here and the capital management approach. Yes, thanks Alex for the question. So I'll make a couple of comments and maybe Jenny may want to add in some things on some of the strategic work. But look, number one, capital management as a whole, we're very focused on organic growth. As you know, as you grow the private markets business in particular, but it's the same with the public markets, which is on a lesser scale. But in the private markets, you need to use your balance sheet to co invest alongside your strategy. So number one, we have $3,000,000,000 now of our own balance sheet invested in funds, about $1,750,000,000 of that is private markets, 1,250,000,000 is public markets and we see that growing into 2027.

48:11 Number two, we're always focused on making sure that we're in a position where we can continue to increase our dividend. That's always a high priority and we're going to continue to do that. Three is we'll always repurchase our employee grants, make sure that our share count remains at least even. And then four, as you alluded opportunistic share repurchases, in previous calls in particular over the last couple of years, whether it's been being strategically active or working through the Western matter that's now behind us in negotiating a resolution. Those things take quite a long time and they can black you out of the market away from usual blackout periods. So now we have a lot more clear air, let's call it, intra quarter where we're not naturally blacked out around earnings.

48:58 We're So able to be more opportunistic in repurchasing our shares. And that includes the past quarter is a very good example where we repurchased $350,000,000 of shares. Now this did include an opportunistic or episodic repurchase from Great West Life. When Great West Life and Franklin announced the transaction where we acquired Putnam Investments and entered into a strategic dialogue relationship with them, They announced a 4.9% long term lockup strategic investment in Franklin in exchange for the Putnam acquisition. And they made very clear to their investors their intention to sell the amount above the 4.9% and that's what we did in the quarter.

49:44 They sold just over 1% of our outstanding shares and we repurchased that from them. So that's one of the examples of why we were so high this particular quarter. Fifthly is acquisitions. We talked a lot about this. Frankly, it's a high bar because notwithstanding our improved share price, we still believe there's lot of opportunity buying back our shares. But it's strategically very active in the sector. We will only pursue areas where we are convinced that we can't grow fast enough organically ourselves and there are areas where we need to be relevant and to be relevant if involves acquiring something to accelerate our growth in that area. We look very closely at it. We've already announced we're very interested in globalizing real estate. We're interested in areas involving distribution and partnerships and all those sorts of things either involve acquisitions or investments in different companies that offer distribution opportunities for us. And then lastly is debt service.

50:51 We haven't we spent quite a bit of time over the last two years in particular delevering our balance sheet. We've got some outstanding on our revolver. We're thinking about accessing the long term debt markets. We may do that in the next, in the short term, let's say here and refinance the revolver and then reload some cash on the balance sheet that we paid down. So we can accelerate various things in strategic plan. So that's really the overview on capital management. I don't know whether Jenny you want to add anything to that. Nope. I think you did a job. Thanks.

51:36 Thanks, Alex. Alright. Thanks, Matt. Our next question comes from Bill Katz with TD Cohen. Please proceed with your question. Okay, great. Thank you. I was very keen on that margin update as well. But the broader question on that is you do seem to be running ahead of your five year plan and, two things. One is you mentioned, possibly doing an Investor Day. Was wondering if you give us an update on potential timing of that. And then as you think structurally around the margin, what do you think is the endpoint opportunity for the industry? Because when I look at it, you're scaling, you're growing rapidly, you're leveraging AI and you're mixing your business to more scalable lucrative businesses. Is 30% plus the endpoint or is that just a stop along the route? Thank you.

52:25 I would say 30% is a stop along the route. The question is how quickly can you get there? And I you know, and this is always a business where there is pressure for, you know, what do you pay in distribution fees and others. So those are the realities of the business. But, you know, I think our view is that we should be able to expand the margin over time above the 30%. And I you know, honestly, Bill, I don't think any of us fully know what the AI impact is in. You know, anytime there's new technology, the first thing everybody does is they make more efficient what you do today.

53:10 And it's only when you get it in the hands of your teams over a period of a couple of years do people start to see sort of the new opportunities. And so I don't know that any of us fully know the end state of what that looks like, but we are very optimistic where we're seeing it and using it and excited about its ability to be able to expand the margin. Matt, I'm sure you want to add some things. The only thing I'll add is it's always a good opportunity to remind everybody just how much we've invested in our business. We often say that investment management, it's a capital light business in terms of regulatory capital, but it's no longer really a capital light business in terms of what you need to invest to be a winner and relevant in the most important things for our clients.

53:58 So I would say that where we've invested heavily in the last several years around ETFs, canvas, alternative assets, the wealth channel, these are quite significant numbers and we're just getting to the point where we're realizing the potential of those things and getting margin uplift from those things. I think as Jenny mentioned, 30% to 35% I think is the industry zone. But importantly, that includes where we've invested in the business and there is some upside in that based on scaling what we've invested in. And the scaling is really important. And as you know, some of those things have lower effective fee rates, but once they scale, they have really positive impact to the operating margin of the corporate. So we've been very focused on that. In terms of the Investor Day, yeah, I think we feel like we're getting ready for an Investor Day.

54:54 It'll likely be sometime either this later this calendar year or early next calendar year as we get ourselves organized around it. But I think we have enough key areas to talk about in terms of our progress as a company. There's been a lot of transformational work that's happened, but now we have the outputs from those things and proof points and things like that that we'd like to demonstrate more holistically. So yeah, I think we're planning to do one. We don't know exactly when it's going to be later this year, calendar wise, or early next year. Thank you for taking the extra questions. Thanks, Bill. Our next question comes from Patrick Davitt with Autonomous Research. Please proceed with your question. Hey, thanks for the follow-up.

55:40 Jenny, you mentioned the distribution expense pressure, and there's news this month that Merrill Lynch is planning to make some fairly dramatic increases in revenue sharing platform fees. And it seems to be across a lot of product wrappers that came after the Schwab news earlier this year on ETFs. So just wanted to get your updated thoughts on the risk that that is becoming a bigger trend and that you could see incremental net revenue or expense headwinds from that shift. Yeah. I mean, look, rev share type programs have been around for a very, very long time. It is the nature of the business. What has changed a bit is the vehicles and what has changed is that honestly the influence of the end advisor, you even have large RIAs starting to talk about wanting to have some sort of share. And so I think it's a natural evolution of the business and where a firm can influence distribution, there's usually conversations kind of around it where they can't, you'll push back. And so I don't really look at it as obviously if you're these platforms and there's more growth in SMAs and ETFs, there's gonna look for some amount of platform fee.

57:03 But the realities of the products is that can't possibly be as high as it had been in some of the traditional just because the the distribution fees have have adjusted. So look, I we just kinda look at it as business as usual, honestly. Thank you. This concludes today's q and a session. I would now like to hand the call back over to Jenny Johnson, Franklin's CEO, for final comments. Well, thank you everybody for participating in today's call. We remain deeply grateful to our employees around the world for their ongoing dedication and commitment to serving our clients. And we look forward to speaking with all of you again next quarter. Thanks everybody. Thank you. This concludes today's conference call. You may now disconnect.