Financial Data and Key Metrics Changes - Total revenues for Q3 2025 were $800 million, meeting the midpoint of guidance, with an 11% year-over-year increase due to higher deliveries [7][10] - Adjusted gross margin was 17.3%, slightly below guidance, while SG&A ratio improved to 11.3%, better than expected [7][12] - Adjusted EBITDA reached $77 million, exceeding the high end of guidance, and adjusted pretax income was $40 million, at the top of the guidance range [7][8] Business Line Data and Key Metrics Changes - The company experienced a year-over-year decline in adjusted gross margin primarily due to increased incentives for affordability, which were 11.6% of the average sales price, up 390 basis points from the previous year [11][22] - Contracts for the third quarter increased by 1% year-over-year, with variability in monthly sales [12][13] - The average contracts per community were 9.8, higher than the quarterly average since 2008, but still below pre-2020 levels [13][14] Market Data and Key Metrics Changes - The company noted that economic uncertainty and high mortgage rates have led to consumers delaying home purchases, impacting overall sales [21][22] - Despite challenges, the company raised net prices in 21% of its communities, particularly in better-performing markets like Delaware and New Jersey [21][22] Company Strategy and Development Direction - The company is focusing on a land-light strategy, increasing the percentage of lots controlled via option to 86%, the highest ever [31] - The strategy includes burning through lower-margin lots to clear the way for new acquisitions that meet historical return metrics [47] - The company aims to grow its community count sequentially and is actively engaging with land sellers to negotiate new land parcels [24][26] Management's Comments on Operating Environment and Future Outlook - Management expressed satisfaction in meeting or exceeding guidance despite a challenging operating environment, emphasizing a focus on pace over price [9][47] - The company anticipates continued use of mortgage rate buy downs to enhance affordability for homebuyers [22][38] - Future guidance for Q4 2025 includes total revenues between $750 million and $850 million, with adjusted gross margin expected to be lower due to increased costs [39][40] Other Important Information - The company ended Q3 2025 with $278 million in liquidity, well above targeted levels, and has made significant progress in reducing debt [33][34] - Interest expense as a percentage of total revenues increased to 4.2% year-over-year, primarily due to land banking arrangements [35] Q&A Session Summary Question: Improvement in order activity in July - Management indicated that the improvement was largely driven by macroeconomic factors rather than specific company actions, with increased incentives playing a minor role [50][51] Question: August activity month to date - Management noted that activity has remained choppy following the July improvement [52][53] Question: Gross margin guidance and asset management - Management explained that the headwinds from underperforming assets are influenced by geography and market conditions, with a focus on burning through lower-margin lots [55][56] Question: Debt restructuring opportunities - Management is exploring refinancing secured debt into unsecured debt as market conditions improve [61][62] Question: Price increases in communities - Management noted that entry-level markets are tougher, but there has been success in active adult and move-up buyer segments [67][68]

Financial Data and Key Metrics Changes - Total revenues for the second quarter were $686 million, closer to the low end of guidance, primarily due to a mix of deliveries with higher-priced home deliveries slipping into future quarters [7] - Adjusted gross margin was 17.3%, just below the low end of guidance, impacted by increased incentives which rose to 10.5% [7][8] - Adjusted EBITDA was $61 million, slightly above the high end of guidance, while adjusted pretax income was $29 million, near the high end of guidance [10] - Year-over-year total revenues declined despite flat deliveries, primarily due to lower average sales prices [11] Business Line Data and Key Metrics Changes - Contracts for the second quarter, including domestic unconsolidated joint ventures, decreased by 7% year-over-year, with significant monthly sales volatility observed [13] - The company reported 11.2 contracts per community, which is higher than the quarterly average since 2008, despite a year-over-year decline in contracts per community [14][15] - The percentage of home buyers utilizing mortgage rate buy downs was 75%, indicating continued reliance on these incentives to combat affordability [17] Market Data and Key Metrics Changes - The company experienced a 12% increase in the total number of open for sale communities year-over-year, ending the quarter with 148 communities [29] - Controlled lots increased by 15% year-over-year, equating to a 7.7-year supply of controlled lots [30] - The company noted that 60.3% of communities with price increases were in better-performing markets such as Delaware, Maryland, and Virginia [22] Company Strategy and Development Direction - The company is focusing on pace over price, resulting in an above-average number of contracts per community compared to peers, despite a challenging sales environment [16] - A strategic decision was made to burn through less profitable land parcels at lower gross margins to clear the way for recent land acquisitions that meet target return metrics [26] - The company is actively engaging with land sellers to find mutually beneficial solutions in a slow market [26] Management's Comments on Operating Environment and Future Outlook - Management expressed satisfaction with the quarter's performance given the difficult environment, while remaining vigilant about economic uncertainties [49] - The company expects to return to more favorable performance metrics as it replaces certain land positions with newer acquisitions that meet return targets [26] - Guidance for the next quarter assumes no adverse changes in current market conditions, with total revenues expected between $750 million and $850 million [42] Other Important Information - The company ended the quarter with $2 billion in liquidity, within its targeted range, and has made significant progress in reducing debt and improving its balance sheet [38][40] - The company signed a memorandum of understanding with the Ministry of Housing in Saudi Arabia to expand activities and partnerships in the region [27] Q&A Session Summary Question: Have you seen lower land prices on recent acquisitions? - Management indicated that land sellers are slow to adjust prices, but they are finding opportunities to replenish land supply at better returns [56] Question: What markets are yielding better results with land sellers? - Management mentioned markets such as Delaware, Virginia, Southeast Coastal Charleston, New Jersey, and Maryland as currently yielding better results [57] Question: What is the current incentive structure? - The company utilizes a mix of mortgage rate buy downs, price reductions, and other incentives depending on the delivery timeline of homes [63] Question: Is the focus still on spec building? - Management confirmed that the strategy remains focused on quick move-in homes, which allows for affordable mortgage rate buy downs [64] Question: How long will it take to clear older vintage land? - Management noted that the timeline varies by geography, with some areas already cleared out while others may take two to three years [70] Question: What are the expectations for construction costs in the back half of the year? - Management expressed optimism about maintaining or slightly reducing construction costs, barring any significant increases in lumber prices [77]

Financial Data and Key Metrics Changes - New contracts decreased by 10% compared to last year, with a sequential decline of 20% in January, 10% in February, and 2% in March [12] - Revenues decreased by 7% to $976 million, while pre-tax income decreased by 19% to $146 million, resulting in a pre-tax income margin of 15% [8][16] - Gross margins were reported at 25.9%, down 120 basis points year-over-year but up 130 basis points from the previous quarter [14] - Earnings per diluted share decreased to $3.98 from $4.78 last year [16] Business Line Data and Key Metrics Changes - The mortgage and title operations achieved pre-tax income of $16.1 million, an increase of 31% from the previous year, with revenue rising 17% to a record $31.5 million [17] - 54% of buyers utilized rate buy downs, up from just under 50% in the previous quarter [8] - Average loan amounts increased to $406,000, while loans originated decreased by 2% to $15.3 million [18] Market Data and Key Metrics Changes - New contracts in the Northern Region decreased by 8%, while the Southern Region saw an 11% decrease [9] - Deliveries in the Southern Region decreased by 13%, while Northern Region deliveries decreased by 2% [9] - The company ended the quarter with 226 communities, an increase from 219 a year ago, and plans to grow community count by an average of 5% in 2025 [12][10] Company Strategy and Development Direction - The company plans to continue offering rate buy down incentives to stimulate demand, despite expected pressure on gross margins throughout the year [11] - The management remains optimistic about long-term growth in the homebuilding industry due to an undersupply of homes and increasing household formations [11] - The company is focused on maintaining a strong balance sheet, with zero borrowings under its credit facility and a debt to capital ratio of 19% [10] Management's Comments on Operating Environment and Future Outlook - The management noted that the spring selling season has been "just okay," with a grading of B- to C+ due to ongoing economic uncertainties [5] - Despite challenges, the company believes it is well-positioned for a solid year in 2025, with expectations of continued demand in its markets [11] - The management highlighted the importance of mortgage rate buy downs as an effective tool to drive traffic and sales in the current environment [53] Other Important Information - The company has a strong land position, owning approximately 25,000 lots and controlling an additional 26,000 lots via option contracts, equating to about a five-year supply [10] - The company repurchased $50 million of its stock during the quarter, with $200 million remaining under its current Board authorization [21] Q&A Session Summary Question: Insights on buyer demand shifts geographically and by price point - Management noted no significant changes in demand by price point, with 54% of sales from the Smart Series product line catering to first-time buyers [25] - Geographically, Tampa struggled more than other Florida markets but has shown signs of recovery recently, while markets like Indianapolis and Chicago performed strongly [28][29] Question: Spec strategy and margin differentials - The company has increased its spec sales to 50-65% of total sales, with spec margins generally lower by 150 to 200 basis points compared to built-to-order homes [36][37] Question: Order pace and units under construction - Management is cautious about increasing units under construction, balancing good margins with market pace [49] Question: Impact of lot cost inflation and supply chain - Currently, there has been no significant impact from lot cost inflation or tariffs, with costs remaining stable or slightly lower [65][66] Question: Stock repurchase strategy - The company maintains a consistent repurchase strategy and is open to adjusting the pace based on market conditions [76][78] Question: Gross margin backlog and pricing power - The gross margin backlog is expected to remain flat, with limited pricing power observed in less than 10% of communities [84][100]