Financial Data and Key Metrics Changes - Total revenues for fiscal 2025 exceeded $6.2 billion, with net income of nearly $430 million, resulting in a 10% increase in book value per share [5][6][24] - In Q4 2025, total revenues were just under $1.7 billion, with adjusted diluted earnings per share of $1.92 [7][21] - Housing revenues decreased by 15% in Q4 2025 compared to the previous year, with an average selling price decline of 7% to $466,000 [21][22] Business Line Data and Key Metrics Changes - The company delivered 3,619 homes in Q4 2025, exceeding guidance due to reduced average build times [21] - Housing gross profit margin was reported at 17%, with an adjusted margin of 17.8% after excluding inventory-related charges [22] - The company repurchased 13% of its outstanding shares in 2025, enhancing earnings and book value per share [7][30] Market Data and Key Metrics Changes - The cancellation rate remained stable at 18%, supporting net orders at an average absorption pace of three per month per community [10] - The company experienced a shift towards built-to-order (BTO) homes, with expectations to increase the BTO mix from 57% in Q4 2025 to historical levels of 70% or higher [12][57] Company Strategy and Development Direction - The company aims to enhance its built-to-order sales strategy, which is expected to yield higher margins as the year progresses [20][25] - Plans to open between 35 and 40 new communities in Q1 2026, anticipating a peak community count during the spring selling season [12][29] - The company is focused on maintaining a disciplined approach to pricing, avoiding aggressive sales tactics during slower periods [8][10] Management's Comments on Operating Environment and Future Outlook - Management expressed optimism about the housing market, citing favorable demographics and structural undersupply as key demand drivers [7][8] - The company acknowledged challenges such as low consumer confidence and elevated mortgage rates, which are constraining the pool of actionable buyers [8][10] - Management expects to provide more visibility on operating and gross margins as the spring selling season approaches [9][24] Other Important Information - The company invested $665 million in land acquisition and development in Q4 2025, with a focus on developing owned land [18][29] - The company maintained a strong balance sheet with total liquidity of $1.43 billion at year-end 2025 [29] - A new $1 billion share repurchase authorization was approved to support the capital return strategy [30] Q&A Session Summary Question: Can you help understand the conservatism in the gross margin guide? - Management indicated that some inventory needs to be cleared, impacting margins due to higher costs associated with older specs [32][33] Question: Why exclude accelerated stock compensation from adjusted EPS? - The exclusion was made to provide a like-for-like number for better comparison, as the timing of the equity expense was significant [36][37] Question: What are the finished and under-construction specs at the end of the quarter? - The company reported about 1,700 homes in inventory, with over 1,000 at or near the finished stage [41][42] Question: How is the shift to BTO facilitated by new community openings? - New communities allow for a stronger focus on the built-to-order model without competing with existing specs, enhancing the value proposition [46][54] Question: What is the expectation for the BTO mix in the fiscal first quarter? - The BTO mix is expected to remain in the 57%-60% range for Q1, with a goal to reach at least a 70/30 ratio by the end of the year [58][59] Question: What are the assumptions required for potential impairment charges? - Management stated that a significant shift in community profitability would be needed to trigger larger impairment charges, with current evaluations showing no immediate concerns [68][71]

Financial Data and Key Metrics Changes - The company reported total revenues of over $1.6 billion and diluted earnings per share of $1.61, with a gross margin of 18.9% excluding inventory-related charges, exceeding guidance [5][29]. - Adjusted housing gross profit margin was 18.9%, which is 180 basis points lower than the previous year due to pricing pressure and higher land costs [30]. - The company grew its book value per share to over $60, an 11% year-over-year increase [6][36]. Business Line Data and Key Metrics Changes - The company delivered 3,393 homes in the quarter, exceeding the midpoint of guidance, while net orders totaled 2,950, a 4% decline [28][29]. - The average selling price decreased 1% to $475,700, with lower prices in the central and southeast regions offset by increases in the west coast and southwest regions [29]. - The company maintained SG&A expenses at 10% of housing revenues, with a slight increase from the previous year due to decreased operating leverage [30]. Market Data and Key Metrics Changes - The company experienced stability in demand throughout the third quarter, with a cancellation rate stable at 17% [12][16]. - Mortgage interest rates declined by approximately 60 basis points, equating to about $30,000 of additional purchasing power at the average sales price [14]. - The company opened 32 new communities during the quarter, marking the highest performance in community openings in over a year [12][16]. Company Strategy and Development Direction - The company aims to return to a historical range of built-to-order homes, which has averaged close to 70% over more than a decade, from around 50% currently [9][61]. - The focus is on optimizing assets to generate the highest returns while balancing pace and price based on local market conditions [8][10]. - The company plans to continue its share repurchase program and maintain a disciplined approach to land investments, having invested $514 million in land acquisition and development in the third quarter [25][26]. Management's Comments on Operating Environment and Future Outlook - Management expressed a favorable long-term outlook for the housing market, driven by demographics and ongoing undersupply of homes [6][14]. - The company is cautious about the current environment, emphasizing the importance of managing costs and aligning overhead structure with delivery volume [5][30]. - Management indicated that the fourth quarter is typically a slower period, and they do not intend to aggressively pursue inventory sales [10][11]. Other Important Information - The company has returned more than $490 million in capital to shareholders this year, including approximately $440 million in share repurchases [4][26]. - The company maintains a strong balance sheet with total liquidity of $1.2 billion, including $331 million in cash [34][35]. - The company was recognized as the only home builder on Time Magazine's 2025 list of the world's best companies, highlighting employee satisfaction [27]. Q&A Session Summary Question: Order ASP decline and its implications - Management noted that the sequential decline in order ASP is largely driven by mix effects, with more deliveries coming from lower ASP regions [40][41]. Question: Demand and conversion of traffic to sales - Management indicated that while traffic remains steady, there has not been a significant uptick in orders, with buyers potentially waiting for further rate decreases [46]. Question: Gross margin expectations for the fourth quarter - Management clarified that strong construction performance contributed to the gross margin beat in the third quarter, and they are being thoughtful about fourth-quarter expectations [49][50]. Question: Built-to-order strategy and profitability - Management confirmed that they are seeing incremental improvement in the built-to-order mix and expect to return to a 70/30 ratio at higher margins over time [61][62]. Question: Inventory-related charges and land environment - Management discussed the current land environment and their ability to find new lots for future growth, emphasizing a selective approach to land investments [75].