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    Blaine Heck • Wells Fargo Securities

    Blaine Heck's questions to Marcus & Millichap Inc (MMI) leadership

    Blaine Heck's questions to Marcus & Millichap Inc (MMI) leadership • Q2 2025

    Question

    Blaine Heck of Wells Fargo Securities inquired about several key areas, including the shifting transaction volume trends between private and institutional markets, the reasons for declining commission rates despite higher private client revenue, the forward impact of a recent tax accounting change, potential external growth and M&A opportunities, and the company's capital deployment priorities between share repurchases and acquisitions.

    Answer

    President and CEO Hessam Nadji explained that the private client segment's growth was driven by better price discovery and financing availability, converting long-standing client outreach into transactions. He characterized the dip in larger transactions as a temporary aberration due to tariff volatility and tough comps, not a strategic shift. Nadji attributed the lower average commission rate to a mix shift toward a higher number of deals over $100 million, which carry lower percentage fees. He also confirmed active M&A dialogues for core business tuck-ins and advisory/valuation firms. CFO Steve DeGenero clarified the tax methodology change was made to reduce volatility and normalize the rate over time, providing a dollar-based outlook for Q3. DeGenero also affirmed the company's balanced capital allocation strategy, stating they have ample dry powder for M&A while continuing dividends and share repurchases.

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    Blaine Heck's questions to Marcus & Millichap Inc (MMI) leadership • Q3 2024

    Question

    Blaine Heck asked about the commercial real estate financing environment, particularly for the Private Client segment, and the timeline for transaction volumes to return to long-term averages. He also inquired about normalized EBITDA expectations post-recovery, the potential impact of the recent election on regulations like the 1031 Exchange, and the company's current M&A strategy and opportunity set.

    Answer

    Executive Hessam Nadji explained that while bank and credit union lending is gradually easing for smaller deals, the key catalyst is the narrowing bid-ask spread. Larger institutional investors are less reliant on financing and are motivated by attractive pricing. He projects a gradual, though solid, market recovery that is unlikely to reach long-term averages in 2025 due to a different economic environment than the post-pandemic recovery. Nadji noted that while market factors might suggest lower normalized EBITDA than in 2021-22, MMI's investments in talent and acquisitions should provide an additional lift. He views the election outcome as generally favorable for real estate, potentially extending tax provisions, and highlighted the failure of California's Prop. 33 as a positive. Regarding M&A, Nadji and Executive Steve Degennaro stated the focus has been on tuck-in brokerage teams and boutiques, though they are exploring complementary businesses like appraisal and investment management. They noted the M&A bid-ask spread has narrowed, but they remain disciplined.

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    Blaine Heck's questions to Americold Realty Trust Inc (COLD) leadership

    Blaine Heck's questions to Americold Realty Trust Inc (COLD) leadership • Q2 2025

    Question

    Blaine Heck of Wells Fargo Securities followed up on customers using their own infrastructure, asking about their remaining capacity. He also questioned the specific business impacts, direct or indirect, attributable to tariffs.

    Answer

    CEO George Chappelle reiterated that customers using their own space is a contextual indicator of the tough demand environment, not a major capacity issue, and expects that inventory to return to 3PLs when demand recovers. Regarding tariffs, he stated the direct impact is minimal, but the indirect effects—such as reduced consumer confidence and fear of inflation—are significant headwinds that suppress overall demand.

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    Blaine Heck's questions to Americold Realty Trust Inc (COLD) leadership • Q4 2024

    Question

    Blaine Heck from Wells Fargo & Company asked for the specific signals needed to confirm a return to normal seasonality in the second half of the year. He also questioned the potential impact of future changes in U.S. tariff and deportation policies on Americold's business and its exposure to imported goods.

    Answer

    CEO George Chappelle and President of Americas Rob Chambers identified new business wins from their sales initiatives as the primary driver for second-half occupancy growth, supported by low customer inventory levels. On policy changes, Chappelle noted that imported goods represent a very small portion of their business, minimizing direct tariff risk. He also suggested that new, efficient supply chain solutions with partners like CPKC could create a tailwind.

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    Blaine Heck's questions to Americold Realty Trust Inc (COLD) leadership • Q3 2024

    Question

    Blaine Heck asked for the specific catalysts needed for the expected operational inflection in the second half of next year. He also inquired about the current transaction market, Americold's interest in acquisitions, and the preference between M&A and development.

    Answer

    CEO George Chappelle identified moderating inflation and lower interest rates as the key catalysts needed to spur consumer demand. On the capital allocation question, he stated a strong preference for development, citing a robust $1B+ pipeline. While always open to M&A, he stressed a disciplined valuation approach, noting the company will only buy accretive assets and will not pay its own premium multiple for smaller, less capable companies.

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    Blaine Heck's questions to Douglas Emmett Inc (DEI) leadership

    Blaine Heck's questions to Douglas Emmett Inc (DEI) leadership • Q2 2025

    Question

    Blaine Heck from Wells Fargo Securities asked for an update on the lease rate at Studio Plaza, the timing of NOI contributions, and the demand for remaining space. He also questioned the timeline and potential NOI impact of the 10900 Wilshire office-to-residential conversion.

    Answer

    VP of IR Stuart McElhinney stated that while specific building stats are not disclosed, leasing velocity at Studio Plaza is strong, with NOI contributions occurring over time as tenants move in. CEO Jordan Kaplan added that the 10900 Wilshire conversion will be phased, similar to their successful Hawaii project, minimizing NOI disruption during the process and resulting in stable NOI upon completion.

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    Blaine Heck's questions to Douglas Emmett Inc (DEI) leadership • Q4 2024

    Question

    Blaine Heck of Wells Fargo & Company asked about the typical lag time between leasing and occupancy in the portfolio and sought confirmation on the 70% retention expectation for the year. He also inquired about the new joint venture partner for the Westwood acquisition and their interest in future deals.

    Answer

    President and CEO Jordan Kaplan confirmed the historical retention rate is reliably around 69-70%. He explained the leased-to-occupied spread can range from 100 to over 350 basis points, depending on leasing velocity. Executive Stuart McElhinney added that move-ins are typically quick, within one or two quarters. Kaplan declined to name the new JV partner but emphasized their strong interest and the continued appetite from existing partners for new deals.

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    Blaine Heck's questions to Douglas Emmett Inc (DEI) leadership • Q3 2024

    Question

    Blaine Heck of Wells Fargo Securities inquired about the intended uses for the company's large cash balance, including debt paydowns, acquisitions, or funding for the Barrington project. He also asked if the quarterly increase in tenant recoveries was due to any one-time factors.

    Answer

    President and CEO Jordan Kaplan explained the cash is for liquidity, potential debt management, and future acquisitions, with ongoing cash flow funding repositioning projects. CFO Peter Seymour clarified that the increase in tenant recoveries was due to normal seasonality in billing and reconciliation cycles, not a one-time event.

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    Blaine Heck's questions to Lineage Inc (LINE) leadership

    Blaine Heck's questions to Lineage Inc (LINE) leadership • Q2 2025

    Question

    Blaine Heck from Wells Fargo Securities asked why guided AFFO per share is expected to decline from Q2 to Q3 despite higher EBITDA, and what key variables drive the wide Q4 AFFO guidance range.

    Answer

    CFO Rob Crisci explained the Q3 AFFO decline is due to the timing of maintenance CapEx, with some spending shifting from Q2. He attributed the wide Q4 guidance range primarily to uncertainty around the occupancy ramp. Because the seasonal build is just beginning, a shift of a week or two in inventory flows can materially impact results, making a wider range prudent.

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    Blaine Heck's questions to Lineage Inc (LINE) leadership • Q1 2025

    Question

    Blaine Heck asked about the acquired Tyson properties, inquiring about their age, condition, potential redevelopment needs, and the acquisition yield. He also questioned the funding sources for the deal and the company's remaining investment capacity.

    Answer

    CEO W. Lehmkuhl stated the acquisitions were done at a low double-digit EBITDA multiple. CFO Rob Crisci added that the assets are in very good condition, with necessary CapEx factored into the returns. For funding, Lehmkuhl mentioned using their revolver, noting ample capacity as an investment-grade company and the potential for future public bond issuance, while maintaining a patient and disciplined approach to capital deployment.

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    Blaine Heck's questions to Lineage Inc (LINE) leadership • Q4 2024

    Question

    Blaine Heck asked about the impact of new supply on rental rates in specific markets and the outlook for new deliveries in 2025 and beyond.

    Answer

    CEO W. Lehmkuhl stated that new construction peaked in 2023 and is projected to decrease significantly in 2024 and 2025. He noted that this new capacity was built at historically high costs, making it difficult for new entrants to compete. He anticipates that market dislocations from underperforming competitors will create acquisition opportunities for Lineage, which holds distinct advantages in scale, technology, and network.

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    Blaine Heck's questions to Lineage Inc (LINE) leadership • Q3 2024

    Question

    Blaine Heck asked about the potential impact of Trump administration policies, specifically increased tariffs, on Lineage's business and its significant port exposure.

    Answer

    CEO W. Lehmkuhl expressed confidence in the company's ability to perform well in any political or economic environment. Regarding tariffs, he noted that food is a global necessity and Lineage's network of 250 ports is built to support shifts in global trade flows, such as a customer sourcing from Vietnam instead of China.

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    Blaine Heck's questions to Cousins Properties Inc (CUZ) leadership

    Blaine Heck's questions to Cousins Properties Inc (CUZ) leadership • Q2 2025

    Question

    Blaine Heck inquired about trends in the leasing pipeline by tenant size and industry, net migration patterns into Sunbelt markets, and the likely cap rates for potential dispositions of lower-occupancy, higher-CapEx assets.

    Answer

    EVP of Operations Richard Hickson described a broad leasing pipeline led by financial services and legal tenants, with strong new-to-market activity in Atlanta and Charlotte. President and CEO Colin Connolly added that Austin is also seeing new demand and explained that recycling capital from lower-occupancy assets into higher-quality properties could be neutral to accretive, especially as the investment sales market improves.

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    Blaine Heck's questions to Cousins Properties Inc (CUZ) leadership • Q1 2025

    Question

    Blaine Heck inquired about potential opportunities in debt investments given market uncertainty. He also asked about the drivers of strong multifamily leasing at Neuhoff and the leasing progress on the project's commercial space.

    Answer

    President and CEO Colin Connolly confirmed that debt investments are a possibility, offering flexibility, though the company is not building a large-scale debt book. EVP and CIO Kennedy Hicks addressed Neuhoff, stating that strong multifamily velocity has allowed for rent increases. For the commercial space, she noted they are focused on one-to-two floor leases but are seeing larger, longer-term requirements.

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    Blaine Heck's questions to Cousins Properties Inc (CUZ) leadership • Q4 2024

    Question

    Blaine Heck asked about the investment pipeline for 2025, the level of market competition, the strategic mix between debt and equity opportunities, and potential funding sources for large future acquisitions.

    Answer

    President and CEO Michael Connolly described the investment pipeline as very strong, citing improving fundamentals and a dislocated private capital market as a compelling opportunity for Cousins. He noted a strategic bias towards equity but affirmed openness to debt investments at this point in the cycle. CFO Gregg Adzema added that funding for new deals will be evaluated on a case-by-case basis, with the primary goal of being accretive on a leverage-neutral basis.

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    Blaine Heck's questions to Cousins Properties Inc (CUZ) leadership • Q3 2024

    Question

    Blaine Heck from Wells Fargo & Company asked for details on the Saint Ann Court mortgage acquisition, its near-term maturity, and potential outcomes. He also questioned whether Cousins' investment strategy still includes large portfolio or entity-level transactions.

    Answer

    President and CEO Michael Connolly described the Saint Ann Court loan as part of a flexible strategy to invest across the capital structure for compelling risk-adjusted returns. While the guidance assumes a payoff at maturity, he noted the outcome is uncertain. Connolly also stated that while the company remains open to all opportunities, the near-term focus is likely on one-off property acquisitions as private and public market valuations converge.

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    Blaine Heck's questions to Paramount Group Inc (PGRE) leadership

    Blaine Heck's questions to Paramount Group Inc (PGRE) leadership • Q2 2025

    Question

    Blaine Heck of Wells Fargo Securities asked for an update on leasing interest for the large 2025 and 2026 expirations, including any planned renovations. He also questioned the potential impact of the New York mayoral race on leasing and whether the ongoing SEC investigation affects the timing of the company's strategic review.

    Answer

    Peter Brindley, Executive VP & Head of Real Estate, confirmed they are actively marketing the large blocks at 1633 Broadway and are confident due to strong Midtown demand. Chairman, CEO & President Albert Behler stated that the political situation has not caused any tenant hesitation in signing long-term leases. Regarding the strategic review, Behler asserted that the SEC inquiry into historical disclosures is not expected to have any significant impact on the process.

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    Blaine Heck's questions to Paramount Group Inc (PGRE) leadership • Q1 2025

    Question

    Blaine Heck of Wells Fargo inquired about the sustainability of leasing momentum in San Francisco, activity at One Front Street, and the company's long-term commitment to the market. He also asked for an update on major 2026 lease expirations, including Showtime and Visa, and questioned why same-store NOI guidance was not increased despite higher leasing volume guidance.

    Answer

    Albert Behler, Chairman, CEO, and President, expressed cautious optimism for San Francisco, citing a more business-friendly political environment and no current impact from tariff discussions. Peter Brindley, EVP, Head of Real Estate, confirmed that while some tenants like Morgan Lewis and Visa will move out in 2026, they are in advanced discussions to backfill a portion of the Visa space and are actively negotiating with tenants for the Showtime space in New York. Wilbur Paes, COO, CFO, and Treasurer, explained the unchanged NOI guidance is primarily due to the timing of lease commencements but could be revised upward later in the year.

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    Blaine Heck's questions to Paramount Group Inc (PGRE) leadership • Q4 2024

    Question

    Blaine Heck questioned if the 2025 leasing target of 900,000 square feet was ambitious compared to 2024's results, asked about the record-high leasing CapEx in Q4, and sought details on major lease expirations in 2026.

    Answer

    Albert Behler, Chairman, CEO, and President, expressed confidence in the leasing target, citing a market shift towards Sixth Avenue where Paramount is well-positioned. Peter Brindley, EVP, Head of Real Estate, added that a pipeline of over 500,000 sq. ft. in leases out or advanced negotiations supports the goal. Regarding CapEx, Brindley clarified the Q4 figure was driven by a single turnkey deal and is not a trend, with Wilbur Paes, COO, CFO, and Treasurer, noting the low leasing volume magnified the percentage. For 2026, Brindley identified Showtime as the largest likely move-out in New York and Visa and KPMG as known move-outs in San Francisco.

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    Blaine Heck's questions to Paramount Group Inc (PGRE) leadership • Q3 2024

    Question

    Blaine Heck inquired about the debt sale of Market Center, the reasons behind the revised lease rate guidance despite higher volume, and the potential timeline for when portfolio occupancy might reach its lowest point.

    Answer

    Chairman, CEO, and President Albert Behler confirmed the Market Center debt is being marketed by lenders and expects a resolution soon, but PGRE is not running the process. He explained the guidance change was due to re-evaluating the timing of deal closures between Q4 and early 2025, not an unexpected move-out, and highlighted a strong Q4 absorption forecast. EVP, Head of Real Estate Peter Brindley added that New York occupancy is expected to rise, while San Francisco's may dip further before recovering, as that market lags New York's more vibrant activity.

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    Blaine Heck's questions to Kilroy Realty Corp (KRC) leadership

    Blaine Heck's questions to Kilroy Realty Corp (KRC) leadership • Q2 2025

    Question

    Blaine Heck from Wells Fargo Securities asked for management's perspective on the net impact of AI on office demand and inquired about the size and characteristics of the non-core portfolio targeted for disposition.

    Answer

    CEO Angela Aman expressed optimism about AI's net impact, viewing it as a growth strategy creating new roles that benefit Kilroy's markets. Regarding dispositions, Aman and EVP & CIO Eliott Trencher explained the strategy is asset-by-asset, focusing on submarket positioning and selling where their fundamental outlook is more pessimistic than the capital markets' view.

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    Blaine Heck's questions to Kilroy Realty Corp (KRC) leadership • Q3 2024

    Question

    Blaine Heck asked about the future plans for the Flower Mart property in San Francisco, including potential changes to the property mix and the timeline for ceasing interest capitalization. He also inquired about the current political and business environment on the West Coast and potential election impacts.

    Answer

    CEO Angela Aman described Flower Mart as an exceptional long-term asset where near-term development is unlikely, emphasizing a focus on maximizing its ultimate value rather than making short-term pivots. She also stated that the political and business environments in West Coast markets have seen real improvement over the last 18-24 months, a trend she expects to continue in San Francisco post-election, driven by more moderate policies focused on quality of life and safety.

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    Blaine Heck's questions to COPT Defense Properties (CDP) leadership

    Blaine Heck's questions to COPT Defense Properties (CDP) leadership • Q2 2025

    Question

    Blaine Heck from Wells Fargo Securities inquired about the current leasing environment and specific areas of demand strength. He also asked for an update on the Des Moines land parcel, including power procurement, timing, and its potential as a disposition candidate.

    Answer

    EVP & COO Britt Snider described the leasing environment as very strong, citing significant demand for a new building as an example. President & CEO Stephen Budorick stated it could be four or more years to secure power for the Des Moines site, viewing it as a long-term investment, not a near-term disposition candidate, a point reinforced by EVP & CFO Anthony Mifsud.

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    Blaine Heck's questions to COPT Defense Properties (CDP) leadership • Q1 2025

    Question

    Blaine Heck inquired about updates on the potential Space Command relocation to Huntsville, the composition of the 2025 investment pipeline, and the impact of hyperscaler demand shifts on COPT's data center assets.

    Answer

    President and CEO Stephen E. Budorick stated that a decision on the Space Command relocation is expected within weeks and that the investment pipeline will likely be met with new development starts, as no acquisitions have yet met the company's strict criteria. He also noted that while hyperscaler demand is a factor, the primary challenge for their data center shell program is the timing of power availability, not a pullback in customer demand for their specific product.

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    Blaine Heck's questions to COPT Defense Properties (CDP) leadership • Q4 2024

    Question

    Blaine Heck from Wells Fargo & Company asked for clarification on whether any tenants are susceptible to administration changes, the renewal risk for government leases extending into 2026, and the nature of the non-renewals expected in the first quarter.

    Answer

    CEO Stephen E. Budorick stated that after a deep review, they see no risk to their tenants from administration changes, as their GSA leases support critical, integrated missions. An executive confirmed the government lease extensions are due to normal administrative backlogs with no expected move-outs. Mr. Budorick explained the largest Q1 non-renewal was a long-planned move by a medical tenant, which they view as an opportunity to re-lease the space to a defense contractor.

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    Blaine Heck's questions to COPT Defense Properties (CDP) leadership • Q3 2024

    Question

    Blaine Heck followed up on the Des Moines project, asking for an estimate of the total project spend and clarification on funding sources, specifically whether it would require equity or asset sales. He also questioned if the key data center tenant has ambitions in other markets and COPT's appetite to expand with them.

    Answer

    President and CEO Stephen E. Budorick estimated the total spend for the Des Moines development would be '$1.2 billion or more' over its life. He reiterated the plan to self-fund the project through retained cash flow and debt, viewing a joint venture as a contingent option if the development pace exceeds their capacity. Regarding further expansion, Budorick stated that COPT is 'definitely interested' in pursuing other opportunities with the tenant.

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    Blaine Heck's questions to Empire State Realty Trust Inc (ESRT) leadership

    Blaine Heck's questions to Empire State Realty Trust Inc (ESRT) leadership • Q2 2025

    Question

    Blaine Heck of Wells Fargo Securities inquired about Empire State Realty Trust's revised Observatory guidance, asking about July visitation trends and whether the new forecast is conservative. He also asked about the potential impact of the recent NYC mayoral primary results on tenant leasing decisions.

    Answer

    Chairman & CEO Anthony Malkin attributed the Observatory's performance to significant bad weather and lower demand from international pass programs, noting the guidance reflects these first-half trends. President Christina Chiu added that while the outlook is based on current data, the team always aims to outperform. On the political climate, Mr. Malkin stated there has been no impact on leasing, as ESRT focuses on policy, not politics. EVP of Real Estate Thomas Durels confirmed that leasing momentum remains strong due to a dwindling supply of high-quality office space.

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    Blaine Heck's questions to Empire State Realty Trust Inc (ESRT) leadership • Q1 2025

    Question

    Blaine Heck followed up on acquisitions, asking about the ideal investment profile for higher-yielding opportunities and how far on the risk spectrum ESRT would go. He also asked about the Observatory, questioning if management sees an impact from market weakness and what levers they can pull to achieve guidance.

    Answer

    Chairman and CEO Anthony Malkin explained that ESRT's unique redevelopment capabilities allow them to pursue what others might consider risky office investments, viewing them as 'derisked' opportunities for higher returns. Regarding the Observatory, Malkin stated they have not detected significant demand shifts beyond logical events like bad weather and will continue to focus on disciplined operations, targeted marketing, and reservation-based cost controls to navigate the environment.

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    Blaine Heck's questions to Empire State Realty Trust Inc (ESRT) leadership • Q4 2024

    Question

    Blaine Heck of Wells Fargo inquired about where stock buybacks rank in terms of capital allocation priorities. He also asked for clarification on CapEx expectations for 2025, given the lumpy spending observed in Q4 2024.

    Answer

    Chairman and CEO Anthony Malkin indicated that while buybacks are always considered, the company plans to launch a preferred equity investment program in 2025 as a primary way to deploy capital. CFO Stephen Horn explained that the elevated Q4 CapEx was due to a $23.5 million timing issue on a TI disbursement and that overall CapEx is expected to decrease in 2025.

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    Blaine Heck's questions to Empire State Realty Trust Inc (ESRT) leadership • Q3 2024

    Question

    Blaine Heck questioned why the full-year FFO guidance was raised by only $0.01 despite a $0.02 quarterly beat. He also asked about the strategy behind the dilutive transaction of selling First Stamford Place to acquire lower-yield Williamsburg retail assets and whether ESRT would seek higher-yield deals.

    Answer

    EVP, CFO & Treasurer Stephen Horn clarified that the guidance increase accounts for non-recurring items in Q3, higher G&A costs, and transaction-related dilution. President and CFO Christina Chiu and Chairman and CEO Anthony Malkin explained the transaction strategy focuses on long-term cash flow growth, not just initial FFO yield, by recycling capital from non-core suburban assets into prime NYC retail. They noted that for new capital deployment, they would seek more opportunistic, higher-return investments.

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    Blaine Heck's questions to Eastgroup Properties Inc (EGP) leadership

    Blaine Heck's questions to Eastgroup Properties Inc (EGP) leadership • Q2 2025

    Question

    In a follow-up question, Blaine Heck of Wells Fargo Securities asked for quantification of development leasing progress made in July and how much of the current FFO guidance is dependent on further leasing.

    Answer

    President and CEO Marshall Loeb stated that since the end of the quarter, the company has signed three leases totaling approximately 100,000 square feet. He also clarified that the amount of FFO guidance dependent on future development leasing has decreased significantly, from about $0.05-$0.06 in the prior quarter to just $0.01 at this point.

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    Blaine Heck's questions to Eastgroup Properties Inc (EGP) leadership • Q1 2025

    Question

    Blaine Heck asked if the company had conducted a stress test analysis on its operating metrics to assess the resilience of its earnings guidance, similar to exercises run by its peers.

    Answer

    Executive Brent Wood confirmed they did run stress tests, modeling scenarios like lower occupancy, no further development leasing, and doubled bad debt. Without giving specific figures, he concluded that it would take 'some serious stress to push us out of the low end of the range.' He noted that with one-third of the year complete, they are not seeing such stress and feel confident in their position due to their business model and strong balance sheet.

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    Blaine Heck's questions to Eastgroup Properties Inc (EGP) leadership • Q4 2024

    Question

    Blaine Heck of Wells Fargo pointed out quarter-over-quarter changes in operating portfolio lease rates, asking for commentary on the decreases in Texas markets and the increases in California markets, and whether these were indicative of broader trends.

    Answer

    Executive Marshall Loeb explained that the movements were driven by specific, isolated situations rather than market-wide trends. For example, San Francisco's rate increased due to successful backfilling of vacancies, while Charlotte's occupancy was impacted by a single large bankruptcy. Similarly, a new delivery in an Austin submarket with temporary high supply caused a dip there. He emphasized these were property-specific events.

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    Blaine Heck's questions to Eastgroup Properties Inc (EGP) leadership • Q3 2024

    Question

    Blaine Heck asked for management's perspective on the potential impact of the upcoming election and increased tariffs on their business, and whether these factors could positively influence near-shoring and onshoring trends.

    Answer

    President and CEO Marshall Loeb suggested that post-election certainty would be a net positive for tenant planning. He remains bullish on long-term secular trends like onshoring, highlighting strong performance in border markets and significant CHIPS Act funding in Texas and Arizona as evidence that the trend is already underway and will persist regardless of the election outcome.

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    Blaine Heck's questions to SL Green Realty Corp (SLG) leadership

    Blaine Heck's questions to SL Green Realty Corp (SLG) leadership • Q2 2025

    Question

    Blaine Heck from Wells Fargo Securities questioned if the focus on smaller leases indicated a slowdown in large-tenant demand and asked for an update on securing a new large-scale development site.

    Answer

    Chairman & CEO Marc Holliday and EVP Steven Durels denied any slowdown, attributing the trend to a scarcity of large, available blocks of space, noting that overall tenant searches are up significantly year-over-year. Holliday confirmed that securing a new development site is a top priority, with multiple opportunities being actively pursued for a potential deal by year-end.

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    Blaine Heck's questions to SL Green Realty Corp (SLG) leadership • Q1 2025

    Question

    Blaine Heck requested more detail on the profile of active TAMI tenants and asked about the profile of potential capital partners, particularly whether demand from foreign investors has changed.

    Answer

    Executive Steven Durels stated that TAMI tenant activity is from relocations driven by growth, with many being household names and some related to AI. On capital partners, Harrison Sitomer and Marc Holliday confirmed they have not seen a drop-off in foreign investor interest for the debt fund or property JVs, noting a weaker U.S. dollar can make investment more attractive.

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    Blaine Heck's questions to SL Green Realty Corp (SLG) leadership • Q4 2024

    Question

    Blaine Heck of Wells Fargo inquired about the company's preferred structure for future property acquisitions, its stance on issuing equity, and the profile of its recent CMBS investments.

    Answer

    Marc Holliday, Executive, explained that the acquisition structure is situational, with smaller deals on-balance sheet and larger ones likely in JVs. He noted that while equity issuance is a tool, the company has a track record of reducing its share count. He specified that recent CMBS investments were collateralized by New York City commercial properties.

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    Blaine Heck's questions to First Industrial Realty Trust Inc (FR) leadership

    Blaine Heck's questions to First Industrial Realty Trust Inc (FR) leadership • Q2 2025

    Question

    Blaine Heck of Wells Fargo Securities, LLC asked about the company's demand for build-to-suit projects, its appetite for them, and how their returns compare to speculative development. He also asked for a characterization of the current tenant base, categorizing them by their leasing activity level (active, strategizing, or paused).

    Answer

    President and CEO Peter Baccile explained that build-to-suit returns are typically lower than spec development and it's not a high-volume part of their business, though they do execute on them. He agreed with the characterization of tenant behavior, noting there are groups across the spectrum, from those pausing due to tariff uncertainty to others moving forward to maintain a competitive edge.

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    Blaine Heck's questions to First Industrial Realty Trust Inc (FR) leadership • Q2 2025

    Question

    Blaine Heck of Wells Fargo inquired about the company's demand and appetite for build-to-suit projects and asked for a characterization of current tenant behavior, from active leasing to being on pause.

    Answer

    CEO Peter Baccile explained that build-to-suit is not a high-volume business for them as returns are typically lower than spec development. He agreed that tenants are acting across a spectrum, with some pausing due to tariff uncertainty while others, particularly those competing with Amazon, are moving forward. He noted it's difficult to quantify the size of each group.

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    Blaine Heck's questions to First Industrial Realty Trust Inc (FR) leadership • Q1 2025

    Question

    Blaine Heck of Wells Fargo inquired whether a near-term resolution on tariffs would lead to a quick recovery in leasing activity or if indecision might cause a prolonged delay. He also asked for the annualized FFO impact if the Q4 development leasing is delayed.

    Answer

    CEO Peter Baccile suggested that even with a tariff resolution, the leasing pickup would likely remain methodical rather than a sudden dam-breaking event, though the shrinking number of alternative spaces is a positive factor. CFO Scott Musil advised that to estimate the annualized impact of the leasing delay, one could multiply the in-year impact of approximately $2 million by 10 or 11 months to get a rough estimate for 2026.

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    Blaine Heck's questions to First Industrial Realty Trust Inc (FR) leadership • Q1 2025

    Question

    Blaine Heck from Wells Fargo asked if a tariff resolution would lead to a quick leasing recovery and requested the annualized FFO impact of a potential development leasing delay.

    Answer

    CEO Peter Baccile suggested that a leasing recovery would likely remain methodical rather than sudden, even with a tariff resolution, as the market continues to absorb prior supply. CFO Scott Musil provided a method to estimate the annualized impact of the leasing delay, suggesting one could multiply the quarterly FFO impact by 10 or 11 months for a rough 2026 estimate.

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    Blaine Heck's questions to First Industrial Realty Trust Inc (FR) leadership • Q4 2024

    Question

    Blaine Heck from Wells Fargo inquired about any changes in tenant behavior in port-adjacent markets due to potential tariffs and asked about the economics of new development, including construction costs and yields.

    Answer

    President and CEO Peter Baccile stated it was too early to see any tenant reaction to tariff discussions. Chief Investment Officer Jojo Yap noted that construction costs fell about 10% in 2024 and are expected to be flat to slightly down in 2025. Peter Baccile added that their current land bank could support development at a high 6% yield, with the two most recent starts projected to yield over 7%.

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    Blaine Heck's questions to First Industrial Realty Trust Inc (FR) leadership • Q3 2024

    Question

    Blaine Heck inquired about the key drivers for the Q4 occupancy guidance range of 95% to 97% and asked for a high-level overview of which geographic markets are expected to see supply and demand dynamics inflect sooner than others.

    Answer

    Executive Vice President of Operations, Chris Schneider, and CFO, Scott Musil, explained that achieving the high end of occupancy guidance depends on development leasing exceeding the 400,000 square feet currently forecasted. Regarding market inflection, Chris Schneider noted that markets like Southern California and New Jersey, which saw initial strong growth, are now normalizing, while Executive Vice President, Peter Schultz, highlighted current strength in Pennsylvania, Nashville, and Houston. Chief Investment Officer, Jojo Yap, added that the Inland Empire East will take more time to absorb supply.

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    Blaine Heck's questions to Rexford Industrial Realty Inc (REXR) leadership

    Blaine Heck's questions to Rexford Industrial Realty Inc (REXR) leadership • Q2 2025

    Question

    Blaine Heck of Wells Fargo Securities questioned the potential for increased acquisition activity given the current cost of capital and asked if the company would consider share buybacks as an alternative use of capital.

    Answer

    COO Laura Clark affirmed that capital allocation principles remain focused on cash flow accretion and NAV growth. She noted that while repositioning and redevelopment offer attractive returns, the company is also evaluating acquisitions where it can accretively recycle disposition proceeds, which have been sold at attractive low-4% cap rates, to acquire higher-yielding assets.

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    Blaine Heck's questions to Rexford Industrial Realty Inc (REXR) leadership • Q1 2025

    Question

    Blaine Heck from Wells Fargo & Company inquired about the expected trajectory of market rent declines, considering existing vacancy and competitor pricing, and how potential tariffs could accelerate this trend.

    Answer

    COO Laura Clark acknowledged nominal rent pressure but highlighted strong underlying demand, with activity on 80% of vacant spaces. She emphasized the portfolio's embedded growth levers and diverse tenant base. Co-CEO Michael Frankel added that while tariffs create uncertainty around consumer demand, Rexford's infill portfolio focused on regional consumption is relatively insulated from trade flow shifts and benefits from sticky, resilient tenants.

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    Blaine Heck's questions to Rexford Industrial Realty Inc (REXR) leadership • Q4 2024

    Question

    Blaine Heck of Wells Fargo inquired about the specific components driving the 2025 cash same-store NOI growth guidance and asked for early insights on potential industrial demand from regional wildfire rebuilding efforts.

    Answer

    CFO Mike Fitzmaurice provided a detailed bridge for the 2.5% cash same-store NOI growth guidance, noting positive drivers from cash re-leasing spreads (+270 bps) and rent steps (+320 bps), which are offset by headwinds from concessions (-130 bps), occupancy decline (-100 bps), and higher bad debt (-80 bps). Co-CEO Michael Frankel added that while it is early, the wildfires will undoubtedly drive incremental, phased demand for building materials and infrastructure, which are serviced by Rexford's tenants.

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    Blaine Heck's questions to Rexford Industrial Realty Inc (REXR) leadership • Q3 2024

    Question

    Blaine Heck asked about the impact of California's AB 98 legislation on the portfolio, the outlook for 2025 same-store occupancy, whether the LL Flooring asset would stay in the same-store pool, and for color on the company's cost of capital.

    Answer

    Co-CEO Howard Schwimmer stated that AB 98 poses no material risk to their current pipeline and may enhance the value of their existing assets. CFO Laura Clark deferred 2025 guidance but confirmed the LL Flooring property will likely be moved to the redevelopment pool. Co-CEO Michael Frankel declined to specify a cost of capital but reiterated that all acquisitions are underwritten to be accretive.

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    Blaine Heck's questions to Prologis Inc (PLD) leadership

    Blaine Heck's questions to Prologis Inc (PLD) leadership • Q2 2025

    Question

    Blaine Heck of Wells Fargo asked which specific geographic markets could flip most significantly from 'choppy' to competitive, referencing management's comments on 'FOMO'.

    Answer

    CEO Hamid Moghadam identified Southern California as a prime candidate, arguing it has strong long-term fundamentals but took a big short-term hit, so it could bounce back strongly. Chris Caton, MD of Global Strategy & Analytics, added that international markets like Europe and Latin America are outperforming, while in the U.S., resilient coastal markets include South Florida and Washington D.C., with markets like Dallas and Indianapolis firming up.

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    Blaine Heck's questions to Prologis Inc (PLD) leadership • Q1 2025

    Question

    Blaine Heck inquired about demand from fund investors, their current allocation strategies for industrial real estate, and the potential for increased redemption requests in the coming quarters.

    Answer

    Hamid Moghadam, CEO, noted that investor interest was strong before April 2. Afterward, he believes investors are pausing to assess the 'denominator effect' caused by falling public markets. This could reduce the absolute dollars available for real estate, even if the specific interest in industrial remains high, potentially impacting net capital flows.

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    Blaine Heck's questions to Prologis Inc (PLD) leadership • Q4 2024

    Question

    Blaine Heck of Wells Fargo asked for an update on the portfolio's mark-to-market, the expected cadence of same-store NOI in 2025, and the level of visibility and conservatism in the annual outlook given macro uncertainties.

    Answer

    CFO Timothy Arndt stated the lease mark-to-market was about 30% at year-end. He projected same-store NOI would be lower in the first half of 2025 due to a temporary dip in occupancy before rebuilding in the second half. CEO Hamid Moghadam acknowledged a degree of conservatism is built into projections, stating his personal view is that the market may surprise to the upside in the back half of the year, though this reflects a range of internal views.

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    Blaine Heck's questions to Prologis Inc (PLD) leadership • Q3 2024

    Question

    Blaine Heck inquired about the strong demand from Asian e-commerce and 3PL companies, asking if Prologis was leasing to them and whether this demand is a sustainable trend or a temporary pull-forward ahead of potential tariff increases.

    Answer

    Chris Caton, Managing Director, confirmed that Prologis is actively leasing to these tenants and views it as a sustainable trend. He explained that these Chinese 3PLs, which now account for roughly 20% of market net absorption, are growing rapidly as part of a larger business model shift to bypass traditional importers in response to past tariffs. He downplayed the risk from potential changes to 'de minimis' import rules, noting they represent only 3% of Asian imports.

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    Blaine Heck's questions to BXP Inc (BXP) leadership

    Blaine Heck's questions to BXP Inc (BXP) leadership • Q1 2025

    Question

    Blaine Heck of Wells Fargo asked about BXP's leverage, noting the debt-to-EBITDA ratio ticked up to 8.3x, and questioned management's comfort level and plans to manage it.

    Answer

    CFO Michael LaBelle clarified the figure was elevated by Q1 seasonality and is closer to 7.9x on a normalized basis. He expects leverage to rise modestly with development funding before declining as projects deliver income. He outlined plans to monetize $250 million in land and use other capital sources. President Douglas Linde added that cash flow from 290 Binney Street will begin in under a year, effectively lowering leverage.

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    Blaine Heck's questions to BXP Inc (BXP) leadership • Q4 2024

    Question

    Blaine Heck asked if higher build-out costs are causing tenants to favor renewing in place over moving and upgrading, potentially slowing the 'flight to quality' trend.

    Answer

    President Douglas Linde and other executives argued the opposite is true. They see clients feeling compelled to build new, competitive spaces to attract talent, finding it too disruptive to renovate in place. Executives from New York and Northern Virginia provided examples of tenants choosing to expand or relocate to new, higher-quality spaces despite the cost, underscoring the strength of the flight-to-quality movement.

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    Blaine Heck's questions to BXP Inc (BXP) leadership • Q3 2024

    Question

    Blaine Heck asked if BXP's appetite to grow in its newer markets like Los Angeles and Seattle has changed due to the tougher operating environment, and whether investment focus might shift to healthier markets.

    Answer

    Chairman & CEO Owen Thomas affirmed that BXP's strategy is to be opportunistic within its six established markets. He explained that while they will pursue the best risk-return opportunities regardless of region, investments on the West Coast are currently harder to underwrite due to slower leasing velocity compared to their East Coast markets.

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    Blaine Heck's questions to Highwoods Properties Inc (HIW) leadership

    Blaine Heck's questions to Highwoods Properties Inc (HIW) leadership • Q1 2025

    Question

    Blaine Heck asked if tenants are shifting to short-term renewals due to market uncertainty and questioned the impact of elevated leasing capital on cash flow and the company's comfort with its dividend.

    Answer

    COO Brian Leary and CEO Theodore Klinck confirmed they are not seeing a broad shift to short-term renewals, noting that expansions outpaced contractions 4-to-1. Executive Brendan Maiorana acknowledged that higher leasing capital will make near-term cash flow 'lumpier' but stressed the company's long-term focus. CEO Theodore Klinck affirmed comfort with the dividend, highlighting over $150 million in free cash flow generated above the dividend since the pandemic began.

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    Blaine Heck's questions to Highwoods Properties Inc (HIW) leadership • Q3 2024

    Question

    Blaine Heck inquired about the drivers of strong rental rate growth, the leasing progress and potential 2025 revenue contribution from the 23 Springs project, and the company's near-term disposition strategy for its Pittsburgh portfolio.

    Answer

    CEO Theodore Klinck attributed rental strength to large deals in Atlanta and a broader 'flight to quality,' noting that Highwoods wins as both a premium and a value option. He confirmed the 23 Springs project is ahead of schedule, with CFO Brendan Maiorana adding that its earnings contribution will be weighted to the second half of 2025. Regarding Pittsburgh, Klinck stated the plan is to exit patiently, waiting for a more favorable transaction market, while noting that current leasing activity there is encouraging.

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