Acquisition Update
Q: Update on Elliott acquisition and land structure?
A: Management explained that the Elliott Homes deal was executed without any WIP adjustments and is expected to be margin accretive. The new off‐balance sheet land structure will go into effect in Q4, with new units starting then rather than carrying over existing projects.

Margin Guidance
Q: How conservative is Q4 margin guidance?
A: They described the Q4 margins as conservatively set, anticipating improvement from higher backlog conversion and fewer rate lock losses, and remain confident as long as rates hold steady.

Margin Components
Q: What factors caused margin decline?
A: Management noted that the decline was mainly due to increased financing incentives and mix effects, with a 11% EPS drop reflecting these pressures amid cost-containment efforts.

Rate Buydown Cost
Q: Are buydown costs unchanged amid volatility?
A: They indicated that while the structure on rate locks has been slightly adjusted, the per‑home buydown cost remains similar, even as utilization has increased due to market uncertainty.

Incentive Comparison
Q: How do current incentives compare to pre‑COVID?
A: Management reported that current incentives run 200 bps above pre‑COVID levels, which ranged from 3%–6%, reflecting tougher market conditions and higher financing pressures.

Production Targets
Q: What are targets for backlog conversion and cycle time?
A: They are targeting a 145% backlog conversion with cycle times near 125 days, and they aim to reduce cycle times further to improve efficiency.

Volume Growth Impact
Q: Will Elliott significantly boost volume growth?
A: The Elliott acquisition’s contribution is viewed as incremental; it is designed to be margin accretive rather than deliver an immediate four‐digit unit boost.

Acquisition Strategy
Q: Does the 20K unit goal assume further acquisitions?
A: Management emphasized that reaching nearly 20,000 units is primarily driven by organic growth, with acquisitions like Elliott serving as strategic, opportunistic add-ons.

Community Count Guidance
Q: What community count growth is expected in Q4?
A: They forecast ending the year with over 300 communities and expect double‐digit growth in community count next year, including those from the Elliott deal.

Order Pace Consistency
Q: Is order pace consistent despite incentives?
A: Management affirmed that robust order volumes, especially in September, align with expectations, buoyed by their effective use of financing instruments.

Rate Environment Impact
Q: Do lower rates lessen the need for incentives?
A: They reiterated that a decline in rates would reduce the pressure to offer high incentives, thereby potentially improving margins when market conditions turn favorable.

Demand Response
Q: How do rate changes affect homebuyer demand?
A: Management observed that demand is very elastic; lower rates led to a noticeable uptick in orders, while higher rates require more aggressive financing incentives.

Finished Lots Supply
Q: How has finished lot availability changed recently?
A: They noted that finished lots remain extremely scarce—an issue persistent for a decade—thus reinforcing their strategy of self-developing nearly all inventory.

Development Spend Allocation
Q: Will land versus development spend mix change in '25?
A: The guidance indicates a spending mix similar to '24, with maybe a slightly heavier emphasis on development, keeping the overall ratio consistent.

Lumber Costs
Q: How are rising lumber costs affecting costs?
A: Although lumber prices have ticked up somewhat, overall direct costs have remained stable due to effective cost-management and securing key components through locks.

Capital Allocation
Q: What’s the outlook for shareholder returns in '25?
A: They have not yet provided specific guidance on capital allocation for 2025, indicating that more detailed plans will be shared in the next earnings call.

Elliott Operations & Team
Q: Will the acquired Elliott team be retained post-acquisition?
A: Management confirmed that the entire Elliott team will join Meritage, ensuring operational continuity and effective integration.

Elliott Product Pricing
Q: Will Elliott’s low price points continue?
A: They plan to maintain the affordable pricing model in the core segments, with potential minor adjustments on unique lower-end models, leveraging the cost advantage in the new markets.