Gross Margin Decline
Q: Does gross margin guidance assume higher incentives or mix issues?
A: Management explained that the decline in gross margin from 28.8% in Q3 to 27.5%-28% in Q4 is due to higher incentives and a slight decrease in active adult sales as a percentage of the mix.

Incentives Impact on Margins
Q: Are elevated incentives the main factor affecting Q4 margins?
A: Yes, elevated incentives are expected to continue impacting margins, particularly in entry-level homes where affordability is challenging. The mix shift to Western markets with slightly lower margins also contributes.

Florida Market Conditions
Q: How is Florida's market affecting performance and margins?
A: Management remains bullish on Florida, noting improved inventory trends and strong margins above company average. They expect a solid Q4 as the traditional shoulder season begins.

Demand by Buyer Segments
Q: What are current demand trends across buyer segments?
A: Entry-level buyers face affordability challenges but saw increased buying power when rates dropped in September. Move-up buyers remain strong, comprising 40% of business, while active adult buyers are hesitant due to market volatility and election uncertainty.

Hurricane Impact
Q: What is the impact of recent hurricanes on operations?
A: Hurricanes Milton and Helene caused minimal damage to communities but led to time losses of 3-4 days pre- and post-storm, affecting Q4. Power outages may delay some deliveries, but management is confident in their Q4 guidance.

Active Adult Community Timing
Q: When will the active adult segment improve?
A: New active adult communities are under development and expected to open in the back half of 2025, with closings starting in 2026. This will bring the mix back to the typical 25% of business.

Land Cost Trends
Q: Are land costs expected to rise in 2024 and beyond?
A: Land costs increased by high single digits in Q3 and are expected to continue in Q4. Management anticipates land costs to keep rising, as they haven't decreased in over a decade.

Spec Inventory Levels
Q: How do you feel about current spec inventory levels?
A: With 1.4 finished specs per community, slightly above the target of one, management is comfortable given the current environment where over 50% of homes are sold as specs. They aim for 35%-45% of inventory in specs.

Growth Outlook
Q: Is the 5%-10% growth target still planned for 2025?
A: While not providing specific 2025 guidance, management reiterated their long-term growth target of 5%-10% annually but will provide more details next quarter.

Leverage and Land Banking
Q: How is land banking affecting balance sheet management?
A: Increasing land banking frees up cash, leading to a smaller balance sheet. This provides more choices for capital allocation, but leverage is an outcome, not a driver.

Market Conditions in Texas
Q: Are you seeing inventory issues in Texas?
A: Texas markets, particularly Austin, have been choppier with more competition and some price normalization, but management remains confident due to good jobs and affordability.

Incentive Trends
Q: Did incentives decline with stronger September demand?
A: Incentives remained elevated throughout Q3 and are expected to stay high in Q4, as affordability remains a challenge, especially for entry-level buyers.

Land Investment in Florida
Q: Do changing dynamics in Florida affect future investment?
A: Despite concerns like weather and insurance costs, management remains bullish on Florida, focusing on inland areas less affected by storms, and continuing to invest without requiring higher returns.

Conversion Rates
Q: Are you expecting improved backlog conversion rates?
A: Improved cycle times and a higher percentage of spec homes are expected to aid in meeting growth targets, but management suggests focusing on homes in production as a better indicator.

Spec Production Strategy
Q: How are you thinking about spec production moving forward?
A: In the current market, higher spec inventory is desired. With 42% of total inventory in spec, they feel well-positioned, especially as over 50% of sales are specs.

Options and Lot Premiums
Q: What were options and lot premiums as a percent of ASP?
A: Options and lot premiums averaged $100,000 in Q3, consistent with previous quarters, mostly driven by move-up and active adult buyers.

Balance Sheet Leverage
Q: Will leverage increase back to prior levels?
A: Leverage is considered an outcome based on investment and operating cash flow needs. Increasing land banking is freeing up cash, providing more capital allocation choices.

Land Banking Market
Q: How are land banking negotiations progressing?
A: The land banking program is working well, with consistent partners and favorable terms. Interest rates affect costs, but management is pleased with progress.

Conversion Rate Drivers
Q: What are the drivers of improved conversion rates?
A: Shortened cycle times and increased spec inventory support better conversion rates, aiding in achieving growth objectives.

Lumber and Build Costs
Q: How are stick and brick costs trending?
A: Vertical costs remained stable at $80 per square foot, consistent with last year, with minimal inflation. Lumber purchases are hedged to stabilize margins.

Land Strategy Mix
Q: Is the land mix managed towards 2024 or 2025 levels?
A: The company aims for active adult to be 25% of the business. The current mix is light, but new communities opening in 2025 will return to typical levels.

Resale Inventory Impact
Q: Is rising resale inventory affecting demand?
A: Inventory levels have improved and are down from peaks. Management doesn't highlight any other markets with inventory issues impacting demand.