Extra Space Storage Q3 2025 Earnings Report

Extra Space Storage EPS Results

• Actual EPS: $2.08
• Consensus EPS: $2.06
• Beat/Miss: Beat by +$0.02
• One Year Ago EPS: $2.07

Extra Space Storage Revenue Results

• Actual Revenue: $858.46 million
• Expected Revenue: $736.26 million
• Beat/Miss: Beat by +$122.20 million
• YoY Revenue Growth: +4.10%

Extra Space Storage Announcement Details

• Quarter: Q3 2025
• Date: 10/29/2025
• Time: After Market Closes
• Conference Call Date: Wednesday, October 29, 2025
• Conference Call Time: 3:00AM ET

Extra Space Storage (NYSE:EXR). is a real estate investment trust (REIT) that owns, operates, manages and acquires self-storage facilities. Its properties provide individuals and businesses with rental storage units in a range of sizes, along with vehicle, boat and recreational vehicle storage at select locations.

The company also provides third-party management services for self-storage properties owned by other investors and operators. Its services generally include facility operations, marketing, customer support, revenue management and technology solutions. Extra Space Storage may also offer tenant protection products and other ancillary services connected with self-storage rentals.

Founded in 1977 and headquartered in Salt Lake City, Utah, Extra Space Storage expanded through facility development, acquisitions and management partnerships. The company serves customers across the United States, with a portfolio concentrated in major metropolitan areas and other population centers. Joseph D. Margolis has served as the company's chief executive officer since 2017.

Extra Space Storage Q3 2025 Earnings Call Transcript

Key Takeaways

• Positive Sentiment: Extra Space reported Q3 core FFO of $2.08 and raised full-year core FFO guidance to a range of $8.12–$8.20 per share, increasing the midpoint based on year-to-date performance.
• Neutral Sentiment: New-customer rates accelerated (roughly 6% gross and >3% net of discounts in Q3, and >5% net in October) but same-store revenue was essentially flat (‑0.2% y/y) as strategic discounts and slower churn created a short-term headwind that management views as an investment in long-term revenue.
• Positive Sentiment: Management closed a strategic off-market acquisition—a $244 million, 24-property portfolio in UT/AZ/NV—raising acquisition guidance to $900 million, with projected leverage yields moving from ~4.5% in year one to mid‑7% by year three and financed in part by disposition of 25 lower‑quality assets.
• Positive Sentiment: Balance sheet and financing strengthened — the credit facility was recast to add $1 billion of revolver capacity and reduce spreads 10 bps, an $800 million bond was issued at <5%, and ~95% of interest rates are fixed (net of bridge receivables), providing capital flexibility for growth channels like bridge lending and third‑party management.

Presentation

[Operator]

Good afternoon, ladies and gentlemen, and welcome to the Extra Space Storage Inc. Q3 2025 earnings conference call. At this time, all lines are in listen-only mode. Following the presentation, we will conduct a question-and-answer session. If at any time during this call you require immediate assistance, please press star zero for the operator. This call is being recorded on October 30, 2025, and I would now like to turn the conference over to Mr. Jared Conley. Thank you. Please go ahead.

[Jared Conley, VP Investor Relations at Extra Space Storage]

Thank you, and welcome to Extra Space Storage's third quarter 2025 earnings call. In addition to our press release, we have furnished unaudited supplemental financial information on our website. Please remember that management's prepared remarks and answers to your questions may contain forward-looking statements as defined in the Private Securities Litigation Reform Act. Actual results could differ materially from those stated or implied by our forward-looking statements due to risks and uncertainties associated with the company's business. These forward-looking statements are qualified by the cautionary statements contained in the company's latest filings with the SEC, which we encourage our listeners to review. Forward-looking statements represent management's estimates as of today, October 30, 2025. The company assumes no obligation to revise or update any forward-looking statements because of the changing market conditions or other circumstances after the date of this conference call.I would now like to turn the call over to Joe Margolis, Chief Executive Officer.

[Joseph Margolis, CEO at Extra Space Storage]

Thank you, Jared. Good morning, everyone, and thank you for joining us today. Extra Space Storage delivered solid results in the third quarter with core FFO of $2.08 per share, meeting our internal expectations and demonstrating our ability to generate consistent earnings through our diversified platform. Same-store occupancy at quarter-end was 93.7% and averaged 94.1% during the quarter, a 30 basis point improvement year over year. Last quarter, we reported that our high occupancy allowed us to begin pushing new customer rates, which inflected positive for the first time in three years. This trend continued and accelerated in the third quarter as we achieved new customer rate growth of over 3% year over year net of discounts. While new customer rates continued to improve, same-store revenue prior to other income was flat and slightly below our internal projections.

[Joseph Margolis, CEO at Extra Space Storage]

This was partially due to strategic discounts which were offered in the quarter focused on long-term revenue optimization. Excluding the impact of discounts, same-store new customer rate growth was approximately 6%. While these initiatives created a short-term headwind in the quarter and for the year, we view them as an investment for future revenue growth and still believe we are well-positioned for accelerating revenue going forward. We have also been active in our diversified external growth channels. We have been able to complete and secure strategic off-market transactions through deep industry relationships at attractive going-in and long-term yields. I am particularly excited about the $244 million purchase of a 24-property portfolio in Utah, Arizona, and Nevada, which is the primary driver of our increased acquisition guidance to $900 million.

[Joseph Margolis, CEO at Extra Space Storage]

A portion of this acquisition closed earlier this week, with the rest to close shortly when we complete the assumption of the sellers' below-market secured loans. The acquisition will be primarily capitalized by the disposition of 25 assets, 22 of which are former Life Storage properties and which should close late this year or early in 2026. The stabilized yields of the newly acquired stores will be greater than those of the disposed assets, and those assets are of higher quality and in markets which provide better diversification and future opportunities for growth. Additionally, our bridge loan program delivered strong performance with $123 million in originations during the quarter, and we strategically sold $71 million in mortgage loans. This program continues to provide interest income, attract customers to our management platform, and serves as an acquisition pipeline as we deepen our relationships with key industry partners.

[Joseph Margolis, CEO at Extra Space Storage]

Finally, our third-party management platform expanded by an additional 95 stores during the quarter, with net growth of 62 stores. Year to date, we have added over 300 stores, which brings our total managed portfolio to 1,811 stores. This multi-channel approach to prudent growth allows us to create value across market cycles, whether through direct ownership, joint venture partnerships, lending activities, management services, or other creative structures. Our ability to deploy capital efficiently across these complementary strategies positions us to capitalize on market conditions regardless of the external environment. As a result, we are raising our full-year core FFO guidance per share at the midpoint, reflecting our confidence in our operational execution and gradually improving storage fundamentals.

[Joseph Margolis, CEO at Extra Space Storage]

While we expect same-store revenue to remain relatively flat for 2025, we have driven outside growth in our other revenue streams, which are bridging the gap until a positive trend in new customer rates translates into revenue acceleration. I will now like to turn the time over to Jeff Norman.

[Jeff Norman, CFO at Extra Space Storage]

Thank you, Joe, and hello, everybody. As Joe mentioned, our third-quarter core FFO was in line with our internal expectations at $2.08 per share. Same-store revenue declined 0.2% year over year, which was slightly below our internal forecasts. While the improvement in new customer rates is taking time to translate into revenue growth, we are encouraged by the sustained positive rate trend we achieved during the third quarter. While many operators continue to see year-over-year rate and occupancy declines, we have been able to increase rate growth sequentially every month since May due to our strong customer acquisition platform and proprietary pricing systems. We are also encouraged that our other income streams outperformed expectations and helped offset the same-store NOI headwinds. Tenant insurance and management fee income were both stronger than anticipated, demonstrating the value of our diversified revenue model.

[Jeff Norman, CFO at Extra Space Storage]

As expected, property taxes normalized in the quarter, returning to a growth rate of 1.6%. We expect taxes to be low again in the fourth quarter. That said, same-store expenses were still above our internal estimates driven by repairs and maintenance and marketing expense. We view marketing expense as a revenue driver and continue to see strong returns from our marketing dollars. Like discounts, marketing spend causes a short-term drag from an expense standpoint. However, we made the strategic decision to increase marketing spend to enhance long-term revenue growth. Our balance sheet remains exceptionally strong, providing significant financial flexibility to execute on strategic opportunities. We maintain a conservative capital structure with 95% of our interest rates being fixed, net of our bridge loan receivables. During the quarter, we recast our credit facility and added $1 billion in capacity to our revolving line of credit.

[Jeff Norman, CFO at Extra Space Storage]

Through the recast, we also reduced our revolving and term interest rate spreads by 10 basis points. We also executed an $800 million bond offering at a rate of less than 5%, which completed our 10-year debt maturity ladder. We are raising our full-year core FFO guidance to a range of $8.12 and $8.20 per share based on our year-to-date performance and updated fourth-quarter outlook. For same-store revenue, we are adjusting our forecast to a range of negative 25 basis points to positive 25 basis points growth for the full year, acknowledging that the positive impact from improving customer rates has not driven acceleration early enough in the year to reach the high end of our previous range.

[Jeff Norman, CFO at Extra Space Storage]

We are raising our same-store expense growth guidance to 4.5% to 5% due to our decision to invest in marketing to drive long-term revenue growth, while other expense categories will continue to normalize moving forward. Our updated guidance also incorporates higher interest income projections based on the strong performance of our bridge loan program, higher tenant insurance and management fees, and lower G&A as we continue optimizing operational efficiency across the platform. The self storage sector continues to demonstrate its resilience, with our business model proving its strength as market fundamentals gradually improve. Our geographically diversified portfolio of over 4,200 stores across 43 states provides significant protection against localized economic fluctuations. Our scale and data give us a significant operational advantage over other industry participants, and our high occupancy and positive rate momentum all position us well as we close out the year and head into 2026.With that, operator, let's open it up for questions.

[Operator]

Thank you. Ladies and gentlemen, we will now begin the question-and-answer session. Should you have a question, please press star one on your telephone keypad. You will hear a prompt that your hand has been raised. Should you wish to cancel your request, please press star two. If you're using a speakerphone, please lift the handset before pressing any keys. One moment, please, for your first question. Thank you. Your first question comes from the line of Michael Goldsmith from UBS. Please go ahead.

[Michael Goldsmith, US REITs Analyst at UBS]

Good afternoon. Thanks a lot for taking my question. First question, you're starting to see new customer rate growth, and it's well up above over last year. I guess, how long does that take to flow through the whole algorithm to start to benefit same-store revenue growth? Trying to understand kind of when we should start to see this. Drive that improved second derivative of same-store revenue growth. Thanks.

[Jeff Norman, CFO at Extra Space Storage]

Thanks for the question, Michael. In terms of specific timing, it depends, as you can imagine, on churn and other factors. I'm not able to pinpoint a time when you see that inflect specifically into revenue growth. What we can tell you is we're encouraged to see that go from slightly positive rates in May to over 1% in June, over 2% in July, and 3 to 4% in August. 3% for the quarter net of discounts is an encouraging trend for us. As we extend that into October, it's over 5% net of promotions. We continue to see that accelerating trend. As we get into 2026, we'll guide and give a little more detail about how that translates into revenue. The trend is encouraging.

[Michael Goldsmith, US REITs Analyst at UBS]

Got it. Thanks for that, Jeff. My follow-up question, it sounds like you've been using discounts and promotions to drive customers to the channel. Has that continued into October, and is the plan to continue to lean on that in the fourth quarter?

[Joseph Margolis, CEO at Extra Space Storage]

In the past several years, we have not used discounts as a tool very much, and that's why historically we've given one number for new customer rate growth because there really was almost no difference between the new customer rate growth before and after discounts. In the quarter, we've tried, in a continual effort that we always do to optimize long-term revenue, some different discounting strategies, particularly in states with states of emergency, to try to maximize performance in those states. It's proven to be a short-term headwind, although we believe long-term value creation. That's why we're now kind of giving two new customer rate numbers, gross and net of discounts, because there is a more meaningful difference between there, and we want to be fully transparent. How long and in what fashion we continue will depend on the results of the testing.

[Michael Goldsmith, US REITs Analyst at UBS]

Thank you very much. Good luck in the fourth quarter.

[Jeff Norman, CFO at Extra Space Storage]

Thanks, Michael.

[Operator]

Thank you. Your next question comes from the line of Jeff Spector from BofA Securities. Please go ahead.

[Jeffrey Spector, Managing Director, Head of US REITs at Bank of America]

Great. Thank you. Appreciate the details so far. Joe, maybe can you discuss a little bit more on your comment regarding the short-term headwind? Just to confirm, was there anything specific you can cite, whether it was a particular region, Extra Space Storage, legacy versus Life Storage? Is there anything that helps you or investors understand what exactly happened, maybe that was a bit worse than expected? We know it's something you'll consider, I guess, next year in the guidance. Thanks.

[Joseph Margolis, CEO at Extra Space Storage]

Yeah. I would say our efforts, our new efforts with discounting were focused first on states with states of emergency, so think Los Angeles and some other states, and then also some randomized stores to produce a good data set, if that's helpful.

[Jeff Norman, CFO at Extra Space Storage]

If I understood the spirit of your question, Jeff, I think you're wondering, is this sort of a permanent change versus something temporary? I'd view it as more temporary. We leaned into it in this quarter, and the headwind is felt primarily in the quarter.

[Jeffrey Spector, Managing Director, Head of US REITs at Bank of America]

Okay. Just to confirm, you're seeing normal seasonal patterns. It has nothing to do with seasonality.

[Jeff Norman, CFO at Extra Space Storage]

Correct. October has continued to play out pretty similar to September. We've mentioned we've actually accelerated rates further and still have healthy occupancy. It's at 93.4% today, so it continues to be a positive trend into October.

[Jeffrey Spector, Managing Director, Head of US REITs at Bank of America]

Great. Thank you.

[Jeff Norman, CFO at Extra Space Storage]

Thanks, Jeff.

[Operator]

Thank you. Your next question comes from the line of Caitlin Burrows from Goldman Sachs. Please go ahead.

[Caitlin Burrows, VP REITs Equity Research at Goldman Sachs]

Good morning. The prepared remarks talked about the $244 million portfolio acquisition. Wondering if you could give any detail on the initial and stabilized yields and how long you expect it will take to reach the stabilized yield and kind of what that upside is driven by.

[Joseph Margolis, CEO at Extra Space Storage]

Sure. Happy to, Caitlin. The portfolio is a mix of stabilized assets, and their stabilized assets are 78% occupied. We're happy to get our hands on them and prove the performance to our standards. There are stabilized stores, and then the balance of the stores are in different stages of lease-up, kind of from very beginning to close to completion of lease-up. The yield is a blend of different types of stores. That being said, the leverage yield, we're assuming $50 million of debt at 3.4%. The leverage yield is about 4.5% in year one and gets to the mid-7% by the end of or into year three.

[Caitlin Burrows, VP REITs Equity Research at Goldman Sachs]

Got it. Okay. Could you talk about what you've seen recently on the reasons for storage use and if there's been any changes?

[Joseph Margolis, CEO at Extra Space Storage]

No real changes than we've talked about for the last several quarters. When we look at moving customers, in the third quarter, we were at about 58%. That's up from mid-50% in the first and second quarter, but that's a seasonal increase. More people move in the third quarter than early in the year. I don't think it's an indication of any significant improvement in the housing market. Just as a data point, the peak was the third quarter of 2021 at 63%. In the third quarter of 2023, we're at 58%. You see the decline in the for-sale housing market there. That lack of demand has been partially taken up by customers who cite lack of space as a reason for storing, and they stay about twice as long. Their average stay is about 15 months versus 7.5 months for the moving customers. No real change in that dynamic.

[Caitlin Burrows, VP REITs Equity Research at Goldman Sachs]

Got it. Thanks.

[Jeff Norman, CFO at Extra Space Storage]

Thanks, Caitlin.

[Operator]

Thank you. Your next question comes from the line of Ronald Kamdem from Morgan Stanley. Please go ahead.

[Ronald Kamdem, Managing Director, Head of US REITs and CRE Research at Morgan Stanley]

Hey, just two quick ones. Just the corollary to sort of the discount conversation being increased. We take that as also sort of implying that maybe the marketing spend on sort of the web and all that is maybe incrementally less efficient as it was in the past. I guess the question is, has anything sort of changed in terms of those dollars on online being spent and the return you're getting on those? Thanks.

[Joseph Margolis, CEO at Extra Space Storage]

That's a really good question. We view marketing spend as an investment. We test every dollar we spend has to have a certain ROI or we're not going to spend it. We haven't seen any decline in that ROI, so we wouldn't tell you that our marketing spend is any less efficient. I think you can see the benefit of that spend in the rate growth that we've experienced. To answer your question without all the excess words, no, there's not been any diminution in effectiveness in marketing spend.

[Ronald Kamdem, Managing Director, Head of US REITs and CRE Research at Morgan Stanley]

Helpful. My follow-up is just on the expense side. Obviously, property taxes, it is what it is. This year seemed to be a little bit sort of outsized, right? You guys are running over 6% year to date on all expenses. Just any sort of comments as you're sort of flipping over the next couple of years, is there an opportunity for even more expense savings outside of property taxes, essentially? Thanks.

[Joseph Margolis, CEO at Extra Space Storage]

Sure. Let me just give some high-level comments on that, and then we can get into specific line items. We're in a very high-margin business, and we want to make sure that we invest in the properties in a way that maximizes long-term revenue. That means we want to invest in R&M to keep the properties up and of the condition that we want them to be because we know in the long term that chicken comes home to roost. Similarly, we want to invest in our people because we know that through testing and data, when you take store managers out of stores, it hurts you on the revenue side, it hurts you on the safety side, it hurts you on the catastrophic event side, and it hurts you on the cleanliness side.

[Joseph Margolis, CEO at Extra Space Storage]

We're going to try to be as efficient as we can without impacting the long-term value of our stores. We just talked about marketing. It's the same way; we look at it as an investment that has a return. Frankly, when we've had over 300 people choose us to manage their properties, even though we're more expensive, we know that our view of how to take care of stores and people is agreed to by most of the marketplace. That's our general philosophy. We want to be as efficient as we can. We don't want to spend money we don't have to, but we're going to take the long-term view and make sure we protect our revenue stream.

[Jeff Norman, CFO at Extra Space Storage]

Ron, maybe to hit a couple of the specifics around some of the expense line items, you mentioned property taxes. Last call, we talked about how it was a bit of the tail of two halves with property tax expense. We have lapped that comp, so you saw that drop significantly in the third quarter. As a reminder, a lot of that first half was driven by outside increases at the legacy Life Storage store that mark to market's taken place. It was at 1.6% in the quarter. We expect it to be low again in the fourth quarter. As we look at a few of the other line items, we know payroll and benefits stands out as being outsized relative to our norms. A lot of that's a comp from last year.

[Jeff Norman, CFO at Extra Space Storage]

If you look at the nine-month number, it's sub 3%, and that's more in line where we'd expect it to be in the full year, closer to that 3% inflationary level. Joe touched on our approach to marketing and R&M. We view those more as investments, and we'll make those investments as needed, knowing that there's a long-term return.

[Ronald Kamdem, Managing Director, Head of US REITs and CRE Research at Morgan Stanley]

Helpful. Thank you so much.

[Jeff Norman, CFO at Extra Space Storage]

Thanks, Ron.

[Operator]

Thank you. Your next question comes from the line of Todd Thomas from KeyBanc Capital Markets. Please go ahead.

[Todd Thomas, Managing Director and Senior Equity Research Analyst at KeyBanc Capital Markets]

Hi, thanks. I wanted to go back to the discounting strategy. Two questions. First, what exactly was the catalyst for offering these strategic discounts? Then second, you mentioned that this was tested or rolled out in some markets like Los Angeles where there are some state of emergency restrictions, but it seems like it was a drag on customer rate growth to the tune of about 300 basis points or half of the gross increase that you achieved. You talked about October, but are you expecting both net and gross customer rate growth to continue increasing moving forward?

[Joseph Margolis, CEO at Extra Space Storage]

We are always trying new pricing offerings and strategies based on the amount of data we have, the amount of stores we have, the amount of testing we can do. This isn't out of line with what other things we've done in the past to try to improve long-term performance, right? We're not running this company for the third quarter of 2025. We're trying to maximize long-term revenue.

[Jeff Norman, CFO at Extra Space Storage]

Todd, maybe to hit the second half of your question. We won't get ahead of ourselves in terms of forecasting rate growth because we're more focused just on revenue growth overall, and we're open to using any of the levers as needed. That said, based on what we've seen sequentially since May and into October, the increase in pricing power has been a trend.

[Todd Thomas, Managing Director and Senior Equity Research Analyst at KeyBanc Capital Markets]

Okay. In terms of the impact that the discounts had on overall portfolio rate growth in the quarter or move-in rent growth in the quarter, what % of the portfolio had you rolled out or were you testing this discounting strategy on? Just trying to get a sense of what the magnitude of these discounts were like and potentially, assuming you're pleased with the results and you roll this out more broadly across the portfolio, just trying to get a sense for the magnitude of these discounts.

[Jeff Norman, CFO at Extra Space Storage]

Yeah. Good question, Todd. I think we're reluctant to share a lot of detail about the specifics of the test because, frankly, we view this as a competitive advantage. In terms of trying to help quantify the magnitude maybe another way, we talked about gross rent growth to new customers of about 6% in the quarter and the net number being closer to 3%. For October, that has tightened significantly. It's gross improvement of a little over 6%, net improvement of a little over 5%. I guess it gives you a feel of sort of the more temporary nature of some of the testing and it being less of a drag thus far into the fourth quarter.

[Joseph Margolis, CEO at Extra Space Storage]

Todd, I also want to be clear. We're not saying that the sole reason we made a change to our revenue guidance was this discounting strategy. It's certainly a factor. I'll also say that it has been a little slower than we expected for the new rates to roll into the rent goal, right? That's not something we can predict perfectly. We do know it will happen over time, but it's hard to predict exactly when and how quickly that happens. I just want to be clear on that.

[Todd Thomas, Managing Director and Senior Equity Research Analyst at KeyBanc Capital Markets]

Okay, thank you.

[Operator]

Thank you. Your next question comes from the line of Eric Wolfe from Citi. Please go ahead.

[Eric Wolfe, Managing Partner at Wolfe Capital]

If I look at the last couple of years, you've had move-in rents down double digits at times. Obviously, improved a lot lately. If I look at the times when move-in rents were down the most or revenue per occupied foot wasn't down nearly as much, right? It was generally kind of just been flattish, right, over the last couple of years. I guess I'm trying to understand as move-in rents recover, why wouldn't the contribution from ECRIs come down, right? If the contribution went up over the last couple of years as you discounted more, as you discount less, why wouldn't that contribution from ECRIs just come down?

[Jeff Norman, CFO at Extra Space Storage]

Yeah. It's a great question, Eric. If you think through just the way that as we pull these levers and as rates flow into and out of the portfolio, it's a gradual process. The same way after three years of negative rates, we were still able to maintain relatively flat revenue growth by using all of our levers, it takes some time coming out as well and for that to inflect and re-accelerate on the other end. Specific to ECRI, generally, our approach has been very similar on a year-over-year basis. There's no meaningful difference, with perhaps the small exception being that we are following and abiding by state of emergency restrictions in some states that put a little bit of a cap or a little bit of a headwind on a year-over-year basis to ECRI. Maybe modestly less contribution, but outside of that, it's generally similar.

[Joseph Margolis, CEO at Extra Space Storage]

I would just add, importantly, that customers are accepting ECRI at the same rate as they have in the past. We don't see any greater reaction in terms of move-out from customers.

[Eric Wolfe, Managing Partner at Wolfe Capital]

Got it. The move-in rents not flowing through as quickly to the rent roll really isn't a function of ECRI specifically. That contribution's starting to come down. I guess the question is, what is causing that? Maybe it's just like some math problem that's tough to solve, but what would make the contribution from move-in rents be a bit less than expected?

[Jeff Norman, CFO at Extra Space Storage]

Yeah. The primary driver in the third quarter was slower churn. You'll notice that both our rentals and vacates were lower. It's just a little slower churn that we had modeled.

[Eric Wolfe, Managing Partner at Wolfe Capital]

Got it. Okay. Thank you.

[Jeff Norman, CFO at Extra Space Storage]

You bet. Thanks, Eric.

[Operator]

Thank you. Your next question comes from the line of Michael Griffin from Evercore ISI. Please go ahead.

[Michael Griffin, Director, Senior REIT Analyst at Evercore ISI]

Thanks. Maybe to follow up on Wolfe's question there, I'm curious, Joe, if you can give us a sense of, and I realize you're not going to give 2026 guidance, but where those move-in rates need to go before you start to adjust your ECRI program, right? I understand that y'all solve to maximize revenue, but it seems to me that as these move-in rents remain lower, you're going to have to make up for it on the ECRI upside. At what point, not to say that we reach an equilibrium, but that this regime of higher ECRIs to solve for revenue comes down somewhat?

[Joseph Margolis, CEO at Extra Space Storage]

Yeah. I look at it a little differently, right? Street rates, new customer rates are going up. That gives us more headroom to increase ECRIs to existing customers, right? We don't want to move existing customers up too far over street rate, right? It provides somewhat of a cap, a guide for us. As street rate goes up, that puts more and more of our customers into the eligible pool to receive an ECRI. One of the challenges over the past several years is as street rates decline, more and more of our customers were in the group that were ineligible for ECRIs. Now as that switches, that pattern should change.

[Michael Griffin, Director, Senior REIT Analyst at Evercore ISI]

Thanks, Joe. Appreciate the color there. Maybe just on the acquisition opportunity set, it seems like there are more transactions coming back into the market. You seem pretty constructive on this deal that part of it's closed and part you're expecting to close by year-end. Maybe give us a sense of the opportunity set within the transaction market. Are buyers and sellers more willing to come together on price? Is it interest rate stability? I guess what's the catalyst for maybe an incrementally positive outlook as it relates to acquisitions?

[Joseph Margolis, CEO at Extra Space Storage]

I'm not overly positive on the open market. I don't see cap rates at a level that, given our cost of capital, it's attractive for us to be the high bidder in the competitive bid. We've seen lots of deals that we've managed where we had first and sometimes last shot that we let go because we want to be disciplined and adhere to our cost of capital metrics. What I am encouraged and positive about in the future is our continued ability to create accretive deals through our relationships, like the one we just discussed, through our joint venture partners, which we've done several of, which were at very high yields this year. We have another one of those under discussion.

[Joseph Margolis, CEO at Extra Space Storage]

Through being creative and the vast industry relationships we have, having over 1,800 properties we manage gives us an awful lot of relationships that allow us to do transactions others can't.

[Jeff Norman, CFO at Extra Space Storage]

Yeah. Griff, I'd just add, being involved in the industry in all these ways allows us to hang around the hoop. Oftentimes, these acquisitions really are triggered by a life event for the seller or maybe a debt maturity or something else where it's not really a market function that's pushing them to sell. It's more of an event. We want to be close by when those events happen and have first shot.

[Joseph Margolis, CEO at Extra Space Storage]

I mean, another example is our bridge loan program where, to date, we've bought 22% by dollar volume of the collateral we've lent against. That provides somewhat of a proprietary acquisition pipeline for us too.

[Michael Griffin, Director, Senior REIT Analyst at Evercore ISI]

Great. That's it for me. Thanks for the time.

[Jeff Norman, CFO at Extra Space Storage]

Thanks, Griff.

[Operator]

Thank you. Your next question comes from the line of Juan Sanabria from BMO Capital Markets. Please go ahead.

[Juan Sanabria, Managing Director and Senior US Real Estate Analyst at BMO Capital Markets]

Good morning. If I'm beating a dead horse here, but on the discounting. I guess a two-part question. What's the strategy behind using it more aggressively in some of the rent restriction areas like Los Angeles? In October, you mentioned the gross versus net delta shrunk. Does that mean you're not discounting as much as you did in the third quarter? Why is that discount narrowing in October?

[Joseph Margolis, CEO at Extra Space Storage]

We are always looking for ways to maximize long-term revenue while complying with law. Substituting discounts for ECRIs is an effort to do that. Our use of the tool and how it evolves as we learn more will change over time. That is one reason you see a difference in October or will see a difference in October.

[Juan Sanabria, Managing Director and Senior US Real Estate Analyst at BMO Capital Markets]

Sorry. On the disposition, you know that there's a big kind of portfolio that you've put out there for market. Just curious if you could share any feedback on pricing in the market for those assets. You mentioned that on the acquisition side, cap rates aren't necessarily super attractive, so it probably means good demand on those Life Storage assets. Any color would be appreciated there.

[Joseph Margolis, CEO at Extra Space Storage]

Yeah. We'll provide more color when they close. We had bidders, we've selected a buyer, we're going through the process. I think it's very important for us as a company every year to look at our portfolio and, due to market concentrations or individual asset growth or capital requirements, try to consistently improve the portfolio by doing some dispositions. We're a little heavy historically this year because we're two years out from the Life Storage merger, and we have some Life Storage assets that we want to dispose of. I think we'll sell assets every year and just try to recycle the money into better long-term assets.

[Juan Sanabria, Managing Director and Senior US Real Estate Analyst at BMO Capital Markets]

Sorry, not to be greedy, but one very quick follow-up on the occupancy. I think you said October was 93.4%. Just what's the year-over-year delta on that?

[Jeff Norman, CFO at Extra Space Storage]

The year-over-year delta is about negative 40 basis points, Juan. I would look at that much more as a result of last year's comp. If you look at our same-store occupancy September to October, in 2024, it actually accelerated. Part of that was related to the Life Storage assets. That's about the time we unified everything under the Extra Space brand. We got aggressive with pricing and took a lot of occupancy at those stores. If you look at the sequential progress, 93.7% at the end of September, 93.4% in October, pretty similar to what we've experienced historically.

[Juan Sanabria, Managing Director and Senior US Real Estate Analyst at BMO Capital Markets]

Thank you. Sorry about that.

[Jeff Norman, CFO at Extra Space Storage]

No problem. Thanks, Juan.

[Operator]

Thank you. Your next question comes from the line of Ravi Vaidya from Mizuho. Please go ahead.

[Ravi Vaidya, Equity Research - REITs at Mizuho]

Hi there. Hope you guys are doing well. I wanted to ask about the bridge lending book. How do you expect the lower-rate environment to impact the growth of this part of your business? Do you expect maybe that some offers might take more traditional financing options, and would a greater proportion of the mezzanine lending turn into acquisitions from here on out?

[Joseph Margolis, CEO at Extra Space Storage]

I think a lower-rate environment will affect the bridge loan program if it loosens up the acquisition market. Many of our new bridge loan customers are folks who, if they could get the price they have in their head, would sell the asset, but they can't get it in the market today. They're looking for a bridge solution to get them to a future date when they could sell. I think there's some countercyclicality between the acquisition market and the bridge loan business. That's fine, right? That's one of the reasons we have all these different growth channels because in any one year, one could grow more than the other. We want to be doing what's best for our shareholders given current market and economic conditions.

[Jeff Norman, CFO at Extra Space Storage]

Yeah. One thought, Ravi, that I'd add to that as well is we've talked about we originate these loans in a mortgage mezzanine structure. As interest rate spreads as a whole tighten, the required spread of our A-note buyers also tightens. In terms of kind of the relative spread that we can bring in, we have some flexibility there, especially to the extent that we're holding mezz notes to optimize those yields.

[Ravi Vaidya, Equity Research - REITs at Mizuho]

Got it. Thank you.

[Jeff Norman, CFO at Extra Space Storage]

Yeah, thanks, Ravi.

[Joseph Margolis, CEO at Extra Space Storage]

Sure. Thank you.

[Operator]

Thank you. Your next question comes from the line of Nick Yulico from Scotiabank. Please go ahead.

[Nicholas Yulico, Managing Director, US REITs Research at Scotiabank]

Thanks. I'm trying to just piece together this quarter versus last quarter, some of the comments on occupancy and pricing. Last quarter, you guys felt good about occupancy, felt good about pricing. You hit an ending occupancy number, which was the highest you had in several years. For whatever reason, this quarter, it felt like you were pushing pricing, and then you didn't get what you wanted. You had some discounts you offered. I guess you did that in relation to, I don't know, some worries about occupancy or move-in volume coming in through the front door. Is that the right way to look at this?

[Joseph Margolis, CEO at Extra Space Storage]

Yeah. I respectfully think it's not. I think that we don't solve for occupancy. We don't get worked up if occupancy is 20 or 30 bps higher or lower. We don't solve for rate either. We solve for long-term revenue. In some instances, if that's going to be a little higher rate and lower occupancy or a little lower rate and higher occupancy, we're ambivalent. We just want the highest long-term revenue. The discounting strategy was not a reaction to any type of occupancy number. It was more thinking about how we see more and more of these state of emergency restrictions. How can we change our pricing structure to maximize revenue as these things come up across the country?

[Nicholas Yulico, Managing Director, US REITs Research at Scotiabank]

Okay. I guess the issue here is that it kind of feels like you guys have higher occupancy than the industry. You can see that in various ways. Presumably, you guys took some market share over the last couple of years as you went to this discounted pricing on the front-end strategy. I'm just wondering if the issue here now is that the rest of the industry just doesn't have as high occupancy. If you guys are trying to push rate, how do you deal with the rest of the industry and what they're going to do? I'm just wondering if that is something that played out this quarter again, where you guys seem like you're in a little bit better position to be pushing rate than the industry, and then you hit a wall. The problem is that the rest of the industry isn't at the same sort of starting point as you guys right now in occupancy.

[Jeff Norman, CFO at Extra Space Storage]

Yeah. Appreciate the question, Nick. I would say I don't think we've hit a wall, right? We continue to see rates accelerate through the quarter and beyond and continue to be pleased with the occupancy level. I think this is a fragmented enough industry that while we kind of think of the industry as maybe being the large public operators and we're comparing and contrasting 10 basis points here and there, I think holistically, we look at this as we've had negative rates as an industry for a long time. Despite that, we've been able to maintain flattish revenue growth for the last couple of years. Now, as new supply moderates and as we maintain those high occupancy levels, we've been able to push rate, and we keep seeing it going. As Joe mentioned, we're always testing things. The beauty of it is we have a large enough portfolio.

[Jeff Norman, CFO at Extra Space Storage]

We don't really have to guess. We can run tests and see what the winning strategies are and what is resulting in stronger revenue outcomes. I think we're pretty comfortable that the data is telling us how to maximize revenue.

[Joseph Margolis, CEO at Extra Space Storage]

is easier to push rates when you have higher occupancies. As long as our customer acquisition platform can fill the funnel, which they can, we will do much better with rates at higher occupancy than lower occupancy.

[Nicholas Yulico, Managing Director, US REITs Research at Scotiabank]

All right. Thanks, guys.

[Jeff Norman, CFO at Extra Space Storage]

Thanks, Nick.

[Operator]

Thank you. Your next question comes from the line of Spencer Glimcher from Green Street. Please go ahead.

[Spencer Allaway, Managing Director and Equity Research Analyst at Green Street]

Thank you. Just going back to the dispositions, is there anything you can share on the 24 assets being sold just in terms of geography or rent levels just relative to the portfolio average? As you continue to call the portfolio, as you mentioned, are there many more Life Storage assets that you would say fit the disposition criteria, perhaps due to a lack of market concentration, just not being as efficient to operate?

[Joseph Margolis, CEO at Extra Space Storage]

The existing portfolio has a concentration in Florida and the Gulf Coast. I would say there certainly are more Life Storage assets, but there's not. I think this is the big chunk. I don't think we'll do another 22-property portfolio.

[Spencer Allaway, Managing Director and Equity Research Analyst at Green Street]

Okay. Anything you can share on how those assets' rent levels compare to the portfolio average?

[Joseph Margolis, CEO at Extra Space Storage]

They're lower.

[Spencer Allaway, Managing Director and Equity Research Analyst at Green Street]

Okay. Thank you. Maybe the second question here. Can you just remind us what your on-site personnel looks like today for your properties and then as well as regional managers? How many assets are these employees overseeing on average? Are you comfortable with this headcount for the near term?

[Joseph Margolis, CEO at Extra Space Storage]

We're at about 1.4 full-time employees per store. It obviously varies. 100,000 square feet in Manhattan is going to be staffed more heavily than 45,000 square feet outside of Lexington, Kentucky. We're continuing to use technology and testing to try to get more efficient, right? Some of it is when you have a cluster of stores, how can you staff efficiently without having every store staffed at a full-time basis? Other testing, that frankly isn't unique in the industry. I think everyone is doing it. At the end of the day, we want to meet the customer how the customer wants to meet us. A little more than 30% of the customers still walk into the store wanting to talk to a store manager. They all have phones. They all have computers. They can do a full transaction with us if they choose online.

[Joseph Margolis, CEO at Extra Space Storage]

They choose to go to the store for a reason. They want to see how clean it is. They don't really know what a 10 by 10 is. They have some questions on the store. If you take the store manager out and force them to choose to scan the QR code or force them to call up someone on the phone, some of them will do that, but some of them will turn around and go across the street to a competitor. As long as we have customers who are choosing to walk into the store, we will make sure we have a store manager there. If we cut expenses by 15% and lose one rental a month at our average rate, that's negative 2.5% NOI experience. We're going to protect that revenue line item very carefully while still being smart on the expense side.

[Spencer Allaway, Managing Director and Equity Research Analyst at Green Street]

Great. That's really helpful, color. Thank you.

[Joseph Margolis, CEO at Extra Space Storage]

Sure. Thank you.

[Operator]

Thank you. Your next question comes from the line of Mike Mueller from JP Morgan. Please go ahead.

[Mike Mueller, Senior Equity Research Analyst at JPMorgan]

Yeah. Hi. Just a general question here on acquisitions. Just curious, when you buy something that's not stabilized or actually something that is stabilized even, how much can you typically raise the going-in yield just from taking the assets, putting them on the platform, and kind of getting the expense efficiencies? I'm just thinking about that. What's the low-hanging fruit in terms of going from an initial yield up to a stabilized yield that obviously has some additional revenue impact in it?

[Joseph Margolis, CEO at Extra Space Storage]

Yeah. It's a really good question, and it varies widely. If we're buying a store that's already on our management platform, either because we have a bridge loan on it or it's our management platform, then we've already optimized NOI, and it's much more of a core purchase. We'll try to do a lot of those with joint venture partners to enhance the yield. If we're buying something that's managed by a third-party operator, it varies widely because the quality of the third-party operators vary widely. Some are very good, and some are not as good. It's not uncommon for us to see 150 basis points or more increase in NOI once we can get it on our platform.

[Mike Mueller, Senior Equity Research Analyst at JPMorgan]

Got it. Okay. I appreciate it. Thank you.

[Jeff Norman, CFO at Extra Space Storage]

Thanks, Mike.

[Operator]

Thank you. Your next question comes from the line of Omotayo Okusanya from Deutsche Bank. Please go ahead.

[Omotayo Okusanya, Managing Director, Head of US REITs Research at Deutsche Bank]

Yes. Good morning out there. The repairs and maintenance during the quarter, and the elevation in that number, is that like a broad-based R&M across the entire portfolio? Was it more concentrated on the Life Storage portfolio because there was kind of maybe some deferred maintenance still associated with that portfolio? How do you just kind of think about going forward with the outlook for R&M?

[Jeff Norman, CFO at Extra Space Storage]

Yeah. Thanks for the question. Yes, some of that outsized growth is driven specifically by the legacy Life Storage properties. Again, we expect that to normalize. We had some catch-up to do on those properties, but you start seeing that normalize. All in all, as Joe had mentioned, we want to take care of the properties. In general, we're going to make sure that we're doing whatever we need to do to protect those assets. Yes, a little bit of an outsized contribution from the Life Storage stores.

[Omotayo Okusanya, Managing Director, Head of US REITs Research at Deutsche Bank]

That's helpful. On the bridge loan program side of things, could you just talk a little bit about what you're still seeing out there, ability to put money to work, and at what yields?

[Joseph Margolis, CEO at Extra Space Storage]

We had a very active year last year. I think we did $880 million of originations. A lot of that was new development stores that needed to pay off their construction loan and want a bridge to stabilization. That business has gone fairly quiet as the amount of new stores being delivered is going down, which is overall a good thing. That's been replaced somewhat by folks who need to buy out an equity partner because things are going slower than usual or wanted to sell, as I said earlier, and can't. We've done, through three quarters, a little over $330 million worth of originations, so we're on a good pace for that. The pricing of loans we have on our books, the A notes average about 7.6%. The mezzanine notes are about 11.3%. Over time, we would like to keep our on-balance sheet balances fairly steady. It will go up and down slightly quarter to quarter, but change the mix to have more B notes and fewer A notes on balance sheet.

[Omotayo Okusanya, Managing Director, Head of US REITs Research at Deutsche Bank]

Thank you.

[Joseph Margolis, CEO at Extra Space Storage]

Sure. Thank you.

[Operator]

Thank you. There are no further questions at this time. I will now hand the call back to Mr. Joe Margolis for any closing remarks.

[Joseph Margolis, CEO at Extra Space Storage]

Great. Thank you very much. Thank you, everyone, for your time and interest in Extra Space Storage. I just want to reiterate that we're positive about the future. Our rent rate trends are positive and improving every quarter. Supply continues to go down. Our ancillary businesses are growing and help bridge the gap while the time it takes for these new higher rates to flow through. The rent will take time. We're really encouraged about going into 2026 and are excited for better things tomorrow. Thank you again for your interest.

[Operator]

Thank you. This concludes today's call. Thank you for participating. You may all disconnect.

Participants

Executives

• Jeff Norman, CFO
• Jared Conley, VP Investor Relations
• Joseph Margolis, CEO

Analysts

• Spencer Allaway, Managing Director and Equity Research Analyst at Green Street
• Todd Thomas, Managing Director and Senior Equity Research Analyst at KeyBanc Capital Markets
• Mike Mueller, Senior Equity Research Analyst at JPMorgan
• Omotayo Okusanya, Managing Director, Head of US REITs Research at Deutsche Bank
• Eric Wolfe, Managing Partner at Wolfe Capital
• Michael Griffin, Director, Senior REIT Analyst at Evercore ISI
• Nicholas Yulico, Managing Director, US REITs Research at Scotiabank
• Juan Sanabria, Managing Director and Senior US Real Estate Analyst at BMO Capital Markets
• Jeffrey Spector, Managing Director, Head of US REITs at Bank of America
• Ravi Vaidya, Equity Research - REITs at Mizuho
• Michael Goldsmith, US REITs Analyst at UBS
• Caitlin Burrows, VP REITs Equity Research at Goldman Sachs
• Ronald Kamdem, Managing Director, Head of US REITs and CRE Research at Morgan Stanley