Invitation Home Q4 2024 Earnings Report

Invitation Home EPS Results

• Actual EPS: $0.47
• Consensus EPS: $0.47
• Beat/Miss: Met Expectations
• One Year Ago EPS: N/A

Invitation Home Revenue Results

• Actual Revenue: $659.13 million
• Expected Revenue: $658.71 million
• Beat/Miss: Beat by +$425.00 thousand
• YoY Revenue Growth: N/A

Invitation Home Announcement Details

• Quarter: Q4 2024
• Date: 2/26/2025
• Time: After Market Closes
• Conference Call Date: Thursday, February 27, 2025
• Conference Call Time: 11:00AM ET

Invitation Home (NYSE:INVH)s (NYSE: INVH) is a real estate investment trust that specializes in the ownership, operation and leasing of single-family rental homes across the United States. The company focuses on acquiring suburban and urban-adjacent single-family residences and managing them as rental properties for households seeking professionally managed, long-term housing alternatives to traditional homeownership or multifamily rentals.

Operationally, Invitation Homes is involved in the full lifecycle of the single-family rental business: sourcing and acquiring homes, performing renovations and ongoing maintenance, marketing and leasing properties, and providing property management and resident services. The company emphasizes scale and standardized processes to deliver consistent resident experiences, including digital leasing and customer service platforms, preventative and responsive maintenance programs, and coordinated repair and renovation workflows.

Invitation Homes was formed in the early 2010s and later completed an initial public offering. Headquartered in Dallas, Texas, the REIT concentrates its portfolio in high-demand U.S. markets where demographic and economic factors support rental housing demand. The company operates under a corporate governance structure led by an executive management team and board of directors responsible for strategic growth, capital allocation and portfolio management.

As a sector participant, Invitation Homes aims to benefit from long-term housing trends that support professionally managed single-family rentals, including household formation and relocation patterns. Its business model centers on acquiring and operating a geographically diversified portfolio, improving operational efficiency through technology and scale, and pursuing accretive acquisitions and asset management initiatives to enhance portfolio performance over time.

Invitation Home Q4 2024 Earnings Call Transcript

Key Takeaways

• Invitation Homes delivered 6.4% core FFO per share and 6.7% AFFO per share growth in 2024, driven by an 80% renewal rate, 38-month average length of stay and a same-store NOI margin above 68%.
• Third-party and joint venture management homes grew 6.5× to over 25,000 units, and this capital-light business is expected to add about $0.02 per share to 2025 earnings.
• Through innovative builder partnerships, the company added over 1,800 newly constructed homes in 2024 and has more than 2,000 homes under development, broadening its build-to-rent model beyond traditional acquisitions.
• For 2025, Invitation Homes is guiding to mid-3% same-store blended rent growth, ~96.5% average occupancy, core FFO of $1.88–$1.94 per share, AFFO of $1.58–$1.64 per share and 1–3% same-store NOI growth, while remaining vigilant on supply, mortgage rates and tariffs.
• The company ended 2024 with approximately $1.4 billion of liquidity, a net debt/adjusted EBITDA ratio of 5.3x, over 83% unsecured debt and 90% unencumbered homes, supporting disciplined capital recycling into growth investments.

Presentation

[Operator]

As a reminder, this conference is being recorded. At this time, I would like to turn the conference over to Scott McLaughlin, Senior Vice President of Investor Relations. Please go ahead.

[Scott McLaughlin, Senior VP at Invitation Homes]

Greetings and welcome. I'm here today from Invitation Homes with Dallas Tanner, Chief Executive Officer, Charles Young, President and Chief Operating Officer, Jon Olsen, Chief Financial Officer, and Scott Eisen, Chief Investment Officer. Following our prepared remarks, we'll conduct a question-and-answer session with our covering sell-side analysts. During today's call, we may reference our fourth quarter 2024 earnings release and supplemental information. This document was issued yesterday after the market closed and is available on the Investor Relations section of our website at www.invh.com. Certain statements we make during this call may include forward-looking statements relating to the future performance of our business, financial results, liquidity and capital resources, and other non-historical statements, which are subject to risks and uncertainties that could cause actual outcomes or results to differ materially from those indicated.

[Scott McLaughlin, Senior VP at Invitation Homes]

We describe some of these risks and uncertainties in our 2023 annual report on Form 10-K and other filings we make with the SEC from time to time. Except to the extent otherwise required by law, Invitation Homes does not update forward-looking statements and expressly disclaims any obligation to do so. We may also discuss certain non-GAAP financial measures during the call. You can find additional information regarding these non-GAAP measures, including reconciliations to the most comparable GAAP measures, in yesterday's earnings release. With that, I'll now turn the call over to Dallas Tanner, our Chief Executive Officer.

[Dallas Tanner, CEO at Invitation Homes]

Good morning, everyone, and thank you for joining us today. I'm pleased to report that Invitation Homes delivered another strong quarter of operational and financial results to close out 2024. Our full-year results demonstrated solid execution across our platform, including Core FFO per share growth of 6.4% and AFFO per share growth of 6.7%. I extend my thanks to our dedicated teams and for the continued loyalty of our residents. On the latter point, we're proud that our residents continue to choose Invitation Homes for the long term. During the fourth quarter, average length of stay was approximately 38 months. We also achieved a renewal rate of 80%, with same-store rental rate growth on renewals of 4.2% year over year. We believe this underscores the value proposition that our industry and our platform offer, and the strong relationships we're able to maintain with our residents over time.

[Dallas Tanner, CEO at Invitation Homes]

It's also a testament to the continued demand for high-quality homes in desirable neighborhoods located in some of the fastest-growing areas of the country, and delivered with our trademark genuine care. During 2024, we emerged as the professional manager of choice for partners seeking premium service and performance. We grew our JV and third-party managed home count by more than six and a half times last year to over 25,000 homes. We expect this business to continue to have opportunities to grow in the future. At the same time, we further optimized our wholly-owned portfolio, recycling capital from older assets into newly constructed, growth-enhancing investments. This was possible in part through our innovative builder partnerships, helping us welcome over 1,800 individuals and families into newly built homes during 2024.

[Dallas Tanner, CEO at Invitation Homes]

In the meantime, our pipeline remains robust, with more than 2,000 homes under development by our home builder partners at the start of this year. Since we launched our home builder partnerships nearly four years ago, we have continued to broaden and refine the traditional build-to-rent model. In doing so, we've moved beyond the binary view of either on-balance sheet development or completed home purchases. Rather, our unique broad-spectrum approach considers everything from early-stage builder partnerships to the acquisition of stabilized communities. As the market has further evolved and our approach has become more sophisticated, we're continuing to evaluate new opportunities and structures to strengthen our growth profile by thinking outside of the traditional SFR box. Combined, our strategic growth initiatives allow us to enhance our scale and density within our core markets, and potentially expand our existing footprint by evaluating new markets with attractive growth profiles.

[Dallas Tanner, CEO at Invitation Homes]

As we've learned, improved scale and density support better OPEX and CAPEX management across the entire portfolio, setting the stage for overall margin expansion. In that regard, our same-store NOI margin returned to over 68% last year, and we believe we can continue to see improvement as we further execute on our growth and efficiency objectives. Turning now to current market conditions. Last summer, we were among the first to call out the moderating impact that new home deliveries were having in some of our markets. We continue to work through this and are seeing some early signs of improvement.

[Dallas Tanner, CEO at Invitation Homes]

At the same time, we are taking a measured approach with our initial expectations for 2025 and remaining vigilant as we seek better clarity throughout the year, including with regard to new supply for the year ahead, the impact of potential tariffs, and the chance for prolonged higher mortgage rates, and the effect that builder-spec inventory and buyer incentives may have on the market. Nevertheless, we believe the tailwinds for our business remain supported by the demographics. As a reminder, there are 46 million American households who lease their primary residence, and among those, nearly one in three choose to lease a single-family home. With our average resident age of 38 years old, this includes many millennials and young families who desire the flexibility and convenience of leasing a single-family home.

[Dallas Tanner, CEO at Invitation Homes]

It also includes those who appreciate the compelling value of leasing, with the average cost of leasing a single-family home nearly $1,100 a month cheaper than owning in our markets, according to John Burns' research. As we look ahead, we remain confident in our ability to capitalize on opportunities while maintaining a disciplined approach to capital allocation. With our dedicated teams, strategic approach to external growth, and operational excellence, we believe we are well-positioned to create value for our stakeholders while delivering on our mission to provide high-quality homes and superior service to our residents. Charles, over to you.

[Charles Young, President and COO at Invitation Homes]

Thank you, Dallas. I'm proud to begin by highlighting our team's outstanding response to the recent wildfires in Los Angeles. Our local team showcased the very best of Invitation Homes, demonstrating extraordinary dedication and caring for our residents.

[Charles Young, President and COO at Invitation Homes]

We lost only two homes to the fires, which was thanks in part to the scattered nature of our portfolio that provides a built-in risk mitigant. Yet, the more important victory was ensuring all of our residents and associates remain safe, and I extend my deepest gratitude to our LA-based team, first responders, and all those who worked tirelessly during this challenging time. Moving on now to same-store results, I'm happy to report strong fourth-quarter performance with NOI growth of 4.7% year over year. This result was driven by core revenue growth of 2.7% and a 1.5% reduction in core operating expenses, demonstrating our continued focus on operational efficiency. For the full year 2024, we delivered NOI growth of 4.6% based on core revenue growth of 4.3% and core operating expense growth of 3.7%.

[Charles Young, President and COO at Invitation Homes]

Notably, our property tax expense growth of 5.8% year over year was in line with our latest expectations and brought a welcome return to a more normal growth rate following two years of larger increases. Overall, our results underscore our differentiated performance within the residential REIT sector that we believe our resident-focused approach helps to provide. During 2024, that included annual turnover of just 22.6%, average length of stay of approximately 38 months, same-store average occupancy above 97%, and a full-year blended rent growth of 3.9%. Turning now to our leasing performance. For the fourth quarter, we achieved same-store blended rent growth of 2.3% year over year based on a 4.2% renewal rate growth and a negative 2.2% new lease rate growth. As Dallas mentioned earlier, we've seen a healthy improvement in same-store leasing as we moved into 2025 and more recently kicked off our spring leasing season.

[Charles Young, President and COO at Invitation Homes]

As we would expect this time of year, new lease rent growth has re-accelerated and was positive here in February, while renewal rent growth has remained strong in the mid-5s for the past couple of months. Quarter to date, including January and preliminary February results, average occupancy rose to 97%, and blended lease rate growth climbed to 3.5%. While Jon will discuss more details of our 2025 guidance with you in a moment, I'd like to share some color around our leasing expectations for the year. We anticipate our same-store new lease rate growth will continue to accelerate through April or May, with renewals and average occupancy moderating somewhat as we enter the summer months, before improving again towards the last few months of the year.

[Charles Young, President and COO at Invitation Homes]

Overall, we expect full-year same-store blended rent growth in the mid-3s and average occupancy of 96.5% at the midpoint, effectively finalizing our return to our more normal pre-pandemic levels. Before I close, I'd like to take a moment to congratulate Tim Lobner on his promotion to Chief Operating Officer. Tim joined Invitation Homes shortly after it was founded in 2012, most recently serving as Executive Vice President and Head of Field Operations. Many of you have met Tim at recent investor conferences and know he's a seasoned leader with unmatched talent for customer care, operations management, and efficiency. Following Tim's promotion to COO next week, I'll remain in my role as President, allowing me to focus even more on our strategic plans for growth.

[Charles Young, President and COO at Invitation Homes]

Together with Tim and the entire leadership team, we're excited for the year ahead, with great appreciation for our outstanding associates in the field who remain focused on leasing execution, disciplined cost management, and providing the exceptional service that our residents expect. This is truly fundamental to our success in the achievement of our goals. Thank you for bringing your best every day. With that, I'll turn it over to Jon to discuss our financial results in more detail.

[Jon Olsen, EVP and CFO at Invitation Homes]

Thanks, Charles. Today, I'll cover the following three topics. First, an update on our balance sheet and liquidity. Second, our fourth quarter and full year 2024 financial results. And third, the introduction of our 2025 guidance and assumptions. I'll start with our balance sheet. At year-end 2024, we had a robust liquidity position of nearly $1.4 billion, comprised of unrestricted cash on the balance sheet and undrawn revolver capacity. Our year-end net debt-to-Adjusted EBITDA ratio was 5.3 times, just below our targeted range of 5.5-6 times. Over the last several years, we've made substantial progress in optimizing our debt structure. Today, over 83% of our total debt is unsecured, nearly 90% of our wholly-owned homes are unencumbered, and over 91% of our total debt is either fixed rate or swapped to fixed rate.

[Jon Olsen, EVP and CFO at Invitation Homes]

I'm also pleased to note enhanced transparency regarding our swap book through a new addition to our supplemental, which is posted to the investor relations section of our website. Our new Schedule 2D provides detail around our active swaps as of year-end, as well as forward-starting swaps through 2026, along with our swaps' weighted average strike rates. We believe our swap book positions us well for the foreseeable future, with the vast majority of our floating rate debt locked in at attractive fixed rates for the next several years. Next, I'll cover our fourth quarter results. Total revenues grew 5.6% to $659 million in the fourth quarter, and property operating costs were slightly lower year over year at $228 million, a testament to our team's cost controls.

[Jon Olsen, EVP and CFO at Invitation Homes]

This translated into strong year-over-year growth in our fourth quarter results, with Core FFO per share up 5.9% and AFFO per share up 8.9%. For the full year 2024, we delivered 6.4% Core FFO growth per share and 6.7% AFFO growth per share. Looking ahead now to 2025, we've introduced our full-year guidance ranges, with Core FFO in a range of $1.88-$1.94 per share, AFFO between $1.58 and $1.64 per share, and same-store NOI growth in a range of 1%-3%. Our guidance also anticipates $600 million in wholly-owned acquisitions at the midpoint, primarily funded through dispositions of $500 million at the midpoint. The complete details of our 2025 guidance and Core FFO bridge from 2024 to our 2025 guidance midpoint are available in last night's release.

[Jon Olsen, EVP and CFO at Invitation Homes]

In summary, we enter 2025 in a very healthy financial position, with a strong balance sheet, compelling operating metrics, and a clear strategic vision focused on growth. Our strong liquidity position and largely unencumbered asset base provide us with tremendous flexibility to pursue compelling growth opportunities while maintaining our disciplined approach to capital allocation. More than ever, we're focused on providing genuine care to our residents and delivering superior value for our shareholders. Operator, we're now ready to open the line for questions.

[Operator]

We will now begin our question-and-answer session. To ask a question, please press star, then one on your touchpad and keypad. To withdraw your question, please press star, then two. If you are using a speakerphone, please pick up your handset before pressing the keys. In the interest of time, we ask that participants limit themselves to one question and then requeue by pressing star one to ask a follow-up question. One moment, please, while we poll for questions. The first question comes from Eric Wolfe with Citigroup. Please go ahead.

[Eric Wolfe, Director at Citi]

Hey, thanks. I think you said that your blended spreads were already in the mid-3s in February, so I was just curious why you're not expecting that to accelerate a bit further since I think your guidance is based on a similar level throughout the year, and I think Dallas also mentioned that you were taking sort of a cautious approach to guidance, so I don't know if that's sort of what you meant by that or was referring to something else. Thanks.

[Jon Olsen, EVP and CFO at Invitation Homes]

Yeah, thanks, Eric. We are anticipating blended rent growth for 2025 in the mid-3s. So, as you recall, the typical seasonal curve is we see acceleration in new lease rate growth here in the first part of the year. As turnover picks up in the summer months, we see a little bit of a step back, and then sort of in the back part of the year, some moderation, potentially some re-acceleration. We do feel good that we've seen acceleration each month since December, and I think overall, we're just trying to take a very measured approach to 2025. The reality is there are some supply pressures. There is some supply out there that needs to be absorbed. We anticipate that the absorption of that supply will have a flow-through impact on occupancy. So, as you saw, midpoint of our range is 96.5%.

[Jon Olsen, EVP and CFO at Invitation Homes]

That assumes that turnover for 2025 is generally similar to 2024, maybe a skosh higher, but that the biggest impact on occupancy comes from slightly longer days on market as we go out and try to achieve the best rate growth we can.

[Operator]

Your next question comes from the line of Michael Goldsmith with UBS. Please go ahead.

[Michael Goldsmith, U.S. REITs Analyst at UBS]

Good morning. Thanks a lot for taking my question. Dallas, in your opening remarks, you talked about how new home deliveries were impacting last year, but you're starting to see some early signs of improvement. So, can you walk us through what you're seeing right now and then also what you're expecting from the new home deliveries through 2025? Thank you.

[Jon Olsen, EVP and CFO at Invitation Homes]

Yeah, hey, great question. To double-click on something that Jon said, we're certainly seeing some re-acceleration as we head into the spring leasing season. We've seen supply start to moderate coming off sort of peaks last summer, as we called out when we started to see some of these real supply pressures coming into the market. Now, there is some variability among markets. We'd expect that there's still some pressures in Florida and Phoenix and some of those markets that had sort of easier barrier to entry in terms of new development, with a lot of the starts in 2020 and 2021 sort of feeding into the system. We're optimistic as we pay attention to both deliveries and starts that this number probably most likely continues to get better for us.

[Jon Olsen, EVP and CFO at Invitation Homes]

But we've even listened to some of our counterparts with the public homebuilders and some of their calls, as well as our discussion with regionals, that we would just expect that there may be a bit more of spec inventory as mortgage rates stay elevated. Now, all this is slight headwinds for new lease, but it's terrific for our renewals business. So, we'll continue to anchor on the renewal side of the house, which has been close to 80% of our leasing volume for last year, and be as aggressive as we can on rate on the new lease side. Sort of have to take what the market's giving us, but the skies are a little bit more clear now than they were, say, last summer.

[Operator]

Your next question comes from the line of Daniel Tricarico with Scotiabank. Please go ahead.

[Daniel Tricarico, Associate Director and Research Analyst at Scotiabank]

Hey, good morning. For either Dallas or Scott, I wanted to ask about your West Coast markets. First, have you seen any increase in activity in SoCal since the fires earlier in the year? And is there any incremental impact from that on your guidance that you can quantify? And second, with the West Coast being you're seeing stronger growth today, there seems to be an increasing confidence in the demand recovery out there as well, potentially better business backdrop too, so have you reevaluated being a net seller? Thanks.

[Charles Young, President and COO at Invitation Homes]

So, this is Charles. I'll take it. In terms of your initial question around the impact on guidance for SoCal, really no material impact. If you look at our NorCal and SoCal markets, we run really high occupancy. The fires are very unfortunate, but for us, we only had two homes that were lost. You got to remember our book is a little further away from where the fires were located. And at the time when we were running high 97% occupancy in SoCal, there were only 50 homes that were available on the market at the time. And so, while yeah, there was a little bit more demand, it didn't really have a huge impact on how we're running. That book generally runs at a high occupancy because there's a lack of supply in that market.

[Charles Young, President and COO at Invitation Homes]

We're also doing really well on rate there on both the new lease and the renewal side. So, it's been really solid. I don't know if you want to discuss Dallas going into the dispositions.

[Jon Olsen, EVP and CFO at Invitation Homes]

Look, it's a really great question on how to think about accretively recycling capital. Scott and I spend a lot of time looking at ways to create, call it highest and best use cost of capital for the company. We've certainly had a successful year in 2024 selling roughly, call it 1,500 homes on balance sheet for proceeds of around $600 million. Those are typically sort of priced around a four cap in today's market. Scott's done a nice job of accretively reinvesting that capital closer to a six.

[Jon Olsen, EVP and CFO at Invitation Homes]

I think as you think about Southern California specifically to your question, there will likely always be opportunities for us to continue to refine that portfolio, but it's really at our discretion based on a total return model as we look at the higher expected rents that Charles just talked about in a business that's pretty automatic in terms of our expectations around renewals and new lease and weighing that out with where we see sort of appetite on a risk-adjusted basis. For us, we're a total return investor. It's important to remember that we don't look at things in just a binary bubble all the time, either on yield or on total value, but we're looking to accretively kind of grab both over time and distance.

[Operator]

Your next question comes from the line of Jana Galan with Bank of America. Please go ahead.

[Jana Galan, Director at Bank of America]

Thank you. Good morning. I was hoping if we could, Dallas, following up on that, talk a little bit more about the capital allocation and the transaction market, kind of what you're seeing right now. Is it primarily portfolios or BTR communities, or is there a little bit more of an opportunity in kind of like the one-off MLS sales?

[Dallas Tanner, CEO at Invitation Homes]

This is Dallas. Let me take the first part of this and ask Scott to provide some color. From a high level, we're absolutely focused on bringing more and more new product into the portfolio through these builder partnerships and structures that we're seeing candidly evolve and get better and even create ways for us on a risk-adjusted basis to have less capital out the door early, but to lock ourselves into some really good opportunities over time. You'll see that even in the fourth quarter, we backed off of a few opportunities because we felt some market dynamic shifting, and that was at basically little to no risk to the company. We love the fact that we're kind of asset light in this model, but driving towards, call it untrended sixes.

[Dallas Tanner, CEO at Invitation Homes]

I'll ask Scott to provide more color on what he's seeing on the ground right now between sort of stabilized transactions, bulk, and what really is a nothing market in terms of one-off acquisitions.

[Scott Eisen, EVP and CIO at Invitation Homes]

Yeah, and obviously in terms of where we are sourcing deal flow right now, as Dallas said, we're not really seeing very much on the single asset MLS market. We absolutely are evaluating bulk portfolios. We have obviously institutional sellers with whom we've engaged. Obviously, in terms of where we see that market, we've seen some opportunities on small scale to buy small pieces of bulk portfolios, but we absolutely are seeing deal flow there. We've actually seen a very nice deal flow of kind of end of month or end of quarter tapes from the builders in terms of opportunities. I think we see some yield there that we like, albeit the hit rate is obviously very low on a percentage win basis, but in selective areas and selective communities, we've seen opportunity. We're absolutely seeing deal flow in terms of stabilized BTR communities.

[Scott Eisen, EVP and CIO at Invitation Homes]

We're being very selective in terms of locations and yields that we're targeting, but we're definitely seeing institutional sellers and financial sponsors who built product in the 2021 timeframe that want to get liquidity. And then we continue to engage in strategic dialogue with our national builder partners in terms of targeting and executing forward purchase build projects. As Dallas said, we've got about 2,000 in the pipeline on a forward basis, and we'd like to add more. So, we continue to look at all of these channels, and we're trying to pick the right channels where we think there's the best risk-adjusted return for us as a publicly traded company.

[Operator]

Your next question comes from the line of Jamie Feldman with Wells Fargo. Please go ahead.

[Jamie Feldman, Managing Director and Head of REIT Research at Wells Fargo]

Great. Thanks for taking my question. So, Dallas, at the outset, you talked about looking for new and innovative structures for growth, entering possibly new markets. You guys added Tim to the C-suite. I think Charles commented that he's going to be focused on growth. Scott, obviously, focused on growth too. Can you just help us better understand the management changes, exactly the different roles of everyone on the team now? And then also, do you expect to see more changes ahead for the team?

[Jon Olsen, EVP and CFO at Invitation Homes]

Oh, yeah. Happy to answer those questions. Thanks for asking. First of all, it's going to be a luxury of riches for me to have Charles freed up to work on a few more strategic things and areas of the business that we see are going to continue to grow for the company over time. Scott's doing a really nice job in building out sort of our new product pipelines and everything that centers around, call it traditional SFR growth. Charles and I have our eye on a number of opportunities, including ones we're already doing like 3PM and sort of our strategies around how to make the platform more efficient over time that both Charles and I will get the opportunity to work on together.

[Jon Olsen, EVP and CFO at Invitation Homes]

Secondly, Tim's been in the weeds on the business for a long time on the cost side of our house, really rehab, turn, and maintenance for basically a decade. Last year, Charles made the decision in concert with me and the rest of the management to give Tim a little bit more flexibility to get more involved on the property management and leasing side of the house. And it just makes more sense because so much of our business is sort of a sweet combination between being centralized and the boots-on-the-ground part of our organization that is high touch in the field. And that transition went really seamless, I would say, through most of last year. I think for Charles and I, the goal is how do we widen the breadth of the organization without having to reinvent the wheel?

[Jon Olsen, EVP and CFO at Invitation Homes]

You saw what we did last year in adding 20,000 plus new units to our 3PM business. We're excited about what that business is, not only because it adds itself to extra efficiencies for our partners, but it creates better margin-enhancing profile for our own business. We see some opportunities there. We're looking at some things around AI and technology that we'd like to implement with a little bit more of pace and scale and focus. And candidly, I think having Charles as a partner to work on some of these things with me will allow us to go quicker, create more innovation, and lend another set of senior strategic thinking around the things that we're working on. I have no plans of going anywhere, nor does Charles.

[Jon Olsen, EVP and CFO at Invitation Homes]

And so, the goal is to just keep our heads down and keep trying to find ways to create alpha for both our shareholders and better opportunities for our residents.

[Operator]

Your next question comes from the line of Austin Wurschmidt with KeyBanc Capital Markets. Please go ahead.

[Austin Wurschmidt, Director and Equity Research Analyst at KeyBanc Capital Markets]

Great. Thanks. Just expanding, I guess, a little bit on the last question. I mean, I guess how meaningful and growth-enhancing do you think some of these projects that you're pursuing and kind of adding outside the SFR box? And then separately, you hit on, I think for the first time in your prepared remarks about evaluating some new markets. And so, just curious if you can share any additional detail about your ability to gain immediate scale if you were to enter a new market similar to what we saw you do in Nashville last year?

[Jon Olsen, EVP and CFO at Invitation Homes]

Yeah. This is Jon. I'll start off by just, I think, framing up how substantial some of these opportunities have already been for us. So, in 2024, our third-party management businesses contributed about $0.09 per share to Core FFO and AFFO. And for 2025, we anticipate that between our JVs and our third-party management business, that'll contribute an incremental $0.02 a share. So, I think very clearly that the third-party management business has been a really solid contributor to capital-light earnings growth, enhanced scale, better efficiencies, which I think you'll continue to see in terms of the cost related to managing our book. So, we think that that has been absolutely a needle mover, and we're eager to try to find new opportunities that will continue to move the needle.

[Jon Olsen, EVP and CFO at Invitation Homes]

I'll jump in on the second part of your question. This is Dallas, and I don't want to put Scott on the hot seat on a quarterly call, but we're definitely doing work on how to expand our current markets, how to think about new markets. You've heard us talk about markets in the past that we love that we aren't in today, like Salt Lake City. We talked about San Antonio in the past, Nashville getting a little bit more scale, and we've done the latter too. I think we would like to find ways to both widen and extend our advantage of scale in the markets that we're currently in, I would say generally almost all of them, and then there's probably a market or two over the next year to five that we could see ourselves making a strategic investment.

[Jon Olsen, EVP and CFO at Invitation Homes]

We don't take it lightly if we go into a market because we want to offer the same services. I think some of the things that we talked about a second ago around AI, automation, we've already seen that in some of our new leasing business. We're implementing some of that in our renewals business today, is allowing us to leverage our leadership team, an example, Charles, to be able to start to think about some different things and ways that we can grow our company over time. All of the benefits of technology and the move to digital automation, to Jon's point, being able to flex and extend the infrastructure of the platform are going to allow Invitation Homes over a long run rate to create more efficient returns on our own capital and those of our partners.

[Operator]

Your next question comes from the line of Haendel St. Juste with Mizuho. Please go ahead.

[Haendel St. Juste, Managing Director at Mizuho]

Hey, guys. Good morning. Dallas, I guess I'm curious how you're thinking about the sustainable long-term same-store revenue run rate for this business. Seems to me that we could be nearing a low point for new lease pricing this year, especially if supply pressures could be abating. So, if renewal pricing can stay sticky here around 4%, this year could potentially be a trough year for same-store revenue in your blend. So, I'd love to hear how you're thinking about this year's same-store revenue outlook in context of the longer-term core growth opportunity for the portfolio. Thanks.

[Dallas Tanner, CEO at Invitation Homes]

Great question, Haendel. And I'll emphasize something Jon said earlier on, which is we are taking a measured approach as we go into the year, just knowing that there are some supply, I would say some soft kind of headwinds around supply that we flagged six months ago. But to your point, we're seeing good velocity. And we also know that it's probably unrealistic to stay in the 97% plus occupancy sort of run rate forever. So, we have rational expectations that sort of comes in and moderates a bit. And you see that in our guide as well. I think as you go back, Haendel, and you think about the business since we went public in 2017, renewals have generally been outside of the COVID years pretty sticky at around 4%-5% as you think about it on a blend.

[Dallas Tanner, CEO at Invitation Homes]

We've had an unbelievable run in terms of rate in this country, which is driven by a lot of different things, as you know, and new lease is always going to be sort of a story around supply and expectations around future deliveries and how you optimize your lease expiration curve. We've done some really great work over the last six months on our lease expiration curve. We feel like we're in a pretty defendable position going into the year this summer, and so we'd expect that we can lean a little harder on rate, hopefully, but we got to see what the market's willing to give. It's a different environment than it was pre-pandemic. It was a lot more predictable in terms of deliveries.

[Dallas Tanner, CEO at Invitation Homes]

And I do think as the deliveries come down and all the data that we follow suggest that deliveries are going to be somewhere between 50% and, say, 70% down this year versus last, but that doesn't take into consideration starts. And while there's still a relatively low cost of capital and the environment, there certainly are developers and operators to the point that Scott made earlier that are bringing product to the market, that are fighting to get full, and do create some tougher operating environments, particularly in the Sunbelt right now. But I would just take a step back. And as much as we're impressed with our rate of growth in the Midwest right now, we're still very long on our fundamental beliefs around the Sunbelt and Southeast. All the demographic information suggests that we're going to see prolonged tenure of demand.

[Dallas Tanner, CEO at Invitation Homes]

We know that there's something like 12,000-13,000 people a day turning age 35. Our average customer today is right around 38 years old. All the profile of that customer has been pretty resilient over the last five to seven years. So, there's nothing in our business today that suggests that we need to change course, rethink a strategy, or invest in different parts of the country. In fact, maybe the opposite. While things are a little bit soft, we may actually look to extend our lead and scale and density in some of these markets while pricing softens so that we can be in a position to really capture a bull run as the supply side sort of works through itself.

[Operator]

Your next question comes from Rich Hightower with Barclays. Please go ahead.

[Rich Hightower, Managing Director and U.S. REIT Research at Barclays]

Hey, good morning, guys. Obviously, covered a lot of ground today, but maybe just to pick up on a point that you just made, Dallas, in terms of the core renter demographic and maybe drawing a contrast between multifamily and single-family. I think there's kind of this emerging thesis that the core multifamily cohort is expanding for all sorts of socioeconomic reasons. And so, one, do you agree with that thesis? And second, do you think that it makes it a little more of a zero-sum proposition between multi and single than maybe we had earlier appreciated? Or do you think the pie is big enough for everybody kind of to enjoy it for the next several years in that sense?

[Charles Young, President and COO at Invitation Homes]

Yeah. This is Charles. Thanks for the question. If I'm understanding the question, look, we think we're serving a unique part of the market that we have this opportunity. It's $1,000 more affordable to rent a home than it is to buy in today's market. We are three, four, five-bedroom, so we're serving families. The majority of our families, 60%, have kids, have pets. And our portfolio, whether it's our scattered portfolio or build-to-rent, is around safe neighborhoods and good school districts. And so, we have an opportunity to continue to serve that group, that demographic. We're seeing really good demand there. People are staying for 38 months and rising each quarter. The demand is healthy. We talked a little bit about the book, but we built back occupancy in Q4. And looking at where we are in January and February, we're seeing good absorption and good demand.

[Charles Young, President and COO at Invitation Homes]

And I think it really comes down to that we have some markets that are working through absorption, but our turnover is low, our renewal is high. And I think that's the differentiation of our product relative to multifamily. And we like where we are, and we're serving an ecosystem that's part of the business. And when you really look at it and compare it to multifamily on a price per square foot, given that you're getting more space, bigger houses in and around school districts and job growth and demographics with the yard that the family goes in, there really is value that we are offering. And it's showing up given our occupancy.

[Charles Young, President and COO at Invitation Homes]

Yes, we're working through a little bit on the new lease rate, but when you think about renewals and how we're renewing right now, even in a period that is typically slower in Q4, we're seeing really good demand as we go in. So, we're working through it, and we like our product and where we stand long-term relative to multi.

[Operator]

Your next question comes from the line of Adam Kramer with Morgan Stanley. Please go ahead.

[Dallas Tanner, CEO at Invitation Homes]

Hi, good morning. This is Derek Metzler on for Adam. Thanks for the time. I wonder if we could just double-click on the same-store revenue growth assumptions a little bit. I don't know if you gave new and renewal lease expectations in that blended rate in the mid-3% range. And then it looks like your bad debt has been trending around 1% in 3Q and 4Q. So, just curious about the confidence in the improvement to 60-90 basis points in 2025. Thanks. Hey, it's Jon. Thanks for the question. I think I'll start with bad debt. Our bad debt range reflects our expectation that we'll continue to see improvement in bad debt expense, but a degree of cautiousness about the rate at which that improvement will continue. As you correctly noted, 2024 was sort of a tale of two halves.

[Dallas Tanner, CEO at Invitation Homes]

We saw a real material improvement in the first half of last year, then a little bit of a backup in the second half. I think the first half improvement was down to a number of markets where timelines in the court system started to shrink, and then I think what we're seeing today is we still have a couple of three markets where the timelines remain elongated. Markets like Atlanta, the Carolinas, specifically Mecklenburg County, Chicago, it still takes quite a while to get some of these situations worked through the system, and so we just want to be cautious, so we do believe we'll continue to see improvement. We're really focused on collections. We're really focused on being as efficient as we can be, but want to be mindful of kind of what that second-half experience was last year.

[Dallas Tanner, CEO at Invitation Homes]

We did not give a guide around new versus renewal rate growth for 2025. We're not going to do that, but feel very comfortable that the mid-three blended guide incorporates sort of our expectation for renewal rate growth that continues to remain sticky sort of in that 4%-5% range that Dallas talked about, high renewal rate, and then a typical seasonality curve that maybe looks a little bit different than it did pre-pandemic. But I think the pattern in terms of the quarterly trends really remains the same. I would also note that as you look at 2025, I would expect that core revenue growth and NOI growth will be a little bit higher in the second half of the year than the first half of the year, primarily due to how our quarterly comps shake out.

[Dallas Tanner, CEO at Invitation Homes]

But as we said at the outset, we think that our guidance and our sort of outlook on 2025 is appropriately measured given the supply backdrop. We feel good about the trends we're seeing on the ground here in the very early part of 2025, but it's really early in the year. A lot of things can happen, so we just want to be mindful of that.

[Operator]

Question comes from Jesse Lederman with Zelman & Associates. Please go ahead.

[Jesse Lederman, Associate Director at Zelman]

Hi, thanks for taking the question. So, it sounds like you're expecting a pretty nice contribution from third-party management in 2025. Just looking under the hood in the fourth quarter, it looks like revenue and expenses for 3PM increased sequentially, and units under management actually inched lower sequentially. So, can you talk about the moving pieces there? And embedded within the $0.02 of incremental for 2025, do you expect that to come mostly from units or expanding margin? Thanks.

[Jon Olsen, EVP and CFO at Invitation Homes]

Hey, Jesse, it's Jon. Yeah, I'll just say this. I mean, I think the third-party managed portfolio is going to ebb and flow a little bit. Hopefully, we'll be looking to find new accounts to add. Our customers do periodically want to prune their own portfolio. That's an important part of our role as asset manager is sort of sharing with them our perspective on which assets make sense from a risk-adjusted total return perspective, with which assets would allow them to improve the overall growth and margin profile of their own book by sort of shedding those assets. So, look, we feel very good. The contribution, as I noted at the outset, to 2025 earnings will be about $0.02 incremental from our third-party management business and our JV business.

[Jon Olsen, EVP and CFO at Invitation Homes]

That reflects sort of a full-year earn-in this year, as well as the various structures in terms of how we receive fee income over time. But look, as I said, I think it's a great business. We have, and I think you sort of implicitly suggested, we have seen higher PME expense as we've had to scale to absorb that new line of business. I think as you look at 2025, our run rate in terms of PME and G&A will probably be a skosh lower than it was here in the fourth quarter as we continue to extract efficiencies.

[Jon Olsen, EVP and CFO at Invitation Homes]

When we first introduced this new line of business, we noted that we were going to need to scale up, make some investments in the platform, make some investments in people, and that over time and distance, we would understand kind of what was the appropriate structure to efficiently manage that business together with our wholly-owned business. I think we have much greater insight into what that looks like now. And so, as Dallas said, we're really focused on getting as efficient as we can be in terms of how we manage the totality of the properties, whether we own them, manage them, or whatever the case may be.

[Operator]

Your next question comes from the line of John Pawlowski with Green Street. Please go ahead.

[John Pawlowski, Managing Director at Green Street]

Thanks. I have a two-part question around your comments on external growth. One, are you actively considering expansion into international markets? And two, Dallas, when I hear we're exploring avenues outside of traditional SFR, my mind goes to new property sectors. So, more detail around the non-traditional avenues of growth would be appreciated.

[Dallas Tanner, CEO at Invitation Homes]

All right. Thanks, John. On the first question, no, we're not currently contemplating an office in Rio de Janeiro or anything like that. All jokes aside, we see a great opportunity here in the U.S. to continue to look for ways to meaningfully add scale, as I mentioned earlier. Both, as we mentioned in our prepared remarks, our NOI margin continues to enhance, and we get better at offering our services in a more cost-effective way over scale. But I guess you could never say never, but that's not in the cards right now. Secondly, as we think about stuff that's outside of traditional SFR, there's sort of two ways to think about that.

[Dallas Tanner, CEO at Invitation Homes]

One is Scott and I are looking at a number of opportunities where we can lend strength to regional operators or builders in a way that might help sort of lower their cost of capital, but create meaningful opportunities for us to close on those assets at the end of maybe a construction or delivery cycle. So, those are things that we're looking at. We've done more townhome projects, candidly, in the last year. Looked at more opportunities of where, candidly, single-family rental units, but maybe they share a common wall, but they have all the aspects and characteristics of our business. Typically, on the townhome product, we're looking at stuff that's much more infill. So, higher gross economic pricing, higher gross economic rents, and ability to sort of compress costs across that scale. And I think lastly, we're going to pay attention.

[Dallas Tanner, CEO at Invitation Homes]

Is there a convergence at some point where you see more multifamily in SFR in operating structures? We certainly see that with smaller companies today, but it's not something we're currently thinking about. But we are keeping our eyes open to look for opportunities to add meaningful scale in parts of markets that we're already in and/or maybe new markets, as I mentioned before.

[Operator]

Question comes from Juan Sanabria with BMO Capital Markets. Please go ahead.

[Juan Sanabria, Managing Director of BMO U.S. Equity Research at BMO Capital Markets]

Hi, good morning. Thanks for the time. Just hoping you could talk a little bit about G&A and kind of what we should be modeling for 2025. You noted some step-ups with regards to 3PM and the joint venture business. And also, just give us some color on the expectations around CapEx for homes that has been pretty flat and how that may or may not be impacted by tariffs that are out there.

[Jon Olsen, EVP and CFO at Invitation Homes]

Sure. Thanks, Juan. It's Jon. I think in the fourth quarter, PME and G&A on a combined basis was around $54-ish million, $56 million, I think. And as I noted a couple of questions ago, we think that the run rate on that is going to be a skosh lower. So, kind of $51, $52 million quarterly as we have sort of rationalized some of our costs and figured out how to maximize the efficiency with which we operate our business. Our hope is that we'll continue to extract additional efficiency gains over time, but that is not baked into our guide. Juan, can you remind me the second part of your question? I'm sorry.

[Juan Sanabria, Managing Director of BMO U.S. Equity Research at BMO Capital Markets]

Spending per home?

[Jon Olsen, EVP and CFO at Invitation Homes]

Oh, thanks. Yeah. Look, I think part of the reason that you've seen a flattening there, honestly, is we have been investing the majority of our external growth opportunities into new product. Additionally, as we've talked about in the past, we have a unique ability in the real estate landscape to asset manage on a unit-by-unit basis. So, to the extent that certain homes within the portfolio start to exhibit patterns of materially higher sort of capital reinvestment need, we can go ahead and dispose of those assets and recycle the capital into newer homes in locations that we feel good about that are going to have a lower long-term cost to maintain.

[Operator]

Your next question comes from the line of Julien Blouin with Goldman Sachs. Please go ahead.

[Julien Blouin, VP at Goldman Sachs]

Yeah. Thank you for taking my question. Dallas, you gave some really helpful color on the supply dynamics. And you mentioned that you expect a bit more spec inventory, maybe based on comments from public and regional builders. Can you help frame sort of how large that spec supply impact could be? And also, what's your sense of how the quality, maybe the features and the locations of those homes in that spec inventory compares to your own portfolio?

[Jon Olsen, EVP and CFO at Invitation Homes]

Great question. I'll add a little bit of commentary on top of what Scott said earlier. I mean, we are seeing with some of our partners and people that we do a lot of business with, every month, every quarter, just sort of getting to see opportunities on spec that sort of fit the profile of our traditional product. We love, candidly, we love the product quality that both the public and the private builders generally have in place. We're not seeing anything that alarms us in terms of builders both at a big scale or maybe a regional scale that are putting so much product out in the pipeline that it causes us to be fearful. I think we're just recognizing the fact that there is a bit of spread in the market right now between where mortgage rates are and maybe where deliveries are coming in.

[Jon Olsen, EVP and CFO at Invitation Homes]

And so, with that, I would expect that Scott and the team will be a little bit more aggressive in buying both scattered in those opportunities and also in our strategic thinking around when we do a development. Remember, we're pretty agnostic. We're fine taking development bets on large sections of master plans. We're also fine sprinkling within a community over scale and density. It looks and feels like 80,000 of our current home business. So, I don't see anything on the horizon that suggests that there's such a major tilt that it's a problem. Just recognizing that we're seeing a little bit more deal flow. And this stuff tends to change quarter to quarter based on the market dynamics.

[Jon Olsen, EVP and CFO at Invitation Homes]

And right now, those dynamics, as you guys know, is mortgage rates are elevated, people still want access to good quality products, and it's about $1,100 a month cheaper to lease a home from us than it would be to buy that similar home in that market. So, we're taking advantage of that dislocation.

[Operator]

Your next question comes from Linda Tsai with Jefferies. Please go ahead.

[Linda Tsai, Senior Analyst at Jefferies]

Yes, hi. You were over 97% in occupancy for most of last year and are guiding to 96.5%. Which markets are you expecting a bigger shift to blend to the slower rate?

[Charles Young, President and COO at Invitation Homes]

Yeah, this is Charles. Good question. Look, this time of year, we've set ourselves up well to capitalize on spring leasing season and building occupancy kind of across the board. But as we mentioned last year, we're starting to see some supply challenges in Central Florida, Texas, Phoenix. Those are the markets that we're just being thoughtful about that may not build back occupancy as high as we have in California or Seattle or maybe the Carolinas. So, as we look at our ability to lease those homes when they turn over, we're having to compete a bit more on price in a number of those markets. And we just want to be thoughtful to try to capture as much of that rate as possible and understand that it may have an impact on occupancy. I think the other thing to think about is turnover is remaining really low.

[Charles Young, President and COO at Invitation Homes]

So, that's really great. And I think on the renewal side, we're seeing really healthy numbers. And overall, turnover is staying where we think it's healthy. So, it's really about the numbers coming in based on how long we're having to stay on market. And certain markets have more supply than others. Across the board, we're seeing a little bit of an uptick on supply, which is normal coming off of COVID. But that's not material in most markets. It's in the markets that we're talking about that I think we'll see a little less occupancy.

[Operator]

Your next question comes from Jade Rahmani with KBW. Please go ahead.

[Jade Rahmani, Managing Director and Equity Research Analyst at KBW]

Hi, this is Jason Sabshon for Jade. Are you guys seeing any increased interest in third parties in partnering or taking an interest in the portfolio? Because SFR certainly remains a high-interest sector for institutional investors. Thanks.

[Jon Olsen, EVP and CFO at Invitation Homes]

Scott and I get inbounds all the time with people that are curious, like, "What's our program? How do we think about 3PM? Could we help operating margins be more efficient for prospective partners?" I want to reemphasize sort of two broad points, and then, Scott, feel free to add any color. One is that we're only really interested in partners that have scale and that have pretty similar market overlap. That's the first point, and two, that want to operate their portfolios in a manner that's very in line with how we run our own business. So, leaning in on the areas that scale and efficiency give you. Scott, there's nothing really of color to note, but just generally that we're definitely on people's radar, I would think. Yeah. I mean, we get inbounds frequently.

[Jon Olsen, EVP and CFO at Invitation Homes]

I think for us, it's really, as Dallas said, about finding LPs or prospective partners that we think are sophisticated, institutional, and like-minded. Also, for people, we also want to look at portfolios that sort of are in our buy box in terms of the types of homes that we manage today. There are some people that come to us in markets where we don't operate. There are people that come to us with a different business segment that's not necessarily where we're trying to operate. So, we try to be focused on that. Clearly, this is in terms of, and obviously, when we look at our potential partnerships, these partners are obviously holders of assets, but we'll explore selling or pruning some or all of those portfolios over time.

[Jon Olsen, EVP and CFO at Invitation Homes]

Clearly, when our partners decide if they want to prune a little bit or a lot, we get a first look at those assets. Every single time a partner would like to sell assets out of the portfolio, we evaluate the acquisition, and we have an early look and a discussion with them on whether it's an opportunity for us to wholly own it within our portfolio. This is part of our regular dialogue. We view all of our third-party and joint venture partners as being opportunities for future growth for us.

[Operator]

Your final follow-up question comes from Jamie Feldman with Wells Fargo. Please go ahead.

[Jamie Feldman, Managing Director and Head of REIT Research at Wells Fargo]

Great. Thanks. I think you covered a bit of it in the last question. But we've now seen Wells Fargo raise their fund, obviously, Prologis has a pretty robust fund business. Just what is your appetite for whether they're finite, infinite life funds or even larger single investor JVs? And I'll ask a follow-up question now since I can't do it regularly. So, and if that's the case, how would you think about what would go on balance sheet versus into third-party structures? And if we could see down the road, you adding or promote to your either business model or your comp structure?

[Dallas Tanner, CEO at Invitation Homes]

Thanks for the questions, plural. I'll try to make sure that I tackle basically just broad strokes around how we think about our JVs and what we're focused on. As we mentioned and as we reconfirmed in the earnings transcript, we were successful in raising another joint venture with what we think is a very high-quality partner here in the U.S. that gives us added flexibility as we come across opportunities, primarily probably in the new construction space, but it'll lend itself to lots of creative thinking together as we look to maximize returns both for our shareholders and for theirs. Right now, our focus has been, and this is our third joint venture that we've announced in the history of the business and really probably the third in the last four to five years.

[Dallas Tanner, CEO at Invitation Homes]

It gives us an extra layer of creative capital to go after opportunities that may warrant different structures, different leverage structures as well. And so, we're finishing deploying one other venture right now while looking at opportunities to invest in this new venture. And we have a very matter-of-fact, clear, and transparent structure on how we rotate those opportunities. They don't all fit into the same buckets, which makes it easy for us as well. And we certainly are looking for ways to protect the REITs so that we can grow on balance sheet as much as possible. And what's nice about these joint venture partners, and I would argue that they are partners, is that we can work collectively to be smart around how we think about deploying the capital, what those structures are in relationship to your question around promotes.

[Jamie Feldman, Managing Director and Head of REIT Research at Wells Fargo]

But we don't get into any detail of that publicly unless we get to a point that we think that we need to. And so, at this point in time, I think what I would just say is we have excellent partners. They give us added flexibility. It's making us more opportunistic and allowing us to look at more opportunities for growth, knowing that we've got that added layer of flexibility.

[Operator]

This completes our question and answer session. I would now like to turn the conference back over to Dallas Tanner for any closing remarks.

[Dallas Tanner, CEO at Invitation Homes]

We want to thank everyone again for joining us today. These are really exciting times for our company, Invitation Homes, and we feel privileged to work alongside such a talented team. I also want to extend gratitude and appreciation to Charles and join him in congratulating Tim. Both are exceptional leaders. They'll both play pivotal roles in driving Invitation Homes forward in the future and helping us achieve our long-term goals. We look forward to seeing everybody at the Citi Conference. Thanks.

[Operator]

That concludes today's call. Thank you all for joining. You may now disconnect.

Participants

Executives

• Jon Olsen, EVP and CFO
• Charles Young, President and COO
• Scott McLaughlin, Senior VP
• Dallas Tanner, CEO
• Scott Eisen, EVP and CIO

Analysts

• Haendel St. Juste, Managing Director at Mizuho
• Eric Wolfe, Director at Citi
• Michael Goldsmith, U.S. REITs Analyst at UBS
• Austin Wurschmidt, Director and Equity Research Analyst at KeyBanc Capital Markets
• Jamie Feldman, Managing Director and Head of REIT Research at Wells Fargo
• Daniel Tricarico, Associate Director and Research Analyst at Scotiabank
• Jade Rahmani, Managing Director and Equity Research Analyst at KBW
• Julien Blouin, VP at Goldman Sachs
• Juan Sanabria, Managing Director of BMO U.S. Equity Research at BMO Capital Markets
• Rich Hightower, Managing Director and U.S. REIT Research at Barclays
• Jana Galan, Director at Bank of America
• John Pawlowski, Managing Director at Green Street
• Jesse Lederman, Associate Director at Zelman
• Linda Tsai, Senior Analyst at Jefferies