UMH Properties Q4 2024 Earnings Report

UMH Properties EPS Results

• Actual EPS: $0.24
• Consensus EPS: $0.03
• Beat/Miss: Beat by +$0.21
• One Year Ago EPS: N/A

UMH Properties Revenue Results

• Actual Revenue: ($126.74) million
• Expected Revenue: $59.73 million
• Beat/Miss: Missed by -$186.48 million
• YoY Revenue Growth: N/A

UMH Properties Announcement Details

• Quarter: Q4 2024
• Date: 2/26/2025
• Time: After Market Closes
• Conference Call Date: Thursday, February 27, 2025
• Conference Call Time: 10:00AM ET

UMH Properties (NYSE:UMH), which was organized in 1968, is a public equity REIT that owns and operates 135 manufactured home communities containing approximately 25,800 developed homesites. These communities are located in New Jersey, New York, Ohio, Pennsylvania, Tennessee, Indiana, Michigan, Maryland, Alabama, South Carolina and Georgia. UMH also has an ownership interest in and operates two communities in Florida, containing 363 sites, through its joint venture with Nuveen Real Estate

UMH Properties Q4 2024 Earnings Call Transcript

Presentation

[Operator]

Good morning and welcome to UmH Properties Fourth Quarter and Year End twenty twenty four Earnings Conference Call. All participants will be in listen only mode. After today's presentation, there will be an opportunity to ask questions. Please note this event is being recorded. It is now my pleasure to introduce your host, Mr.

[Operator]

Craig Coster, Executive Vice President and General Counsel. Thank you, Mr. Koster. You may begin.

[Craig Koster, Executive VP, General Counsel & Secretary at UMH Properties]

Thank you very much, operator. In addition to the 10 K that we filed with the SEC yesterday, we have filed an unaudited fourth quarter and year end supplemental information presentation. This supplemental information presentation along with our 10 K are available on the company's website at umh.re. We would like to remind everyone that certain statements made during this conference call, which are not historical facts, may be deemed forward looking statements within the meaning of the Private Securities Litigation Reform Act of 1995. The forward looking statements that we make on this call are based on our current expectations and involve various risks and uncertainties.

[Craig Koster, Executive VP, General Counsel & Secretary at UMH Properties]

Although the company believes the expectations reflected in any forward looking statements are based on reasonable assumptions, the company can provide no assurance that its expectations will be achieved. The risks and uncertainties that could cause actual results to differ materially from expectations are detailed in the company's fourth quarter and year end twenty twenty four earnings release and filings with the Securities and Exchange Commission. The company disclaims any obligation to update its forward looking statements. In addition, during today's call, we will be discussing non GAAP financial metrics. Reconciliations of these non GAAP financial metrics to the comparable GAAP financial metrics as well as the explanatory and cautioning language are included in our earnings release, our supplemental information and our historical SEC filings.

[Craig Koster, Executive VP, General Counsel & Secretary at UMH Properties]

Having said that, I would like to introduce management with us today. Eugene Landy, Founder and Chairman Samuel Landy, President and Chief Executive Officer Anna Chu, Executive Vice President and Chief Financial Officer Brett Taft, Executive Vice President and Chief Operating Officer Jim Lykins, Vice President of Capital Markets and Daniel Landy, Executive Vice President. It is now my pleasure to turn the call over to UmH's President and Chief Executive Officer, Samuel Landy.

[Samuel Landy, President & CEO at UMH Properties]

Thank you very much, Craig. Is pleased to deliver another quarter and year of increased FFO per share, double digit community NOI growth and a new all time high sales record. Normalized FFO for the quarter was $0.24 per share as compared to $0.23 per share last year, representing an increase of 4%. Normalized FFO for the year was $0.93 per share as compared to $0.86 last year, representing an increase of 8%. We are very proud of these results and we look forward to delivering another great year on all fronts in 2025 and beyond.

[Samuel Landy, President & CEO at UMH Properties]

We have opportunistically raised equity at prices at or near our fifty two week high. This capital will be invested accretively into our platform. Has a long term value add business plan. Our past work generates our current income and FFO does not fully reflect the tremendous effort we are putting into our future results. Our approximately 2,400 acres of vacant land, 3,300 vacant sites, 500 new homes in inventory in various stages of setup with an additional 200 on the way are all part of our efforts to generate future income and ensure that we have sites available to continue our income and earnings growth.

[Samuel Landy, President & CEO at UMH Properties]

We are balancing growth with earnings accretion and have been successfully delivering on both fronts. At any given time, umh has $100,000,000 or more invested that is not yet producing accretive returns. Our results are strong, but we continue to work to achieve even better results. Additionally, we have opportunistically tapped the equity market through our common ATM and raised a substantial amount of capital that has not yet been invested. As the capital raised is invested in new acquisitions, rental homes and expansions, our earnings per share should continue to grow.

[Samuel Landy, President & CEO at UMH Properties]

Our same property operating results continue to grow. Our value add strategy allows us to drive substantial improvements in occupancy, revenue and value over time. Not only are our operating results strong, but our business plan accomplishes an important social mission of upgrading and adding to the current supply of affordable housing. In the fourth quarter, same property income increased by 8% and same property NOI increased by eight percent. Same property income for the year increased by 9% and same property NOI increased by $11,500,000 resulting in an increase of 10%.

[Samuel Landy, President & CEO at UMH Properties]

These increases were driven by an increase in occupancy of two sixteen units, resulting in an increase of 70 basis points. In 2025, we anticipate similar, if not improved, same property operating results. We anticipate further occupancy growth as we rent and sell our in place inventory and more aggressively procure homes throughout the year. Additionally, we anticipate continuing to achieve our 5% rent increases throughout the portfolio. Our rental home program had another good year.

[Samuel Landy, President & CEO at UMH Properties]

We added five sixty five homes to our portfolio. We now own 10,300 rental homes, of which 94% are currently occupied. Our annual rental home turnover is only approximately 20%. Our repairs and maintenance expenses per home were approximately $400 per home per year. We anticipate adding another 800 homes or more in 2025.

[Samuel Landy, President & CEO at UMH Properties]

We are proud that our sales division broke our all time sales record for the third consecutive year. Gross sales this year were 33,500,000 as compared to $31,200,000 last year, representing an increase of 8%. We sold two fifty eight used homes at an average price of $50,000 and 136 new homes at an average price of $151,000 Our gross sales margin for the year was 35%. We financed approximately 59% of our home sales. We now have $89,200,000 in loans at an average rate of 7%.

[Samuel Landy, President & CEO at UMH Properties]

Our sales division has the opportunity to grow further as we have several high end expansions that opened in the second half of twenty twenty four or are scheduled to open in the first half of twenty twenty five. Also, we are hopeful that the new administration will revise the financing laws so that we can get more potential buyers approved for financing. This could convert existing renters that have a strong payment history to homeowners. That development could create a meaningful increase in our home sales. We are optimistic that we will be active in the acquisition market in 2025.

[Samuel Landy, President & CEO at UMH Properties]

We anticipate that this prolonged high interest rate environment may result in communities being available at more reasonable prices in 2025. We are well positioned to execute on these opportunities when they arise. Our acquisition pipeline has grown. We now have four communities under contract, which contain four fifty seven sites, of which approximately 90% are occupied. The purchase price of these communities is $39,100,000 or $85,000 per site.

[Samuel Landy, President & CEO at UMH Properties]

The pipeline contains 191 sites in Maryland, which we anticipate closing in early twenty twenty five and February sites in New Jersey. The blended cap rate on these communities is approximately 5.5%. We are optimistic that compelling acquisitions are becoming available. In 2024, we completed 190 expansion sites. As I mentioned above, these sites should allow us to further grow our sales results in 2025 and beyond.

[Samuel Landy, President & CEO at UMH Properties]

We anticipate obtaining approvals for 500 or more sites in 2025 and building 300 to 400 sites. Additionally, we expect to open Honey Ridge, a joint venture property, which is a 113 site greenfield development community in Honey Brook, Pennsylvania in the second quarter of twenty twenty five. Greenfield developments and expansions take time to build and generate returns, but greatly add to the long term value of the company. UmH has a fifty six year history in the manufactured housing industry. Our asset class is highly coveted and our portfolio of communities is irreplaceable and valuable.

[Samuel Landy, President & CEO at UMH Properties]

Over the past one, five and ten years, is the top performing manufactured housing REIT. Our total shareholder return in 2024 was approximately 30%. Over five years, it's 51% and over ten years, it is 234%. We have a proven track record of executing our business plan. Since 2020, has increased the dividend by approximately 19%.

[Samuel Landy, President & CEO at UMH Properties]

Our business plan has positioned us with 3,300 vacant sites and 2,400 acres of vacant land to continue our organic growth. This organic growth should allow us to generate similar earnings growth and operating results for the years to come. Additionally, with our strong balance sheet, we are prepared to execute on compelling acquisitions as they become available. And now Anna will provide you with greater detail on our results for the quarter.

[Anna Chew, EVP, CFO, Treasurer & Director at UMH Properties]

Thank you, Sam. Normalized FFO, which excludes amortization and non recurring items, was $19,200,000 or $0.24 per diluted share for the fourth quarter of twenty twenty four compared to $15,400,000 or $0.23 per diluted share for 2023, resulting in a 4% per share increase. For the full year 2024, normalized FFO was $69,500,000 or $0.93 per diluted share compared to $54,500,000 or $0.86 per diluted share for 2023, resulting in an 8% per share increase. We were able to obtain this increase in normalized FFO despite our operating results being impacted by our investments in growing the company through value add acquisitions and developments and increasing expenses due to inflation. Rental and related income for the quarter was $53,300,000 compared to $49,200,000 a year ago, representing an increase of 8%.

[Anna Chew, EVP, CFO, Treasurer & Director at UMH Properties]

For the full year, rental and related income increased from $189,700,000 in 2023 to $2.00 $7,000,000 in 2024, an increase of 9%. This increase was primarily due to the increases in rental rates, same property occupancy and additional rental homes. Community operating expenses increased 8% during the quarter and 7% for the year. This increase was mainly due to increases in payroll and payroll costs, real estate taxes, insurance, professional fees, waste removal, water expenses and sewer expenses. Despite the increase in community operating expenses, community NOI increased by eight percent for the quarter from $28,700,000 in 2023 to $31,100,000 in 2024 and increased by 10% for the full year from $108,400,000 in 2023 to 119,700,000 in 2024.

[Anna Chew, EVP, CFO, Treasurer & Director at UMH Properties]

Our same property results continue to meet our expectations. Same property income increased by 8% for the quarter and 9% for the year, generating same property NOI growth of 8% for the quarter and 10% for the year. From a liquidity standpoint, we ended the year with $99,700,000 in cash and cash equivalents and $260,000,000 available on our credit facility. We also had $138,000,000 available on our revolving lines of credit for the financing of home sales and the purchase of inventory and $55,000,000 available on our lines of credit secured by rental homes and rental home leases. As we turn to our capital structure, at year end, we had approximately $615,000,000 in debt of which $486,000,000 was community level mortgage debt, dollars 28,000,000 was loans payable and $101,000,000 was our 4.72% Series A bonds.

[Anna Chew, EVP, CFO, Treasurer & Director at UMH Properties]

99% of our total debt is fixed rate. The weighted average interest rate on our mortgage debt was 4.18% at year end compared to 4.17% at year end last year. The weighted average maturity on our mortgage debt was four point four years at year end and five point three years at year end last year. The weighted average interest rate on our short term borrowings was 6.54% as compared to 6.98% last year. In total, the weighted average interest rate on our total debt was slightly lower at 4.38% at year end compared to 4.63% at year end last year.

[Anna Chew, EVP, CFO, Treasurer & Director at UMH Properties]

As of year end, we had 23 mortgages totaling $115,200,000 due within the next twelve months, of which 10 mortgages totaling $45,900,000 are due in the first and second quarters of twenty twenty five. We are in the process of refinancing these mortgages with Fannie Mae. We believe that proceeds from these refinancings will exceed their current balances. At year end, umh had a total of $321,000,000 in perpetual preferred equity. Our preferred stock combined with an equity market capitalization of over $1,500,000,000 and our $615,000,000 in debt results in total market capitalization of approximately $2,500,000,000 at year end as compared to $2,000,000,000 last year, generating an increase of 23%.

[Anna Chew, EVP, CFO, Treasurer & Director at UMH Properties]

During the year, we issued and sold 12,500,000.0 shares of common stock through our common ATM programs, generating net proceeds of approximately $220,600,000 The company also received $10,200,000 including dividends reinvested through the DRIP. In addition, we issued and sold 1,200,000.0 shares of our Series D preferred stock during 2024 through the preferred ATM program, generating net proceeds of approximately $28,000,000 Subsequent to year end, we issued 270,000 shares of common stock through our common ATM program, generating net proceeds of approximately $4,800,000 In addition, we issued 49,000 shares of our Series D preferred stock through our preferred ATM program, generating net proceeds of approximately $1,100,000 From a credit standpoint, we ended the year with net debt to total market capitalization of 20.8%, net debt less securities to total market capitalization of 19.5%, net debt to adjusted EBITDA of 4.5x and net debt less securities to adjusted EBITDA of 4.3x. Interest coverage was 3.4x and fixed charge coverage was 2.2 times. Additionally, we had $31,900,000 in our REIT securities portfolio, all of which is unencumbered. The portfolio represents only approximately 1.6% of our undepreciated assets.

[Anna Chew, EVP, CFO, Treasurer & Director at UMH Properties]

We are committed to not increasing our investments in our fleet securities portfolio and have in fact continued to sell certain positions. We are well positioned to continue to grow the company internally and externally and are introducing 2025 normalized FFO guidance in a range of $0.96 to $1.04 per share or $1 per share at the midpoint. And now, let me turn it over to Gene before we open it up for questions.

[Eugene Landy, Founder & Chairman of the Board at UMH Properties]

We have a mission to provide the nation with high quality affordable housing. We have made strides in executing this mission through the acquisition and rehabilitation of older communities, the development of expansion sites and new communities, and our financing of home sales. We have the best quality affordable housing at our price point. UmH is a leader in the manufacturing housing industry. We have worked with MHI and our manufacturers to improve our product and provide housing solutions in both rural and urban settings.

[Eugene Landy, Founder & Chairman of the Board at UMH Properties]

We have championed the duplex manufactured home, which allows us to increase density and provide a portable housing in more expensive markets. We have also worked with GAF to pilot a solar home, where solar singles, unlike solar panels, are installed at the factory. This will ultimately reduce our tenants' monthly payment, thereby giving them more discretionary income. Installing singles at the factory greatly reduces the cost. Additionally, we are working on obtaining long term patient capital through our Opportunity Zone Fund and our joint venture with Nuveen.

[Eugene Landy, Founder & Chairman of the Board at UMH Properties]

There are many opportunities available, but they take time to upgrade, develop and fill. With the availability of long term patient capital, we are able to continue to upgrade our existing communities while increasing the pace of development and value add deals and growing umh's future acquisition pipeline. Our country needs an affordable housing solution. We are working diligently to do more to help provide this housing and position manufactured housing as the preferred solution to the problem. We have done a lot over the past fifty six years, but we have a lot more to do.

[Eugene Landy, Founder & Chairman of the Board at UMH Properties]

With a strong balance sheet and growth opportunities, 2025 should be an exciting year for

[Operator]

Thank you. We will now begin the question and answer session. Our first question comes from Gaurav Mehta with Alliance Global Partners. Please go ahead.

[Gaurav Mehta, Managing Director at Alliance Global Partners]

Thank you. Good morning. I wanted to go back to your comments. I think you mentioned four acquisitions under contract. I wanted to get some more color on those acquisitions, how those acquisitions were sourced and is there any value add opportunity in those acquisitions?

[Brett Taft, Executive VP & COO at UMH Properties]

Yes. Brett Taft here. So yes, as you mentioned, we've got four communities under contract now. Previously, we had two communities under contract. So we've increased that pipeline by two communities, both located in New Jersey.

[Brett Taft, Executive VP & COO at UMH Properties]

Those communities contain two sixty six sites. They are 100% occupied. The purchase price on those is $24,600,000 or about $92,000 a site. Those two communities are obviously stabilized given the high occupancy rates. We do have some side there in turning over a portion of the homes and increasing the rents to market because they are in New Jersey.

[Brett Taft, Executive VP & COO at UMH Properties]

Additionally, there's an opportunity for sales profits as we remove some of the older homes in those community which there's not too many. We'll also be able to increase our brokerage income there through reselling tenant homes. The two communities the two additional communities are in Maryland. They're the same two communities we've had under contract for a while now. We've been working through some diligence matters with the seller.

[Brett Taft, Executive VP & COO at UMH Properties]

We believe we're close to the end of that process and those should close in the second quarter. So, these four communities $39,200,000 total should close in the first half of the year. Things can change and we'll see where we land, but we're happy to grow the pipeline. We're looking at a lot of additional opportunities and think we're going to find more deals that meet our growth criteria. You also mentioned value add component.

[Brett Taft, Executive VP & COO at UMH Properties]

The only deal with a real value add component there is one of the two Maryland properties. It's about 70% occupied. There's 45 vacant sites. We'll implement our typical strategy upgrading the community, paving the roads, making sure the infrastructure and the amenities are in place and then we'll put our rent to home program in and drive occupancy growth.

[Gaurav Mehta, Managing Director at Alliance Global Partners]

Okay. Thank you. Second question I wanted to ask on the mortgage. I think you said you're looking to refinance with Fannie Mae for mortgages coming due in first half of twenty twenty five. Just want to get some more color on what kind of interest rates should we expect on those refinancing?

[Anna Chew, EVP, CFO, Treasurer & Director at UMH Properties]

Well, we are using Fannie Mae and we are in discussions with Fannie Mae. As a matter of fact, we're in the due diligence process in that respect. Based on the current interest rates, we believe that we will be under six percent probably in the 5.5% to 5.75% range. And we believe that the proceeds from it have is more than our current balances. So we will be able to take additional capital out of those refinancings.

[Samuel Landy, President & CEO at UMH Properties]

Cam here. I just want to mention when we refinance these properties, we get appraisals. And appraisals prove everything we always say. You take every dollar we paid for a community, every dollar we put into it, and ten years later, they double in value. Add to that, I looked at one of the communities being refinanced where we had built a 10 lot expansion years ago.

[Samuel Landy, President & CEO at UMH Properties]

But back then the expansion loss cost approximately $50,000 per lot and we were adding sales profit earning sales profits So the net cost of those lots was significantly less than $50,000 And today those lots appraised at $102,000 per lot.

[Gaurav Mehta, Managing Director at Alliance Global Partners]

Okay. And last question I have is on G and A. Just wanted to get some more color. Was there any non recurring items in the four ks G and A that you guys reported?

[Anna Chew, EVP, CFO, Treasurer & Director at UMH Properties]

Is the G and A, yes. It did increase for the fourth quarter. That was primarily due to additional bonuses, that we accrued for because of our good operating results. Over the year, we record the amount that's based upon again, current earnings and current operations. But at year end, what we do is we look at the whole picture and see how much we need.

[Anna Chew, EVP, CFO, Treasurer & Director at UMH Properties]

In total, I think, G and A did go up about 8%. So therefore, we believe that that is probably the going rate, into next year around there anyway 7% to 8% depending of course on inflation and other things that we do.

[Gaurav Mehta, Managing Director at Alliance Global Partners]

Okay. Thank you. That's all I had.

[Operator]

And the next question comes from Rob Stevenson with Janney. Please go ahead.

[Rob Stevenson, Managing Director - Head of Real Estate Research at Janney Montgomery Scott]

Good morning, guys. Anna, what are the big swing factors that caused you to report the high end versus the low end of your 2025 guidance range?

[Anna Chew, EVP, CFO, Treasurer & Director at UMH Properties]

I will give that to Jim. Jim?

[Samuel Landy, President & CEO at UMH Properties]

I would say the big two are home sales and acquisitions.

[Rob Stevenson, Managing Director - Head of Real Estate Research at Janney Montgomery Scott]

Okay. So at the top end, you do more than the four that you guys have talked that Brett talked about before, and then you'd also be doing more home sales than what you did in 2024?

[Samuel Landy, President & CEO at UMH Properties]

Exactly.

[Rob Stevenson, Managing Director - Head of Real Estate Research at Janney Montgomery Scott]

Okay.

[Brett Taft, Executive VP & COO at UMH Properties]

And just

[Brett Taft, Executive VP & COO at UMH Properties]

to add on the home sales comment, over the past few years, we've invested a lot of money into our expansions which are now opening. They're getting a lot of positive traction and there's always a variable in the pace and the timing of sales. So we've got the opportunity in Maryland at Cinnamon Woods. I believe it's 60 lots which we've just opened. Those should be highly profitable sales.

[Brett Taft, Executive VP & COO at UMH Properties]

The question is how many and how quickly do we gain traction. Holiday Village in Nashville which two years ago we had a new expansion open. We sold 36 new homes $5,000,000 in volume. That was an exceptional year. It was so good that we ran out of lot.

[Brett Taft, Executive VP & COO at UMH Properties]

So that really wasn't totally reflected in the 2024 numbers, but the good news is we're opening a new phase right now with another 70 lots. So we've got the opportunity to substantially improve sales at that location. You look at Duck River Estates down in Columbia, Tennessee an outstanding location only a few vacant lots right now, but we're in construction on another phase that will be I believe it's 95 lots. So I could keep going down this list, but the point being there's a lot of expansions opening. It's hard to exactly predict what sales are going to be.

[Brett Taft, Executive VP & COO at UMH Properties]

They could completely exceed our expectations or it could be 10% growth over 2024.

[Rob Stevenson, Managing Director - Head of Real Estate Research at Janney Montgomery Scott]

I guess along those same lines, you've got still a significant occupancy upside at your five southernmost assets in Alabama, Georgia and South Carolina. What type of monthly leasing velocity have you seen there and how has that been trending over the last six months or so?

[Brett Taft, Executive VP & COO at UMH Properties]

Yes, we've been doing, very well at those communities. I would say Alabama's probably got 40 vacant sites left to fill. We believe that, at the first property down there, Deer Run, we expect those sites to be full this year. The second property, that we opened in Alabama, we ran into some zoning and site plan issues. We're through those problems now and we're rapidly infilling that property over the last three months of the year.

[Brett Taft, Executive VP & COO at UMH Properties]

I believe we filled 20 units. But again, now we're at the point where we're bringing new inventory and getting it set up and have a few capital improvements we need to complete before we can really work on filling the rest of that property. South Carolina, the first asset we acquired is basically full. There's a few vacant sites, but it's really just rental home turnover. The second property, we're again working on infrastructure improvements, so we can keep putting homes in.

[Brett Taft, Executive VP & COO at UMH Properties]

So I'd say demand and velocity is extremely strong. It's just a function of when can we complete these improvements, when can we get the homes and ultimately once we have the homes in place and set up their renting as rapidly as we can get them in.

[Rob Stevenson, Managing Director - Head of Real Estate Research at Janney Montgomery Scott]

Okay. That's helpful. And then you guys talked about adding 800 new rental homes in 2025 to the portfolio. What is the average price per rental home you're buying today? And how is that cost changing given the this elevated levels of inflation and changes to material and labor costs?

[Brett Taft, Executive VP & COO at UMH Properties]

Yes. Prices have actually been relatively consistent over the last year. We're invoicing around $60,000 to $65,000 in some cases less than that based on winter discounts. We've got $10,000 to $15,000 in setup. So we're in that $70,000 to $75,000 for your typical single wide rental home.

[Brett Taft, Executive VP & COO at UMH Properties]

In certain cases, we're renting multi section homes. Those are on the books for probably about $90,000 a home, but they're generating higher rents. So that's where it's been. We were optimistic that home prices will not change too much. If you go back to you know, the middle to end of COVID, prices have come down from there.

[Brett Taft, Executive VP & COO at UMH Properties]

So we're still well below that peak and we are hopeful that it doesn't get up there again, but only time will tell.

[Rob Stevenson, Managing Director - Head of Real Estate Research at Janney Montgomery Scott]

Okay. And then the last one from me. How much more does it cost to put the solar shingles on one of these homes than traditional shingles that Gene was talking about?

[Eugene Landy, Founder & Chairman of the Board at UMH Properties]

This is absolutely amazing. To put a solar in a manufactured home in a park is over $25,000 and to put it in a factory when you build it is under 15,000. On top of that, it is simply amazing to see the process and that it takes less than forty five minutes to put a roof on a house. This is a it's a remarkable what we can do with factory built housing.

[Rob Stevenson, Managing Director - Head of Real Estate Research at Janney Montgomery Scott]

Does that number already include any type of federal or local rebates etcetera? Is that net or is there benefits to you guys on top of that?

[Eugene Landy, Founder & Chairman of the Board at UMH Properties]

I'm not saying go ahead.

[Samuel Landy, President & CEO at UMH Properties]

Yes. The roof is not going to be owned by UMH. In the beginning, a third party company will own the roofing shingles. The tenant's utility bill is gonna go down because of the solar roof and will be paid a small amount for use of the roof. But the big benefit is reducing the resident's monthly utility costs through solar.

[Samuel Landy, President & CEO at UMH Properties]

The second step of this, at some point, the technology is not there today, but at some point, the factory can install the battery. And they can install the battery at the factory at a lower cost than doing it anywhere else. And then they can install the car charger at the factory at a lower cost than doing it anywhere else. So ultimately, and it may be three years from today, I don't know when it'll be. But ultimately the factory home will have a solar roof and and and the the owner of that shingle gets all of the rebates, not a it'll have a a factory solar roof, a factory battery, and a factory car charger so that at our houses, someone could park their car in the driveway, plug into their solar car charger at night because the the electric coming from the battery and charge their car at a lower fuel cost than anywhere else.

[Samuel Landy, President & CEO at UMH Properties]

So that's the ultimate objective. At this moment, I think it's 20 homes are being delivered, with the solar shingle, and that's where we are.

[Rob Stevenson, Managing Director - Head of Real Estate Research at Janney Montgomery Scott]

Okay. So your cost on those homes isn't going up to $75,000 to $80,000 that $15,000 for the factory done stuff is being paid for by Solar Run or one of those type of companies out there and that cost is not basically hitting you guys in terms of the cost of the rental unit?

[Samuel Landy, President & CEO at UMH Properties]

Can I get it all right, Brett?

[Brett Taft, Executive VP & COO at UMH Properties]

That is absolutely correct, yes.

[Rob Stevenson, Managing Director - Head of Real Estate Research at Janney Montgomery Scott]

Okay. So no cost differential to you, that's a third party. Okay. That's helpful. Thank you.

[Rob Stevenson, Managing Director - Head of Real Estate Research at Janney Montgomery Scott]

Appreciate the time this morning guys.

[Operator]

And the next question comes from Rich Anderson with Wedbush. Please go ahead.

[Richard Anderson, Managing Director - Equity Research at Wedbush Securities]

Thanks and good morning. So five sixty five rentals added in 2024, a target of 800. What gives you the confidence that you can see that type of acceleration on the rental side?

[Brett Taft, Executive VP & COO at UMH Properties]

Yes. Brett here. So if you go back to 2023 when we had adequate inventory, we're able to rent close to 1,000 homes and including sales it was I think it was around 1,100 total homes moved from our inventory. Last year given the challenges we had in 2023 obtaining the homes, getting them set up, utility issues, carrying costs related to interest on floor plan etcetera. We were just a little bit more conservative in the first quarter, which really sets us up for occupancy gains throughout the year.

[Brett Taft, Executive VP & COO at UMH Properties]

So this year right now we have about including our joint venture, six eighty homes in inventory or on order, I'm sorry. We've got about four ninety of those already delivered to our communities. About three ninety of those were delivered within the last six months. So we already have a better starting inventory place than we did. These homes are located in strong markets where they generally rent as soon as they're fully set up and CO ed and ready for occupancy.

[Brett Taft, Executive VP & COO at UMH Properties]

So we anticipate faster growth in the rental home program in the first half than we saw last year. And we will more aggressively order homes as we're occupying homes at these strong demand locations.

[Richard Anderson, Managing Director - Equity Research at Wedbush Securities]

Brett, what is the chance that some of those 500 or 600 homes that are sitting in inventory don't get rented but get sold?

[Brett Taft, Executive VP & COO at UMH Properties]

There's definitely a good chance that a lot of those homes in inventory get sold. Again, same strategy, we would go and continue to replace those homes. And if somebody rent it to them. We do anticipate growing sales last year, given some of the expansions we've opened that we discussed earlier on the call. I would think that sales of new homes should be in the 200 new homes next year.

[Brett Taft, Executive VP & COO at UMH Properties]

I think we did about 130 last year if I remember correctly.

[Anna Chew, EVP, CFO, Treasurer & Director at UMH Properties]

136, yes.

[Brett Taft, Executive VP & COO at UMH Properties]

We expect growing sales, but again I think that we're going to see a lot more of our growth through the rental program at our high demand locations which have historically proven that they're able to do this. Again going back to 2023, we had one community that hundred homes. We had several other communities that rented 60 or 70. Those properties do still have vacancy and do still have strong demand and are doing a good job keeping their occupancy rates up on the existing rental program. So not promising.

[Brett Taft, Executive VP & COO at UMH Properties]

We'll hit those exact numbers again, but we do believe that we'll be able to get 800 new homes in this year on the rental front and hopefully sell 200 new homes.

[Richard Anderson, Managing Director - Equity Research at Wedbush Securities]

Okay. And then

[Richard Anderson, Managing Director - Equity Research at Wedbush Securities]

we talked

[Richard Anderson, Managing Director - Equity Research at Wedbush Securities]

what's that?

[Samuel Landy, President & CEO at UMH Properties]

No, go ahead.

[Rob Stevenson, Managing Director - Head of Real Estate Research at Janney Montgomery Scott]

Okay. Sure.

[Richard Anderson, Managing Director - Equity Research at Wedbush Securities]

So we talked a month or so ago about some of the changes in Sam you referred to maybe an ability to sell more homes with a new administration in place and so on. I'm wondering what your thought is about the ability to sell more, perhaps relaxing Dodd Frank or whatever driver that might be. Do you feel like the economics are better or worse as a home renter or a home seller from your lens? Or is it kind of a wash and you just like the optionality?

[Samuel Landy, President & CEO at UMH Properties]

Well, the important point is, umh has over a fifty year history operating communities. And we have absolutely proven that communities with factory built homes for sale or rent works. It's that simple. We're the most efficient provider of housing because the factories provide a great product at a low price and then we provide a great community at a fair price. And there are people who only need housing on a one or three year basis.

[Samuel Landy, President & CEO at UMH Properties]

They see themselves as temporary. Those are always gonna be renters. And because we opened the door to those people, right, previously that door was closed to them. Previously, the original model of manufactured home communities was you own the home and rented the lot. So that whole group of people was not a potential customer.

[Samuel Landy, President & CEO at UMH Properties]

We've brought 10,300 of those people in as customers. Now sales continue because as somebody lives in a rental and says, you know, this is a great community and this is where I want to live and the house, they appreciate and value, you build equity in the house. As this occurs, we get more and more sales. And we've done a great job putting our communities near each other and our marketing and all of that's increasing sales. But add to that, the possible changes in the finance laws, if it happens, would create a dramatic increase in home sales.

[Richard Anderson, Managing Director - Equity Research at Wedbush Securities]

Okay. Do you when you're talking to your rental residents, is there a very clear percentage of those people that are renting that would love to own but simply can't? I mean, do you get that very palpable sort of indication within your portfolio?

[Samuel Landy, President & CEO at UMH Properties]

Well, we do convert resident owned homes to rentals today. They build equity in their house. They only get the rent increase on the lot rent, not on the full home rent. So, they've reduced the rent increase by basically 50% by owning the home. I don't talk to enough residents to give you an actual survey.

[Samuel Landy, President & CEO at UMH Properties]

But the ultimate objective is 100 to 300 and maybe more of those fifteen year old homes each year could be sold to the existing resident, and we'd continue to still grow the rental home portfolio by 800 units with 800 new rentals.

[Richard Anderson, Managing Director - Equity Research at Wedbush Securities]

Okay. That's really interesting. I would be really curious of that 10,300 of rental homes. If you ever were to do a survey, how many of them are happy as renters or would rather be an owner? That would be interesting data for me, I guess.

[Richard Anderson, Managing Director - Equity Research at Wedbush Securities]

But anyway, just a comment. Thanks very much. Great quarter. Appreciate

[Richard Anderson, Managing Director - Equity Research at Wedbush Securities]

it.

[Rob Stevenson, Managing Director - Head of Real Estate Research at Janney Montgomery Scott]

Thank you.

[Operator]

And the next question comes from Craig Kucera with Lucid Capital Markets. Please go ahead.

[Craig Kucera, MD - Equity Research at Lucid Capital Markets]

Yes. Hey, good morning, guys. Your leverage has significantly dropped over the past couple of years. And I'd be curious to hear is, is there a target that is looking to work toward? Or is this just been a matter of taking advantage of the capital markets?

[Samuel Landy, President & CEO at UMH Properties]

Hey Craig.

[Eugene Landy, Founder & Chairman of the Board at UMH Properties]

Good morning.

[Anna Chew, EVP, CFO, Treasurer & Director at UMH Properties]

We are as you know, we've always been a conservative company. Our net debt to total market cap is usually in the 30% to 40% range. We did take advantage of the capital markets, but don't forget every year we are growing company based on our business plan we need between $120,000,000 to $150,000,000 a year. So therefore, we opportunistically, raise additional capital, which we believe that we will use. Additionally, we did have $115,000,000 in debt coming due.

[Anna Chew, EVP, CFO, Treasurer & Director at UMH Properties]

So we wanted to make sure that we have the capital not only to pay down our debt, but also for to grow our company. So we did have additional ATM proceeds last year, which is fine, which is great because we will be using it this year.

[Eugene Landy, Founder & Chairman of the Board at UMH Properties]

Alcohol is to build at least 1,000 homes a year and I'd like see UMH do 2,000 homes a year. And if it costs $100,000 for the home installed

[Eugene Landy, Founder & Chairman of the Board at UMH Properties]

and $150,000

[Eugene Landy, Founder & Chairman of the Board at UMH Properties]

the total cost is $200,000 or even call it $250,000 So it's $200,000,000 to do 1,000 homes and we'd like to do even more. So with capital intensive business and it takes a long time to build these communities and to get the community filled and to get the rents where it's very productive. But we've been doing it a long time and we're going to continue to do it. And we're going to continue to grow the company both equity capital, preferred capital and debt capital. And if I could add one thing, the country is showing one thing in housing very well and that's the government sponsored entities.

[Eugene Landy, Founder & Chairman of the Board at UMH Properties]

What Anna said is we can get long term financing of our communities that are below 6% in this market at this time and that's simply amazing. Other REITs that are in different categories, offices, hotels, they don't have the advance of the government sponsored entities and they're paying two, three, four points higher than we have access to the capital market, the debt market. So it's a big advantage to our sector and to

[Craig Kucera, MD - Equity Research at Lucid Capital Markets]

Okay, great. Changing gears, Brett, I think your operating expense budget typically is about 5% to 7% on the same store basis. Is that still the expectation in 2025? Or is there maybe going to be a little bit more excess because of the very snowy winter and snow removal costs? Or any color that would be appreciated.

[Brett Taft, Executive VP & COO at UMH Properties]

Yes. I would say, 5% to 7% is still the right range. Honestly, 5% would be phenomenal. I think it's probably in the 6% to 7% range given what you mentioned with storm snow removal etcetera. I'd also add there's a few other items that are in our 8% in the fourth quarter professional fees related to some various projects and tax appeals and things things like that that increased, which we don't expect to happen next year.

[Brett Taft, Executive VP & COO at UMH Properties]

So we feel pretty comfortable for the full year 2025. We will be in that call it 6% to 7% range, 5% would be great. There's probably

[Craig Kucera, MD - Equity Research at Lucid Capital Markets]

appreciated. Let's talk about umh finance for a second. Just given what's happened with home prices, are you seeing any change in the typical buyer versus a few years ago? Are they maybe better credits or higher income than they were that have been completely pushed out of maybe potentially buying a single family home? Or has credit and income been relatively constant over the last few years?

[Samuel Landy, President & CEO at UMH Properties]

No. My belief is the widening of the affordability gap plus the fact that we're building these great expansions putting in extremely high end homes better than any homes of the past results in higher credit quality, higher down payments. You could see the percentage that paid cash for the home. So as conventional home sales are currently a little bit blocked. But as people can sell their existing home, you're going to see more and more of them downsize and buy a house from us all cash.

[Samuel Landy, President & CEO at UMH Properties]

And those are going to be our highest end homes at $250,000 to $300,000 with lot rents of about 750,000 per month. And that it's kind of more like 2,006 when we were selling the biggest, most expensive houses to people downsizing. And I see that occurring for the next five years while we have available expansion lots.

[Craig Kucera, MD - Equity Research at Lucid Capital Markets]

Great. Just one more for me. I'd be curious if you had any conversations with the manufactured housing builders about how tariffs might impact their business. Are they worried about input costs or maybe will there be any supply chain issues?

[Samuel Landy, President & CEO at UMH Properties]

Brett, do you have anything there? I don't know of anything.

[Brett Taft, Executive VP & COO at UMH Properties]

All I can really say there is that in speaking with and ordering homes from our manufacturers, we haven't experienced any issues yet. Backlogs are still in that call it eight week range. Some of them a little bit further out than that. So to this point, there haven't been any major problems. I'm sure it's something our manufacturers are worried about.

[Brett Taft, Executive VP & COO at UMH Properties]

But we'll update you as we get more information there.

[Craig Kucera, MD - Equity Research at Lucid Capital Markets]

Okay, great. Thanks.

[Operator]

And the next question comes from John Massocca with B. Riley. Please go ahead.

[John Massocca, Senior Research Analyst at B Riley Financial]

Good morning.

[Samuel Landy, President & CEO at UMH Properties]

Good morning.

[John Massocca, Senior Research Analyst at B Riley Financial]

So, with the acquisitions, I know you kind of gave the cap rate, but what's kind of the stabilized return you're looking for across that entire pipeline?

[Brett Taft, Executive VP & COO at UMH Properties]

Yes. So looking out over call it five years, we should be yielding in the 6.5% to 7% range on these properties.

[John Massocca, Senior Research Analyst at B Riley Financial]

Okay. Appreciate the color. And then, on the in place portfolio, any change in kind of bad debt expense in 4Q or even anything you're seeing into this year thus far?

[Anna Chew, EVP, CFO, Treasurer & Director at UMH Properties]

Not at all. We still maintain approximately a 1% write off. So we're very happy with our experience in that regard.

[John Massocca, Senior Research Analyst at B Riley Financial]

Okay. And then

[John Massocca, Senior Research Analyst at B Riley Financial]

how should we kind of think about headline occupancy as you keep adding new homes to the portfolio? I guess, is the level we kind of saw in 4Q indicative of where things should go just given it is kind of new vacancy being added in portfolio every quarter, if you will, because you're putting in new sites and you're putting in new rental units, etcetera? Or is there potential for that vacancy number to shrink even further?

[Brett Taft, Executive VP & COO at UMH Properties]

Yeah. So what I would say is that there's definitely potential for this existing pool of assets and the vacancy number to shrink further. Overall occupancy in 2024 increased by two sixteen sites. This is same property now for an occupancy to 88%. If we fill 800 new rental homes, sell 200 new homes, I would expect an increase in overall occupancy of 600 to 700 units.

[Brett Taft, Executive VP & COO at UMH Properties]

You're always going to have some turnover. You're always going to have some obsolescence in our portfolio. So we will be removing some homes as well, which is why there's that gap there. And just thinking about it a little further, February units would be about 100 basis point improvement. So that would bring us up into the low 90% range.

[Brett Taft, Executive VP & COO at UMH Properties]

Now we are out there looking for value add acquisitions. They do have some more vacancy that would give us more vacant lots to fill and grow income in the future. So this pool of assets, I would say there's definitely occupancy up side. But again, I wouldn't be surprised if we do some acquisitions that bring the overall weighted occupancy rate down.

[Samuel Landy, President & CEO at UMH Properties]

Okay. And then with that month

[Anna Chew, EVP, CFO, Treasurer & Director at UMH Properties]

I was just going

[Anna Chew, EVP, CFO, Treasurer & Director at UMH Properties]

to say we believe same store will continue to go up. It's just the overall based upon our business plan of buying value add communities.

[John Massocca, Senior Research Analyst at B Riley Financial]

Okay. And now with that in mind, how should we think about the split in future acquisitions between on balance sheet and JV? I mean, I guess how value add would an asset need to be for it to be better structured to the joint venture?

[Samuel Landy, President & CEO at UMH Properties]

In a sense, we don't know the answer to that question. I'll tell you why. We have the joint venture with Nuveen for development, which works extremely well for both us and Nuveen. And one of those properties my belief is already profitable. We hesitate to do more new development at this moment until more we're adding earning more sales income and more rental profits.

[Samuel Landy, President & CEO at UMH Properties]

Once these three development deals are profitable, next time we might consider doing six because it won't negatively, impact our earnings as great as six would today. And then on turnaround properties, we created the Opportunity Zone Fund. If we succeed in getting that law amended, so any investment in affordable housing in an Opportunity Zone would not pay the capital gains tax at the end of ten years, then we could do many more turnaround properties in the opportunity zone without hurting umh's earnings. So it goes back to our number one goal, keep increasing FFO per share. So we're in a position to increase the dividend, way at every acquisition with that thought in mind.

[Samuel Landy, President & CEO at UMH Properties]

But those two vehicles, the Nuveen joint venture and the Opportunity Zone Fund give us the opportunity to increase development and rehabilitation without going away from our main goal.

[John Massocca, Senior Research Analyst at B Riley Financial]

Okay. That makes sense. And then last one

[John Massocca, Senior Research Analyst at B Riley Financial]

for me. Any update on the

[John Massocca, Senior Research Analyst at B Riley Financial]

kind of single family housing developments that were kind of potentially in the pipeline, either the one in New Jersey or any other kind of opportunities that were out there?

[Samuel Landy, President & CEO at UMH Properties]

Craig Hosker, you want to cover that?

[Craig Koster, Executive VP, General Counsel & Secretary at UMH Properties]

Sure. We recently entered into a preliminary agreement with a leading national luxury homebuilder regarding the potential formation of a JV to develop 131 acres in Vineland, New Jersey adjacent to one of our existing communities. The parties are currently engaged in a ninety day due diligence period, during which we intend to commence preliminary discussions for approvals with the municipality. If the parties would like to proceed, then the potential JV partner would seek preliminary subdivision and site plan approval over the next two years and they would be responsible for the costs in doing so. If the approvals are obtained, the joint venture would then be formally established.

[Craig Koster, Executive VP, General Counsel & Secretary at UMH Properties]

The JV partner would construct the roads, the infrastructure, the site improvements and then sell the improved lots to an affiliate of the joint venture partner, which would construct these luxury single family homes to sell to purchasers. UmH would contribute the real property to the JV and receive a percentage of the gross sales price of each of the homes. It's anticipated to be 20% minus certain deductions.

[John Massocca, Senior Research Analyst at B Riley Financial]

Okay. That was very detailed. I appreciate it. And that's it for me.

[Eugene Landy, Founder & Chairman of the Board at UMH Properties]

Well, if I could add one more thing. The nation needs 4,000,000 houses. If it needs 4,000,000 houses because of the shortage, we must have 4,000,000 lots. The builders in this country, they have tremendous size and they build a lot of lots. But you're talking about a need for land, a need for approved sites.

[Eugene Landy, Founder & Chairman of the Board at UMH Properties]

UmH has how many acres? 2,400. We have 2,400 acres that we hope eventually to use that for residential development and either use it for a home manufactured housing or if it's more valuable for single family development it'll be used for that But the nation has a shortage of land and we have always bought land that is adjacent to our existing communities. We've done that for many, many years and we have a very nice portfolio of land that we're now putting to work.

[Operator]

This concludes our question and answer session. I would like to turn the conference back over to Samuel Landy for any closing remarks.

[Samuel Landy, President & CEO at UMH Properties]

Thank you, operator. I would like to thank the participants on this call for their continued support and interest in our company. As always, Gene, Anna, Brett and I are available for any follow-up questions. We look forward to reporting back to you in May with our first quarter twenty twenty five results. Thank you.

[Operator]

The conference is now concluded. Thank you for attending today's presentation. The teleconference replay will be available in approximately one hour. To access this replay, please dial U. S.

[Operator]

Toll free

Participants

Executives

• Craig Koster, Executive VP, General Counsel & Secretary
• Samuel Landy, President & CEO
• Anna Chew, EVP, CFO, Treasurer & Director
• Eugene Landy, Founder & Chairman of the Board
• Brett Taft, Executive VP & COO

Analysts

• Gaurav Mehta, Managing Director at Alliance Global Partners
• Rob Stevenson, Managing Director - Head of Real Estate Research at Janney Montgomery Scott
• Richard Anderson, Managing Director - Equity Research at Wedbush Securities
• Craig Kucera, MD - Equity Research at Lucid Capital Markets
• John Massocca, Senior Research Analyst at B Riley Financial