Earnings call transcript: Smith Douglas Homes Q3 2025 misses EPS expectations

Smith Douglas Homes (SDHC) reported its Q3 2025 earnings, revealing an earnings per share (EPS) of $0.24, which fell short of the projected $0.67, resulting in a 64.18% negative surprise. This miss contributed to a 2.41% decline in the stock price, closing at $17.41. The stock's movement reflects investor concerns over the company's performance and its proximity to the 52-week low of $15. InvestingPro data shows SDHC has fallen over 50% in the past year, with the current price representing a significant discount to its Fair Value, suggesting potential undervaluation despite recent challenges.

Key Takeaways

• EPS of $0.24 missed the forecast of $0.67 by a wide margin.
• Stock price decreased by 2.41%, nearing its 52-week low.
• Gross margins declined from 26.5% to 21%.
• Net orders increased by 15% year-over-year.
• Expansion into new markets, including Dallas and the Gulf Coast.

Company Performance

Smith Douglas Homes faced challenges in Q3 2025, with a notable decrease in net income to $16.2 million from $37.8 million the previous year. The company experienced a 3% decline in home closings and a 6% drop in home closing revenue. Despite these setbacks, the company is focusing on expanding into new markets and maintaining operational efficiency.

Financial Highlights

• Revenue: $262 million, reflecting a 6% decrease year-over-year.
• Earnings per share: $0.24, down from expectations.
• Gross margin: 21%, a decrease from 26.5% in the prior year.
• Home closings: 788, a 3% decline year-over-year.
• Average selling price: $333,000, down 2.6%.

Earnings vs. Forecast

The company's Q3 2025 EPS of $0.24 fell short of the forecasted $0.67, marking a significant miss with a negative surprise of 64.18%. This deviation from expectations is a major concern for investors and contrasts with previous quarters where forecasts were met or exceeded.

Market Reaction

Following the earnings release, Smith Douglas Homes' stock price dropped by 2.41%, closing at $17.41. This decline places the stock near its 52-week low, indicating a bearish market sentiment. The stock's performance aligns with broader housing sector challenges.

Outlook & Guidance

Looking ahead, Smith Douglas Homes expects Q4 home closings between 725 and 775, with an average sales price of $330,000 to $335,000. The company projects gross margins between 18.5% and 19.5% and anticipates a 10-20% increase in community count by 2026. Expansion into new markets remains a priority.

Executive Commentary

CEO Greg Bennett emphasized the company's focus on providing quality homes at an affordable price while maintaining cost controls. CFO Russ Devendorf noted the challenging environment but highlighted some positive signs, stating, "It continues to be a difficult environment. We see a couple of green shoots here and there."

Risks and Challenges

• Continued soft demand and consumer confidence issues.
• Increased closing cost incentives affecting profitability.
• Permitting delays across markets.
• Challenges in converting potential buyers.
• Competitive pressures in the housing market.

Q&A

During the earnings call, analysts inquired about the mix of spec versus pre-sale homes, with the company acknowledging a shift towards spec homes due to current market conditions. Questions also focused on permitting delays and the company's strategy to maintain sales pace in a challenging environment.

Full transcript - Smith Douglas Homes Corp A (SDHC) Q3 2025:

Conference Call Operator: Good morning and welcome to the Smith Douglas Homes Third Quarter 2025 Earnings Call and Webcast. All participants are in a listen-only mode. After the speaker's remarks, we will conduct a question-and-answer session. To ask a question at this time, you will need to press star followed by the number one on your telephone keypad. As a reminder, this conference call is being recorded. I would now like to turn the call over to Joe Thomas, Senior Vice President, Accounting and Finance. Thank you. Please go ahead, sir.

Joe Thomas, Senior Vice President, Accounting and Finance, Smith Douglas Homes: Good morning and welcome to the Earnings Conference Call for Smith Douglas Homes. We issued a press release this morning outlining our results for the third quarter of 2025, which we will discuss on today's call and which can be found on our website at investors.smithdouglas.com or by selecting the Investor Relations link at the bottom of our homepage. Please note this call will be simultaneously webcast on the Investor Relations section of our website. Before this call begins, I would like to remind everyone that certain statements made on this call, which are not historical facts, including statements concerning future financial and operating goals and performance, are forward-looking statements. Actual results could differ materially from such statements due to known and unknown risks, uncertainties, and other important factors as detailed in the company's SEC filings.

Except as required by law, the company undertakes no duty to update these forward-looking statements. Additionally, reconciliations of non-GAAP financial measures discussed on this call to the most comparable GAAP measures can be found in our press release located on our website and our SEC filings. Hosting the call this morning are Greg Bennett, the company's CEO and Vice Chairman, and Russ Devendorf, our Executive Vice President and CFO. I'd now like to turn the call over to Greg.

Greg Bennett, CEO and Vice Chairman, Smith Douglas Homes: Thanks, Joe, and good morning to everyone on the call today. In the third quarter of 2025, Smith Douglas Homes continues to execute on its long-term strategic plan of being the builder of choice for home buyers in key markets throughout the South. Our operating philosophy is straightforward but hard to replicate thanks to our operating discipline and culture. We focus on providing our customers with quality homes at an affordable price while maintaining tight cost controls and leading cycle times. We also avoid much of the risk associated with home building by controlling most of our lots and land through option agreements and by sustaining a strong balance sheet. These are key elements of Smith Douglas' strategy, and we believe they lead to superior shareholder returns over the long term.

For the third quarter of 2025, we generated pre-tax income of $17.2 million and earnings of $0.24 per share. Home sales revenue came in at $262 million on home closings of 788 and an average selling price of $333,000. Gross margins on homes closed averaged 21% for the quarter. These results were largely in line with our previous guidance and demonstrate our ability to accurately forecast and execute on our stated objectives. Net orders for the quarter increased 15% year over year to 690 homes on a sales base of 2.4 homes per community per month. Despite some tailwinds for mortgage rates trending down in the quarter, overall demand stayed soft, which we believe is an indication that the buyer psyche and consumer confidence are the main headwinds facing our industry. Financing incentives remain an important sales tool in getting buyers to move forward and purchase.

We expect this to continue into the fourth quarter. We continue to emphasize our approach of pace over price as we believe our operations run more efficiently at or near full capacity. We made further progress establishing a foothold in our new markets in the third quarter. We began vertical construction on homes in Greenville Market, started generating interest lists for our communities in Dallas Market, and expect Gulf Coast Market to be up and running in the middle of next year. These markets fit nicely into our business model and will be key contributors to our volume goals in the coming years. Cycle times in the third quarter were consistent with the second quarter at 54 days, excluding our Houston division. The efficiency of our operations is a key differentiator for our company, and it is the discipline we practice every day.

It is a system senior management has developed and refined over decades in the home building business and one that requires the coordination of our employees, suppliers, and trade partners. Overall, I am pleased with how our company has performed in the third quarter and believe we've made further progress towards becoming a large-scale builder in the Southeast and Southern United States. Our balance sheet is in great shape, and we have several new communities slated to open in the coming months that should give our sales efforts a boost as we head into our spring selling season. Finally, I would like to thank our team members for their continued hard work. Home building is a very competitive business, particularly in uncertain times like the ones we're in today, and you've shown a willingness to go the extra mile for our home buyers and our company's success.

I truly appreciate all that you've done to make Smith Douglas a leading builder. With that, I'd like to turn the call over to Russ, who will provide more detail on our results for this quarter and give an update on our outlook for the fourth quarter.

Russ Devendorf, Executive Vice President and CFO, Smith Douglas Homes: Thanks, Greg. I'll now walk through our financial results for the third quarter and then provide an update on our outlook for the balance of the year. We closed 788 homes during the third quarter, down 3% from 812 closings in the same quarter last year. Home closing revenue was $262 million, a 6% decrease from $277.8 million in the prior year. Our average sales price was approximately $333,000, down 2.6% year over year due to slightly higher discounts and shifts in geographic mix. Gross margin came in at 21%, which was at the midpoint of our guidance range and compares to 26.5% in the prior year. Our lower year-over-year margin reflects the impact of higher average lot costs, which were 27.8% of revenue in the current quarter versus 24.8% in the year-ago period. Additionally, rising incentives and promotional activity further compressed margins.

Closing cost incentives, which are included in cost of sales, totaled approximately $9,500 per closing, up from $6,600 in the year-ago period, and pricing discounts were 1.8% of revenue, up from 1.2% last year. We utilized forward commitment programs to buy down interest rates, which we believe helped boost conversion rates. During the quarter, we recognized $3.9 million in costs on forward commitments, which is recorded as an offset to revenue versus $185,000 in the year-ago period and $0.9 million in the second quarter this year. We expect to continue to utilize these rate buy-downs through the end of this year to drive sales velocity as we remain committed to our pace-over-price philosophy.

SG&A was up approximately $2 million versus the prior year and was 13.8% of revenue compared to 12.3% last year, driven primarily by lower revenue this quarter and increased payroll and associated expenses, with a sizable portion of the increase coming from the opening of our new divisions. Net income for the quarter was $16.2 million compared to $37.8 million in the prior year, and pre-tax income was $17.2 million versus $39.6 million. Our pre-tax income this period includes a $1.6 million charge related to the abandonment of a lot option deal with a land seller, which is included in other income and expense. Adjusted net income was $13 million compared to $29.9 million in the prior year.

As a reminder, given the nature of our upsea organizational structure, our reported net income reflects an effective tax rate of 5.9% this quarter, which is attributable to the approximate 17.5% economic ownership held by public shareholders through Smith Douglas Homes and Smith Douglas Holdings. Because the majority of our earnings are allocated to our Class D members, which is shown as income attributable to non-controlling interest on our income statement, we provide adjusted net income, which assumes 100% public ownership and a 24.6% funded federal and state effective tax rate. We believe this measure is helpful in evaluating our results relative to peers with more traditional C corporation structures. Additional details on our structure and related income tax treatment can be found in the footnotes to our financial statements.

Turning to the balance sheet, we ended the quarter with $14.8 million in cash and had $49 million outstanding on our unsecured revolver, with $201 million available to draw. Our debt-to-book capitalization was 11.2%, and our net debt-to-book capitalization was 8.4%, down 370 basis points sequentially from the second quarter. This improvement reflects our continued discipline in managing leverage and our commitment to maintaining a strong and flexible balance sheet. In a period marked by persistent macroeconomic uncertainty, we remain focused on fortifying our financial position to ensure we can navigate market volatility and capitalize on strategic opportunities as they arise. Backlog at the end of the quarter was 760 homes with an average sales price of approximately $340,000 and an expected gross margin of approximately 20%. Monthly sales per community went from 2.5 in July to 2.8 in August and 2.0 per community in September.

In October, we saw that average stay constant at 2.0 sales per community. Turning to our fourth quarter outlook, we expect to close between 725 and 775 homes with an average sales price between $330,000 and $335,000. Gross margin is projected to be in the range of 18.5%-19.5%. While incentives will continue to pressure margins, we are maintaining discipline in how and where we deploy them. We ended the third quarter with 98 active communities and expect to see that number remain approximately in line during the fourth quarter. We're actively opening new communities across multiple divisions and remain focused on supporting a stable and scalable growth platform. Before I conclude, I want to reiterate that while we're pleased with our results through the first three quarters of the year, our outlook does include several risks.

As always, our ability to achieve these results will depend on maintaining an adequate pace of sales, bringing new lots and communities online as scheduled, and managing cost pressures, particularly in labor and materials. Additionally, broader macroeconomic factors such as inflation, employment trends, interest rates, and consumer confidence could create headwinds to demand and impact the timing or volume of sales and closings. We remain focused on executing what we can control and believe our land-light model, steady operations, and financial strength position us well to navigate these challenges over the long term. With that, I'll turn the call over to the operator for questions.

Conference Call Operator: Thank you. As a reminder, to ask a question, please press star followed by one on your telephone keypad. In the interest of time, we ask that you please limit yourselves to one question and one follow-up. Thank you. Our first question comes from Sam Reed from Wells Fargo. Please go ahead. Your line is open.

Sam Reed, Analyst, Wells Fargo: Thanks so much for taking my question. Also, thanks so much for all the color on the discounts and forward commitment impacts to the top line and margin line. It is very helpful color. In terms of my question, was just hoping if you could bridge the Q3 to Q4 gross margin and talk through the composition of perhaps incremental price discounting versus forward commitments. It does obviously look like you are planning to close houses below what is in your backlog. We would also just be curious in terms of mix of homes you plan to close outside of your backlog during the fourth quarter too. Thanks.

Russ Devendorf, Executive Vice President and CFO, Smith Douglas Homes: Yep. Good question. We continue to push on incentives into year-end, really, in an effort to keep that pace-over-price philosophy. I mean, obviously, we're really deliberate about keeping that pace. It's real important for our operating philosophy. We make more, we lose less at full capacity. The assumption is that to continue to drive pace because, as I'm sure you would agree, the macro environment is pretty uncertain. As Greg mentioned, it is really a confidence issue with our buyers. We've been able to solve the rate issue for some time now, but it does seem like it's just becoming a little more difficult to get buyers across the finish line. We're going to continue to push on rates. We introduced a really attractive 3.5% fixed rate on some older specs, and that's really kind of the assumption.

We have seen costs of those forward commitments come down a bit in recent months as overall rates have come down. We are just making an assumption that we will continue to push incentives, and we plan for the worst and hope for the best.

Sam Reed, Analyst, Wells Fargo: That's all helpful, Russ. Maybe just switching gears a little bit on 2026. I know you're not providing guidance, but we just love any high-level commentary on directionally where we should be thinking about community counts, especially in the context of all the new divisional openings, and then also just some perspective on lot costs, especially as the composition of your geographic makes changes. Thanks.

Russ Devendorf, Executive Vice President and CFO, Smith Douglas Homes: Yeah, sure. Yeah. As I'm sure most other builders, most companies, it's real difficult to provide any sort of guidance in the 2026. I think if we did, it wouldn't be right of us. It's so uncertain right now. That said, given where we've driven our controlled lot count from the time we went public just over 18 months ago, we've nearly tripled our controlled lots. You've obviously seen the growth in our community count this year. We ended the quarter with 98, which is up substantially. We have the community count next year to kind of drive a pretty good amount of growth. Again, is somewhere in the 10-20% growth range in community count? Absolutely. I think we've got the communities. A lot of that is really just dependent on.

Where the market is, right, and just making sure that those developers and we get those lots delivered on time. Yeah, it's not out of the question to see something in a 10%-20% community count growth. The wild card is really going to be what's the absorption pace on those communities and ultimately translating into sales and closings. Hope that helps.

Sam Reed, Analyst, Wells Fargo: All very helpful. Thanks so much.

Conference Call Operator: Our next question comes from Andrew Azzi from JP Morgan. Please go ahead. Your line is open.

Andrew Azzi, Analyst, JP Morgan: Hi, guys. Thank you for taking my question and appreciate all the color so far. Backlog conversion is pretty elevated here compared to your own history and likely to remain pretty high next quarter or go higher. We'd love to kind of just get some color on how you see that metric trending longer term and any structural factors there that are going on.

Russ Devendorf, Executive Vice President and CFO, Smith Douglas Homes: Yeah. I mean, it's all a function of the current environment where the competition, everybody's. There's a lot of specs on the ground. That's where a lot of the discounting is taking place. That's part of the reason why we've been leaning into forward commitments from a competitive standpoint and specifically on our spec homes to continue to keep that velocity or moving through our assembly line process. Pre-sales have just been, it's been a little more difficult to come by from a pre-sale standpoint because when you think those forward commitments, the most cost-effective forward is, let's say, a 60-day or less rate lock. That's part of what's driving just kind of the industry to a more spec-heavy environment. We are trying to, we've offered some pre-sale incentives.

I think we're offering something, though, that's pretty unique and trying to move back to more of our pre-sale approach. I mean, we are focused—let's put it this way—we are focused on pre-selling. It's really the environment that's pushing us more to a little spec-heavy. That's why the resulting backlog conversions are higher. Over the last quarter, we've really had a heavy focus on getting that incentive into pre-sales with the way we're doing lot reservations and such. We expect to go back to a more pre-sale heavy, certainly as the environment changes. I think specs become less and less as an industry. I think our approach has not changed. We are pre-sale focused. It's just the current environment has kind of pushed us a little more to specs from a competitive standpoint.

Andrew Azzi, Analyst, JP Morgan: That makes sense. Obviously, you've seen a lot of growth in your active communities and controlled lots. Could you provide any detail on kind of the geographic distribution of those and how you're prioritizing market expansion?

Russ Devendorf, Executive Vice President and CFO, Smith Douglas Homes: Yeah. As we stated from the time we went public, I mean. When we enter a market, we want to make sure that we have. That we enter markets where we can gain scale. And for us, scale is. We operate in an R-team philosophy, geographic pods. And so. Each pod or R-team has 200 closings. And so. For us, we'd like to, at a minimum, have 400 closings per division. And certainly, in some divisions, we're going to have in excess of that, some of the larger markets like in Atlanta, Houston, Dallas. At a minimum, we're looking to do at least two full R-teams. We've been prioritizing or really trying to scale up in those markets where we have not yet hit that escape velocity, I'll call it, or that scale. You can look at Charlotte, the Carolinas, Nashville.

Those are some of the areas that we've started to focus on. Then, clearly, as you know, we've opened a few new divisions. We've divisionalized Central Georgia. Getting Central Georgia, which is really south of I-20 in Atlanta and down to Perry, Macon, that area, really focusing on gaining more scale out of Georgia in those areas. Chattanooga. We've added quite a few positions in Chattanooga. As we announced last quarter, Dallas is a market that we just entered, and Gulf Coast, which right now is Gulf Coast of Alabama. Those are areas we focused. Clearly, where we can take advantage in markets where we already have that two full R-teams, we will continue to try and take some additional market share if the opportunity arises.

Andrew Azzi, Analyst, JP Morgan: Thanks, Russ. Best of luck. I'll pass it on.

Russ Devendorf, Executive Vice President and CFO, Smith Douglas Homes: Thank you.

Conference Call Operator: Our next question comes from Mike Dahl from RBC. Please go ahead. Your line is open.

Stephen Mia, Analyst, RBC: Hey, good morning, everyone. You've actually got Stephen Mia on for Mike Dahl today. Thanks for taking my questions. The granular monthly and quarter-to-date demand trend discussion was all super helpful. Looking ahead, I wanted to ask what y'all have built into your assumptions for the forward quarter, more so to the extent of how November, December might compare to what you've been seeing in October and how you see the balance of the quarter sort of shaking out against your historical seasonal patterns. Thanks.

Russ Devendorf, Executive Vice President and CFO, Smith Douglas Homes: Yeah. We haven't really made any different assumptions for the balance of the year. I think it's just a—it continues to be a difficult environment. We see a couple of green shoots here and there. It's not—look, it's good, right? We've got traffic. Traffic's been decent. Folks are showing up. People still need and want homes. The conversions, it's just a little bit tougher. That's why we're leaning into the incentives. Yeah, we're not making any additional assumption for an increase in velocity. Maybe we'll get it. Maybe we won't. We'll continue to push on incentives. We're getting our fair share. It's just too hard to predict right now. It's kind of on a week-to-week basis.

Stephen Mia, Analyst, RBC: No, for sure. That's logical. Thanks for the insight there. I guess my second question more broadly, I wanted to ask on some permitting. You've talked previously about at times seeing pockets of delays, certain municipal levels, kind of depending on where it is. I just wanted to check in how that's been going for y'all today in general across your markets, if there's been any kind of change in that trend, especially given some of the broader enthusiasm around potential relief for housing lately. Thanks.

Andrew Azzi, Analyst, JP Morgan: Yeah. Thanks for the question. I'll take that up. We continue to see challenges and delays in permitting, both on getting final plan approval to start projects and then getting final sign-off on completing projects. It's pretty widespread. It's across all our markets. I wouldn't say it's in any market more so than another, but—excuse me—we do see it less prevalent in the areas that may be truly outside of the metros that are a little hungrier for having some stimulation from housing. In more of the central metro markets, we're still seeing a lot of delays.

Stephen Mia, Analyst, RBC: No, that's super helpful. Again, thanks to the insight team. I'll pass it on.

Conference Call Operator: Our next question comes from Rafe Jadarosic from Bank of America. Please go ahead. Your line is open.

Rafe Jadarosic/Paul Brzezowski, Analyst, Bank of America/Wolf Research: Hi. Good morning. Thanks for taking my question. Can you give us the spec versus build-to-order mix that was in your deliveries and then maybe what's in the backlog? And then any color about it? Is there a difference in the margin between spec and BTR right now?

Russ Devendorf, Executive Vice President and CFO, Smith Douglas Homes: Yeah. I have to go—we might have to get back to you on the exact percentage. I do not want to quote you something that is wrong, but I would tell you. There was a higher spec count than pre-sale in Q4 from a closings perspective. Would be my guess. And maybe it is 50/50, but it is probably a little leaning more towards spec. Again, like I mentioned before, that is just kind of the environment we are in. As far as backlog, again, I would have to go back and we would have to go and look at exactly what it is. Again, given the size of the backlog, I mean, there is probably heavier pre-sale just sitting in backlog, but maybe not by a wide margin, I think, because most of the specs, if it is sitting in backlog and it was a spec, it is probably only 60 days old at most. Right?

We try to sell just as a matter of process. When we're focused on specs, clearly, if it's a finished spec, we've got a high focus on anything that gets finished without a contract. Even if we start something in our process, we're very focused on getting a contract on that before what we call line in the sand, basically drywall. Historically, we're pre-sale focused, and historically, we're like 70% pre-sale and 30% spec. When you take into account getting a contract before we hit that line in the sand, we were 90% plus of our homes had a contract on it before that line in the sand. It was really heavy, but kind of pre-sale prior to line in the sand. The environment's shifted that a bit. Ultimately, the market will change.

You're starting to see spec levels come down from other builders, which also is a factor in impacting us as well. I think that'll continue to shift back in our favor over time.

Rafe Jadarosic/Paul Brzezowski, Analyst, Bank of America/Wolf Research: Okay. That's helpful. Then with just the community count growth that you're talking about for next year, how do we just think about the SG&A run rate going forward? Should we think about sort of like on a dollar basis, SG&A will grow in line with community count? Just trying to understand. I know there's a new market that you're expanding to. I'm just trying to understand maybe the puts and takes of that.

Russ Devendorf, Executive Vice President and CFO, Smith Douglas Homes: Yeah. We're in the process of budgeting right now. I can't give you an exact answer. All I would say is clearly the fixed overhead, we're going to continue to leverage fixed overhead because we have everything here is in place. The corporate support team, HR, legal, finance, all those, that's in place, and we can do a good amount of volume above where we're at. That'll continue to leverage. Obviously, the variable piece of our SG&A, so commissions and community-level marketing, things like that, that'll move in line more or less with community count and sales starts closings. I would expect some leverage going into next year.

Rafe Jadarosic/Paul Brzezowski, Analyst, Bank of America/Wolf Research: Okay. That's helpful. Thank you.

Russ Devendorf, Executive Vice President and CFO, Smith Douglas Homes: Sure.

Conference Call Operator: For any additional questions, please press star followed by the number one on your telephone keypad. Our next question comes from Paul. Our next question comes from Paul Brzezowski from Wolf Research. Please go ahead. Your line is open.

Rafe Jadarosic/Paul Brzezowski, Analyst, Bank of America/Wolf Research: Yeah. Good morning. Thanks for the monthly order cadence. I was wondering if you could add some further color. How did incentives flow monthly through the quarter? Regarding your forward commitment, how is the spread? Have you maintained that spread to market or widened it or tried to contract it? Again, with absorptions at two in September and October, do you have a minimum absorption pace you were targeting?

Russ Devendorf, Executive Vice President and CFO, Smith Douglas Homes: Yeah. I'll take the last one because that's easy. More is that. That's more absorptions. We're in. This is spring selling season, obviously, is. Where we'll get higher absorption pace. If we could hit a two and a half to three in the quarter, that's generally. Two and a half to three and a half would be more reasonable. For a Q4. We are trying to push. As we've mentioned, pace. We are looking at trying to push that absorption pace. It's going to come at the. Expensive margin. We leaned into the. Forwards in Q3. The cost did come down, for sure. As rates started to move down, we were a benefactor of. Cheaper forward commitments. At the same time, while the. Prorata costs came down, we also pushed higher incentives to try and spur some of that.

Absorption pace. So anything that we gained, we kind of gave back a little bit because we were really just pushing a stronger incentive, specifically on some of our older specs. We really have a focus on turning and not keeping any age specs there. We did have a good week last week in terms I think absorption pace was up last week, which I do not think I mentioned that in my prepared remarks. We saw a little bit of a nice bump. Yeah, incentives trended up through the quarter, for sure. We will see what the balance of the year holds. Like we said, pace over price. That is our philosophy. We will continue to use incentives to continue to push that pace.

Rafe Jadarosic/Paul Brzezowski, Analyst, Bank of America/Wolf Research: Okay. I guess as you look at your consumer mix, you've got entry-level, some downsizers, active adult, however you want to define it. Are you seeing any shifts there? I mean, what I'm really asking, I guess, are you seeing any type of hesitation or cancellation with the downsizers or active adults because they just can't sell their home for what they're looking to get out of it?

Andrew Azzi, Analyst, JP Morgan: Yeah. We are for sure seeing a lot of buyers that, and we have a resulting number of specs that happen from contingencies that they just do not get over the line. There is, yeah, for sure. I heard the other day for the first time in a long time, new homes were cheaper than resales. That is making that difficult. Yeah, the move-up buyer for us, which is not a big cohort, but that move-down buyer is a pretty significant, they are still struggling with that challenge.

Rafe Jadarosic/Paul Brzezowski, Analyst, Bank of America/Wolf Research: Thank you. I appreciate it.

Russ Devendorf, Executive Vice President and CFO, Smith Douglas Homes: Yep. Thanks, Paul.

Conference Call Operator: We have no further questions. I would like to turn the call back over to Greg Bennett for closing remarks.

Andrew Azzi, Analyst, JP Morgan: Yeah. Thank you, everyone, for joining us today and your interest in Smith Douglas. Hope you have a great day and look forward to visiting after Q4.

Conference Call Operator: This concludes today's conference call. Thank you for your participation. You may now disconnect.

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