Good morning, ladies and gentlemen, and welcome to the MAA Third Quarter 2021 Earnings Conference Call. During the presentation, all participants will be in a listen-only mode. Afterwards, the company will conduct a question-and-answer session. As a reminder, this conference call is being recorded today, October 28, 2021. I will now turn the call over to Tim Argo, Senior Vice President of Finance of MAA for opening comments. Thank you, Mallory, and good morning, everyone. This is Tim Argo, Senior Vice President of Finance for MAA. With me are Eric Bolton, our CEO, Al Campbell, our CFO, Rob DelPriore, our General Counsel, Tom Grimes, our COO, and Brad Hill, our Head of Transactions. Before we begin with our prepared comments this morning, I want to point out that as part of the discussion, company management will be making forward-looking statements. Actual results may differ materially from our projections. We encourage you to refer to the Forward-Looking Statements section in yesterday's earnings release and our 1934 Act filings with the SEC, which describe risk factors that may impact future results. These reports, along with a copy of today's prepared comments and an audio copy of this morning's call will be available on our website. During this call, we will also discuss certain non-GAAP financial measures. A presentation of the most directly comparable GAAP financial measures, as well as reconciliations of the differences between non-GAAP and comparable GAAP measures, can be found in our earnings release and supplemental financial data, which are available on the For Investors page of our website at www.maac.com. I'll now turn the call over to Eric. Thanks, Tim, and we appreciate everyone joining us this morning. Our third quarter results were well ahead of expectations. Growing demand across our Sun Belt markets continues to drive strong rent growth and high occupancy. Steady job growth, favorable migration trends, wage growth, and escalating pricing of single-family housing are all driving strong performance for apartment rents across our portfolio. We're carrying significant pricing momentum into calendar year 2022. Resident turnover remains low, collections remain strong, occupancy is high, and rent-to-income ratios remain very affordable. This all suggests to us that we have good capacity in the market for the pricing trends that we are currently capturing. As we think about next year, we believe leasing conditions across our markets will remain favorable. Our Sun Belt markets continue to capture good job growth, driving positive migration trends. New move-ins year to date from households relocating to our Sun Belt markets constitute 14% of our new leases, as compared to just over 10% in the same timeframe of 2020. High pricing trends associated with single-family housing are further supporting strong demand for apartment housing. In the third quarter, move-outs among our resident base to buy a home were down 12% as compared to prior year, and move-outs to rent a home were down 38%. We continue to keep an eye on pressure surrounding supply chain challenges and inflation trends. Year- to- date, our biggest pressure on operating expenses is with building repairs and maintenance costs, which are up just over 6%. Pressure is associated with both materials and labor. We expect year-over-year increases in repair and maintenance expenses will likely hold in this 6% range through the end of the year. Our current development pipeline remains on budget for both development cost and timing for unit deliveries. We're working into our planning and pro formas more cost and unit delivery contingencies as we expect the supply chain challenges to be with us through next year. But again, at this point, our current pre-development pipeline remains fully on track, and we expect to start several additional new projects in 2022. In summary, our markets continue to capture strong demand, driving robust rent growth that will carry into 2022. MAA's uniquely diversified approach across the Sun Belt region, supported by a very strong balance sheet, has the company well-positioned to take advantage of the outlook for continued strong leasing fundamentals in our markets. We continue to build strength in our technology platform and our operating capabilities. Our redevelopment program and several repositioning projects will drive higher earnings opportunity from our existing portfolio. We expect to capture meaningful expansion in our operating margins over the next couple of years. In addition, our external growth pipeline continues to expand and will deliver meaningful value accretion over the coming years. MAA is well positioned heading into 2022, and we're excited about the prospects for continued outperformance in the coming year. I'd like to thank the MAA team for the tremendous progress this year and the very positive results. I'll turn the call over to Tom. Tom? Thank you, Eric, and good morning, everyone. We saw strong pricing performance across the portfolio during the third quarter. Blended lease-over-lease pricing achieved during the quarter was up 15%. As a result, all in-place rents or effective rent growth on a year-over-year basis grew 6.3%. This is nearly five times the 1.3% growth of the first quarter. Average effective rent growth is our primary revenue driver, and with the current blended pricing momentum, we expect it to continue to strengthen through the remainder of the year. In addition, average daily occupancy for the quarter was a strong 96.4%. As outlined in the release, we saw steady progress from our product upgrade initiatives. This includes our interior unit redevelopment program, as well as the installation of our smart home technology package that includes mobile control of lights, thermostat, and security, as well as leak detection. For the full year 2021, we expect to complete just over 6,000 interior unit upgrades and install 22,000 smart home packages. This will bring our total number of smart units up to 47,000 units. We're in the final stages of completing the repositioning work on our first eight full reposition properties and have another eight that are underway this year. Leasing activity for October has been strong. New lease over lease pricing month to date for October is running close to 20% ahead of the rent on the prior lease. Renewal lease pricing in October is running 13% ahead of the prior lease. As a result, blended pricing for the portfolio is up approximately 16% so far for October. Average daily occupancy for the month is currently 95.9, which is 30 basis points better than October of last year. Exposure, which is all vacant units plus notices through a 60-day period, is just 6.8%. This is 10 basis points better than prior year. This supports our ability to continue to prioritize rent growth. We are well-positioned as we move into the fourth quarter and 2022. I'd like to echo Eric's comments and thank our teams as well. They've shown tremendous adaptability and resilience over the last year. I'm proud of them and excited about their progress in 2021. Brad? Thanks, Tom. Good morning, everyone. The already robust investor demand for multi-family properties in our footprint has strengthened. Transaction volume is at a record high as investors are looking to buy into the strong rent growth outlook in our Sun B elt markets. Strong leasing fundamentals coupled with robust investor demand continues to push pricing growth, putting further downward pressure on cap rates. While the main focus of our capital deployment effort is currently on development through our in-house development and our pre-purchase program with third-party developers, we remain active in the transaction market and are actively evaluating a number of acquisition opportunities. For the moment, new development provides a more attractive investment basis, higher stabilized NOI yield, and higher long-term returns to capital. We believe that as we move further into the recovery part of the cycle, we will likely find more compelling opportunities for acquiring stabilized and lease-up properties. Our pre-purchase and development pipeline that includes both under construction and in lease-up projects stands at 2,999 units with a total cost of $710 million. While the size of our development pipeline will fluctuate due to the timing differences of starts and completions, we continue to make good progress towards growing the pipeline. Our in-house development team has multiple sites either owned or under contract that we expect to start construction on in 2022. We have three sites in Denver, one of which is a three-phase site, a two-phase site in Raleigh, and a site in Tampa. Additionally, we are negotiating on pre-purchase projects in Charlotte and Salt Lake City that we hope to start next year as well. Despite inflationary pressures on materials and labor, we expect stabilized NOI yields on our new projects to remain in the 5.5-5.75 range. The strong leasing demand we're seeing across our portfolio is also evident in our lease-up properties, where we're seeing rents and velocity well above our pro forma. Because of this strong demand, we've moved up the expected stabilization date of our Sand Lake property in Orlando by two quarters with an expected stabilization date of third quarter 2022. All of our under construction projects remain on budget and on schedule with yield expectations at or above our original projections. These projects have fixed cost construction contracts, so they remain on budget, but we are seeing increased material shortages due to strong demand and shipping delays. Our construction management team has done a great job navigating these challenges and minimizing the impact to our schedules. However, we expect these supply chain disruptions could add 60 days or so to any new starts next year. We've made great progress on our remaining dispositions for the year, which includes two properties in Savannah and one in Charlotte. The buyers are through their due diligence processes with hard earnest money deposits, so the closings should wrap up fairly soon. Pricing on these 31-year-old assets is very strong, generating a levered investment IRR of 30%. That's all I have in the way of prepared comments, so I'll turn it over to Al. Okay. Thank you, Brad. The continued very strong pricing trends and high occupancy through the third quarter produced revenue performance well above our prior expectations. Core FFO was $0.10 per share above the midpoint of our guidance range, with the outperformance essentially all coming from revenue. Blended lease pricing for the third quarter was 5% higher than projections, supported by an average physical occupancy about 50 basis points above projections. As we expected, operating expense growth for the quarter moderated, given some favorable prior year comparisons, but is projected to return to the full-year range during the fourth quarter. As you saw in the release, this third quarter performance produced a significant increase to both our core FFO and same-store guidance for the full year. We increased projected Core FFO for the year to $6.94 per share, which is $0.19 per share above our prior midpoint and now represents a 7.9% growth over the prior year. The increase is driven by revised same-store revenue growth projection for the full year of 5.1% at the midpoint, which is based on continued strong pricing trends through the fourth quarter with some late seasonal moderation expected, and we're assuming blended lease pricing averaging somewhere around 10% for the full quarter. We left our operating expense expectation for the year unchanged at 4.25%-4.75% growth, which produces revised same-store NOI growth for the year of 5.5% at the midpoint. We do expect some growing pressure from operating expenses as we move into 2022, with personnel costs, repair and maintenance costs, and real estate taxes, which combine to make up over 2/3 of operating expenses, all expected to begin showing some inflationary increases during 2022. Our balance sheet remains in great shape. We completed several important financing transactions during the third quarter, which further enhanced our strength. We issued a combined $600 million in public bonds during the quarter, a barbell deal pairing 5-year and 30-year notes, which had very good pricing for both, blended to a 2.1% effective rate, which supports our view that our current ratings are conservative. These transactions also fixed over 99% of our debt and extended our average debt maturities to almost 9 years, providing important protection from a rising interest rate environment. We also executed an 18-month forward equity transaction, which provides around $210 million of future funding for our growing development pipeline. Based on current projection, this takes care of our equity needs for the next couple of years. That's all we have in the way of prepared comments. Mallory, we'll now turn the call back over to you for questions. We will now open the call up for questions. If you would like to ask a question, please press star, then one on your touchtone phone. If you would like to withdraw your question, you may push the pound key. Looks like we will take our first question from Rich Anderson from SMBC. Your line is open. Rich, you there? I'm sorry. I was on mute. Thanks. You know, obviously, goes without saying, unbelievable performance to this point. What concerns you, though? I mean, it's to me, this economy and this setup with wage growth and everything happening in a positive direction on top of the supply chain issues suggests at least a risk of, you know, if there is a new Fed chairman named that we could see him or her showing might to combat what's going on and perhaps increase interest rates on the short end. I'm curious if you're worried about that. We got a GDP print for the third quarter of just 2%. Do you see these as the main kind of factors in terms of the risks going forward? Because obviously this type of growth can't happen forever. Well, Rich, yeah, I mean, I think you're certainly hitting on some of the bigger variables that could change that would, you know, change the dynamic that we're operating within. I do think that, you know, we believe that if we do find ourselves in a rising rate environment, that first, this business that we're in, the apartment business, offers, I think some degree of inflation hedge against rising pricing and rising costs in general as we have the ability to sort of reprice our service and our product pretty quickly. You know, Al and Andrew have done a terrific job with the balance sheet. We've got the you know, all the metrics in a very, very strong position, and I think in a position to withstand pressures that we may see of various sorts in the capital markets. I think that, you know, then, you know, I think some of the supply chain issues that we've been referencing will, you know, continue to be with us for some time. Eventually, that'll get fixed, but I think it's going to be a while in happening, probably a couple of years or so. You know, that may, you know, either it'll create some issues for us, but I think it will also potentially cause some delays in deliveries of some of the competing supply that may be coming into the market. You know, it's hard to sort of underwrite things right now. Obviously, there's just a whole lot of noise coming out of Washington, D.C. these days, and discussions surrounding changes in tax policies and what degree that may or may not affect the economy and capital and how capital chooses to allocate and invest. I think there are a lot of worry beads out there in that regard. You know, from our perspective, you know, we've long believed that the right thing for us to do is just simply orient our capital towards markets where we believe the demand for what we do is likely to be the most stable and the strongest over a full year, over full cycle. You've, over the years, have heard me oftentimes make reference to the notion that we're trying to be the best full cycle performer we can be. I think it starts, frankly, with protecting the downside and protecting against risk. For that reason, that's why we focus the way we do on the Sun Belt and have for 27 years. Then it's also, frankly, why we choose to allocate capital the way we do across the region with a real bent towards both a healthy combination of larger markets as well as secondary markets and with an affordable price point. We think it all just combines to create a higher degree of appeal for our product and thereby, you know, sort of drive more stability and the ability to weather down cycles better. I'm excited about the opportunities that are coming in terms of the emerging recovery cycle, and we've got, you know, some exciting things happening with development. We've got ample capacity and strength in the balance sheet to cover risks surrounding that. We've got some pretty exciting things we're doing with redevelopment, which are going to drive revenue growth opportunities off our existing asset base. We've got some exciting things we're doing with technology. I think it could continue to create performance advantages for us in the markets where we do business. I feel like that we're probably as well positioned as we could be for, you know, whatever the future holds, and time will tell. Yeah. Thanks. That's great, Eric. Just a quick one maybe for Tom. You know, with everything going up in price, including apartment rents, have you seen any indication that people are starting to at least consider doubling up to save some money? Has there been any more of that happening in your portfolio to this point? No, Rich. It's the sort of popularity has stayed sort of the same with ones and twos being most popular, and the efficiency is still the least, only 4% exposure to those, and they're, you know, mid-teens on rent growth, and they're above 95% occupied. We're there. But, I mean, we see people staying put. Our renewal conversations, though, at higher rates than they've ever been, are easier because everybody sees the noise in the market and the price of single-family homes and those kind of things. There has not been a retrenchment. Then on as far as affordability goes, we continue to stay in the same area where we've been in that 21%-22% range. Our sense is salaries are adjusting and folks are continuing as is. Okay, great. I'll yield the floor. Thanks. Thanks, Rich. We'll go to now Brad Heffern with RBC Capital Markets. Your line is open. Yeah. Hey, everyone. Hey, good morning. Um. Morning. Morning. Just based on the October stats that you gave, it doesn't really seem like there was any seasonality hitting those numbers yet. You talked about that 14% averaging out to more like 10% over the whole fourth quarter. Are you seeing, you know, preliminary signs of seasonality? Am I interpreting that correctly? I think, Brad, this is Al. I'll hit that. Those comments as my comments. I think what we have put into our expectations is continued strong trends. I mean, October was a little ahead of the quarter, as you mentioned, and so we're seeing that October maybe into November. We do believe there's gonna be some seasonal, call it holiday moderation, even as we get into the last month of the quarter. We put that in the forecast, and so that kind of brings us to that 10% average. I will say this, it also, the fourth quarter is the slowest number of leases that we redo for any other quarter. Even if it's a little higher or a little bit lower, it really won't have that big of an impact on that performance. We felt like that was the right range to put in. Okay. Got it. I appreciate the comment just now on rent income that it hasn't really moved around that much. Can you just talk about, I guess, what the underlying driver for that is? It just seems surprising if you have, you know, a new lease up 20% and some of these blended numbers up 15%, like, it doesn't seem like, you know, the underlying wages would have kept pace with that. Tim has some more detailed data on this, but roughly, you know, from 2019 to 2020, it's moved probably 150-200 basis points, but it has not moved materially, and it's still incredibly affordable. It is a shift or you know, what we're seeing is the people coming in the front door are more qualified. It may not be the rate, you know, it may not be salaries that are coming up, but the people that we are attracting are easily able to pay for the rent. Yeah. I'll add one comment to that. I mean, the. If we go back to the Q3 of 2019, two years ago, income for our residents has gone up about 17%. You know, while rents have increased quite a bit, our incomes have as well. We're not seeing a huge difference in terms of the type of resident where they work, similar sectors, a lot of professional services, a lot of financial, a lot of healthcare. We are seeing a little more single, slightly younger, actually. We've moved from, call it 75% single to about 82% single. Overall, incomes are generally keeping pace with rent growth. Okay. Thank you. We'll take our next question from Nick Joseph from Citi. Your line is open. Thank you. Maybe just following up on the seasonality. What's the loss to lease for the total portfolio today? Nick, this is Tim. I'll answer that. You know, we can look at it a couple different ways, but if you take all of those leases that went into effect in September, so new leases and renewals, and compare that to our September ERU or all in place leases in September, it's about 11% or so, if you look at it that way. Obviously, you know, that changes daily. If you have the same question in December, probably a little bit different answer. The other thing I'll add, you know, the way we think about it is how is that earned in or baked in gonna play into 2022? If you look at our 10% blended lease-over-lease guidance that we gave for the full year, 2021, you know, with most leases being on average 12 months or so, we would expect about half of that to carry into next year. Earned in or baked in rent growth of about 5% right now, heading into 2022. Thank you. That's very helpful. You'd made a comment about the supply chain disruptions and the impact. How does that impact your market supply expectations for 2022? Well, it's kind of hard to give you any real specifics on that, Nick, but I would generally tell you that as this supply chain issue continues to prolong in terms of an impact, I've got to believe that it's going to create some construction delays for some of the projects underway. I mean, we just, you know, we were anxious about delivery of some Hardie® Plank siding at one of our projects in Austin that we're currently have under construction, and we were really reaching a deadline. In the last two or three weeks where we were gonna have to make a decision to either you know, hold out and wait and create a delay or make a change to a different type of siding just because we couldn't get the order in. At the last minute it did come in, thankfully, and so everything's still on schedule there. You know, we're hearing more and more discussion about material delays and challenges. Of course, it's been that way for some time over the course of the past year with appliances, other things, but we're hearing it more widespread and more, including more items than ever. I think that as we get into next year, if it continues at the trends that we're currently seeing, I gotta believe that supply coming into the markets next year is gonna be a little bit below current expectations. Thank you very much. Our next question will be from Chandni Luthra from Goldman Sachs. Your line is open. Hi. Thank you. Good morning. This is Chandni Luthra from Goldman Sachs. Congratulations on a really strong quarter. Could you perhaps talk about, you know, you said that you think that, you know, given your balance sheet, you could get aggressive on development. Could you perhaps give us some color on, you know, where do you think development can go for you in this part of the cycle as we think about, say, as a percentage of enterprise value? Well, this is Eric. One thing I will say, I wouldn't use the word aggressive. We intend to be very- Got it. No, you know, I mean, we will see some growth take place with our development pipeline currently, including our lease up, where we're sitting on about $700 million of total funding. We've funded, you know, a good portion of that at this point. And as Brad alluded to, we've got several projects that are getting teed up that we would likely pull the trigger on in 2022. I wouldn't be surprised to see the overall aggregate, if you will, amount of development to get to $1 billion, maybe a little bit over $1 billion dollars. But recognize that the actual funding obligation in a given calendar year for that kind of pipeline is gonna be approaching $400 million or something of that nature, something that we're very comfortable in dealing with. In terms of enterprise value, you know, if we get to $1 billion, on a $28 billion or so sort of enterprise value balance sheet, we think that that's still very comfortable and something that we're very comfortable executing on. Got it. That's great color. You know, you briefly talked about sort of cap rates seeing further downward pressure earlier in the call. I mean, can you throw a little bit more light there? You know, what are you seeing? How much compression are we talking about, and what's that doing to your yield expectations? Yeah. This is Brad. I can give you a little bit of color to that. You know, if we go back to, call it first quarter of this year, you know, cap rates on new deals in the market that we were underwriting and looking at, cap rates were about 4%. Second quarter, you know, they were at, call it 3.75%. This quarter, that's down to about 3.25%. These are really trailing 3-month cap rates. These are, you know, trailing cap rates that we're looking at. You could see in the last quarter, we've seen, you know, probably 50 basis points or so further compression of cap rates, versus what we saw in the second quarter. You know, we continue to see a significant amount of capital looking in our markets, looking for you know to deploy for you know reasons I mentioned in my comments. You know, we don't see any reason on the horizon right now that is going to stop. In fact, you know, we are hearing more and more stories from our brokers that we're talking to that you know cap rates are in the mid-2s to upper-2s in some of the markets, depending on what the growth looks like. Again, as I mentioned last quarter, I think from here it feels like you know cap rates probably come down a little bit more. You know, we have certainly seen, as we get later in the year and as often is the case, we have seen bid sheets lighten up a little bit. Some of that is because, you know, we've had a historical amount of volume this year, so folks maybe have met their allocation or maybe there's just a little bit of deal fatigue as we get later in the year. Nevertheless, the pricing that the winning bidder is willing to pay is continues to be aggressive, driving those cap rates down. That's fantastic insight. Thank you so much, for all this, color, and, congratulations once again. Thanks. We'll take our next question from Austin Wurschmidt from KeyBanc. Your line is open. Hi, everybody, and good morning. Al, you've mentioned that the 10% blended lease pricing in Q4 was baked into the guidance despite kind of where you're tracking at this point through October. I'm curious, though. Did you assume any additional moderation in occupancy, or do you expect to kinda hold within that, you know, high 95% range through the balance of the year? We put our guidance, you can see in our update, Austin, we expect the average for the year about 96%. Down a little bit from where we have been, but as Tom mentioned, October occupancy was down just a little bit. Nothing. It's still in the high 95s. We expect something in the high 95, something like that. But I think as we mentioned, the pricing growth, that's the average for the whole quarter, taking into account the last part of the quarter, which may be some seasonality. I wouldn't even call it, like we said, even holiday, because traffic really slows down during that period. You know, as we mentioned, it really shouldn't have that big impact on the quarter, not as much as it would on other quarters because there's just very few leases that are signed. No, understood. No, that's helpful. Then just switching over to development, a couple questions. You know, Eric, you mentioned the $1 billion. You've talked about it previously. I mean, do you think that you can scale up to that level to a $1 billion or a little bit north of a $1 billion by next year? Secondly, you guys have talked about the projects in lease-up being a drag this year, but even less of a drag next year. A drag still nonetheless, but with the rent growth that your markets have achieved relative to what you underwrote, could that now be a tailwind at this point into next year? Well, in reference to your first question, yeah, we're very comfortable with our ability to execute with the, you know, development operation that gets the pipeline to $1 billion, a little over $1 billion, and recognize that we're doing it in two different ways. We've got an in-house platform where we've got in-house development and in-house construction oversight. Now, we do not actually act as a general contractor ourselves. We always contract out with third-party general contractors, so we're not actually building it ourselves, but we are overseeing the construction. Then in addition to the in-house execution, then we've got what we refer to as a pre-purchase program, where essentially we're joint venturing with third-party developers. They really do the construction and a lot of the development work, and we just oversee what they're doing. Yeah, I mean, with the staffing that we have today, we feel very confident in our ability to execute at that kind of volume given the ways that we're doing that. I'm sorry, the second part of your question was what? Yeah. It was just on sort of the earnings contribution from development. Oh, yeah. You know, earlier in the year, you talked about it being, you know, pretty significant drag this year and more modest drag next year, but still a drag. I was just curious with the rent growth that your markets have achieved relative to what, you know, I presume you underwrote, you know, was much more conservative. I'm wondering if that's now, you know, a tailwind at this point. Hey, Austin, this is Tim. I mean, I think the key there is we have 3 deals, I think, in that 8-property pipeline that'll complete here in the fourth quarter. Still, even though we're certainly getting rents as good, if not better, than we originally pro forma'd, they're still gonna be, you know, for the bulk of next year, pretty low occupancy, take some time to lease up. I think it'll still be a drag, but I do think, you know, we'll get to sort of that break-even cost to capital yield a little bit quicker. You know, all in all, not as much of a drag as it would've been, but still be somewhat of a drag next year. All right. That's helpful. Thanks, guys. Appreciate the time. Yeah. We'll take our next question from Alexander Goldfarb, from Piper Sandler. Your line is open. Oh, thank you. Hey, morning down there. Good morning. First, two questions. First, you know, as you guys plan 2022, and obviously you're not giving guidance now, but you know you had 8% blended spreads in the second quarter, 15% now. Obviously, on the sell side, we're all imagining where our numbers could go based on these trends. Internally, as you guys sit there and underwrite next year, how do you reasonably underwrite next year given that, you know, historically, you're probably looking at 3%, 4%, maybe 5% rent growth, whereas now your teams are. I mean, presumably, you guys could be 10% rent growth for next year, you know, with these type of numbers and a loss to lease. How do you comfortably underwrite next year without us saying, "Hey, you're sandbagging," or you guys saying, "Hey, we left our targets too low and our field team's gonna clean up"? Well, we do it really, really thoughtfully and carefully, I'll say that. I mean, we're in the middle of, frankly, doing that right now. For us, it really starts with kind of a bottom-up approach. You know, we have a very robust budgeting process that we go through at a property-specific level. We look at you know all the supply dynamics. We think about you know the baked-in trends that we have. You know, and then at a top level, you know, we think about job growth. We think about you know sort of the variables that drive demand, all of which we think are gonna continue to be very positive into next year. Then in addition to that, we also have the variables surrounding what we're doing with both new technologies and various things that, you know, we think are going to create some upside, as well as what we're doing with both redevelopment and repositioning efforts. There's a lot of variables that go into it, and we underwrite them, each of those, in very specific ways in order to build up to, you know, what we think is the right expectation to establish. I think that, you know, as Tim alluded to, I mean, we're gonna obviously be carrying in some great, you know, baked-in performance, stronger than I can remember it ever being. I think that, you know, we'll see where we get to. I'm not really gonna be able to give you a specific answer, Alex, other than just to say, you know, we try to go at it in a very detailed fashion. I think when we wrap up our process, which will be done leading up to a board meeting we have in December, we'll, you know, it will be arrived at with, you know, in a pretty thoughtful manner, I can assure you that. Right. It would seem like something upper single digits or 10% for rent growth next year is not unreasonable. Would that be correct, Eric? You know, I mean, it's with the baked in that we're looking at, coupled with some of the redevelopment and some of the, you know, market fundamentals, just, you know, assuming those continue to stay as strong as they are. I think what you're saying is not unreasonable, but, you know, we'll have more to say on it later. Okay. The second question is on cap rates. You know, obviously, we all know where cap rates have gone. But as far as the total IRR, have IRRs changed so that, you know, people are paying low threes, you have, you know, 15% rent growth, et cetera. Have IRRs held firm, or have you seen IRRs also compressing because the cap rate compression more than offsets any rent growth that people are baking in? Well, this is Brad. You know, I think it really depends on what your long-term rent growth outlook is. Certainly, putting in one year of 15%-20% rent growth helps, but you know, what does that look like in years 2 through 10? I think that's really what's gonna drive whether your IRRs are coming down or staying flat. I would say, generally speaking, IRRs are coming down. To what degree is gonna depend on what you know, to what degree you believe this outside outsize rent growth is going to continue certainly for a couple of years. You know, outside of that, you've got folks that are dialing in substantial rehab components on assets to help drive those rates up. I'd say it just depends, but, my general comment would be that IRRs are down to some degree. Thank you. We'll take our next question from Amanda Sweitzer from Baird. Your line is open. Thanks. Good morning. Following up on that conversation on returns, I think I've misheard you in the prepared remarks, but it does sound like your tone has changed a bit on pursuing stabilized acquisitions. If that's the case, what is giving you greater comfort today? Is it mainly being driven by that kind of continued improvement in your cost of capital? You know, Amanda, this is Eric. I think that, I mean, obviously the cost of capital factors into it in a big way, but I think that as we just feel like we're getting later into the cycle, supply and starts have picked up a bit this year, and we'll get, you know, into more deliveries potentially next year. Coupled with probably some growing levels of distress here and there surrounding supply deliveries and supply chain challenges that we've been hitting on or talking about. I just think that we are getting more optimistic that we're gonna see some struggling lease-up situations out there. We really believe that is where we have the best opportunity to execute on an acquisition of a stabilized asset at a price point that we're comfortable executing with. I just think the conditions are evolving to a point that you may see more distress with some of the stabilized assets, particularly lease-up assets, and we're optimistic that that may yield an opportunity or two this next year. Amanda, I'll add one thing to that. You know, we're getting to a point. We are seeing select instances where there is some aspect of a transaction that appeals to a seller other than the highest price, whether it be a timing, a year-end close, or something of that nature. As Eric said, as we get into situations where some supply chain issues cause some delays, you know, we are seeing folks using more pref equity, mezzanine equity, things of that nature, so their capital stack gets a little bit more expensive as those delays occur, which could open up some opportunities for us to take advantage of an opportunity here or there. Okay, that makes sense. You also mentioned you were excited about your kind of next wave of tech initiatives. Can you talk about what those initiatives are after the Smart Home implementation is complete? Yeah. Amanda, I'll give you a kind of a quick update on what's going on. You know, this year we expanded our call center solution. We deployed lead nurturing software, which is really just a you know an automated prospect engagement tech that interacts with our prospects earlier and sort of extends the sales process. We upgraded our virtual touring. We launched mobile maintenance and mobile inspections. The next tools coming are improved self-touring, improved multi-location sales support to simplify online leasing. You know, this year we were able to reduce 30 positions. Next year we'd expect a headcount reduction, and we're doing this on natural terms. You know, there's not a headcount reduction cost with this of about another 50. In short, technology is just allowing us to shape and refine and change the resident journey so that every step of it is easier for the resident, which helps us capture them, and helps revenues, and it's more efficient, on the expense side as well. Thank you. I appreciate the time. You bet, Amanda. We'll take our next question from Rob Stevenson from Janney. Your line is open. Good morning, guys. You guys give guidance one year at a time, but presumably have some internal numbers run out several years at a time. Looks like, you know, given your guidance and what you did last year, you're gonna average mid- to high-3% same-store revenue growth over the 2020-2021 period. When you're sitting back, you know, 2 years ago, you know, Halloween 2019, before COVID, is this about where you guys expected to be in terms of portfolio rents and combined same-store growth over the 2-year period? Or is there something here that some markets that have been disappointing, where you thought that you'd be higher than this, maybe a little lower than this? How would you sort of characterize that versus your own internal sort of budgeting over the 2021 period? Well, that's an interesting question, Rob. I mean, we certainly in October 2019 did not foresee what happened over the last couple of years. I would tell you that, yeah, I think broadly speaking, when you think about a long-term sort of top-line performance for our asset class, you know, we would put it at, call.t ± 3.5% over a long period of time. I think, you know, in a highly competitive business like ours, where pricing, you know, is part of the competition toolset, I just think that that's a pretty reasonable assumption to make. Then, you know, our challenge as a management team is then to think about how do we take volatility out of that performance stream. I think that, particularly as a REIT paying of hopefully a steady growing dividend, it's really important to think about that, and that's why, you know, we have the strategy that we do in an effort to try to remove some of the volatility, but yet still be in a position to drive that kind of top-line growth. Now, we do believe that over time, also with platform capabilities, that we should deliver results, top-line results that would be, if you will, superior to a normal market trends, both as a combination of just the balance sheet strength we have, the technology platform that continues to build out and add capabilities, a very robust revenue management system, and then the things that we're doing with repositioning and redevelopment. You know, to say that, you know, over the last two years, you know, at the end of the full two-year cycle, we achieved, you know, revenue growth that was kind of in line with where we thought we'd be in October 2019. That's probably not too far off. It was a little more volatile than we would have liked, but we got through it, just fine. Any markets, you know, based on that have sort of disappointed, if I told you know, where you'd be operationally back in October 2019? I mean, presumably, you know, supply markets, oversupplied markets were weaker, or that there were some issues like the D.C.s or the Houstons, et cetera. Any markets that sort of stick out to you over the combined 2-year period that are still either abnormally strong relative to what you would have thought or, weaker than where you would have thought? You know, I mean, the markets that have just been incredibly strong for us and continue to be are particularly Phoenix and Tampa, I would point to. Orlando had a dip there that we never would have expected in October 2019. Orlando is a market that dipped more than we would have expected, and that was a lot of impact surrounding COVID and the shutdown of the entertainment and theme park businesses in that market. Houston has been a bit of a laggard as well, more so than we would have expected. You know, I think that broadly speaking, you know, the portfolio did what we hoped it would do. Then some of our more secondary markets like Greenville and Charleston and Savannah, Nashville and Jacksonville have continued to produce the kind of the more steady results that we count on during times of volatility. You know, Atlanta's been. It was a little weaker earlier last year, but it's come back really strong. I wouldn't point to anything you know really surprising other than just you know those few that I mentioned there. Okay. Lastly for me, Al, when you take a look at property taxes today, I mean, any of your markets where you've basically got a bull's eye on your back, given the increase in values, the trades in the markets, where rents are going, et cetera, is there any markets where you're really seeing material upward pressure, even despite the material upward pressure over, call it, the last almost decade? I think what I'd say on that, Rob, is, you know, combination of growing top lines and great revenue growth and declining cap rates, as Brad talks about, has put pressure, you know, almost everywhere in our portfolio. There are areas that are more aggressive that we do expect more pressure. We've talked often about, you know, particularly Texas and Florida. Those two are the most aggressive programs, and they're both, you know, combined a little over 50% of our tax liability. We expect that to be the biggest area in 2022 to really challenge. Now we'll fight everything as we do, and we'll see what happens. There's some factors that help us a bit in 2022, in that we'll have some areas that aren't assessing. I think Tennessee, North Carolina, they're not reassessing this year. Parts of our Georgia portfolio because we've appealed, and we've completed those, and there's kind of lock for a year or two when you complete appeals. There's some areas that are not gonna see assessments that's gonna be helpful, but you know, Texas and Florida are gonna really challenge us. We're preparing for that, and you know, with the growing top lines and improving cap rates, expect that. We you know, we've talked about you know, mid to upper single digit kind of expectations in some of those markets. That's what, w e'll have more to say about that as we, you know, end the year and put out guidance, and then certainly as we move into next year, but that's where the pressure should come from. Okay. Thanks, guys. Appreciate it. We'll take our next question from Anthony Powell from Barclays. Your line is open. Hi, good morning. Just a question on the dispositions of Savannah and Charlotte. Just, maybe cap rates there and, I guess, why selling those properties and what's your disposition, I guess, outlook for the next, you know, couple years? Yeah, this is Brad. You know, first I'll just start with why those properties. You know, we go through a process every year where we there are obviously multiple departments here that we sit down with and kind of go through you know what we want to look to sell potentially for next year. That involves you know looking at properties that have some cash flow and CapEx needs that are above what we're looking for in our overall portfolio. Those generally trend to older properties. We've got some where maybe there's some regulatory issues that we're looking at that we evaluate. We've got properties that are in markets where the rent growth is not really what we want it to be. We go through that process every year, really to identify the opportunities for us to sell for the following year. The other side of that is we're looking at, you know, what can we handle in terms of dilution, and then what are our cash flow needs for the year, our funding needs. All of that kind of goes into our process, and we're in the process of doing that now for next year. We'll certainly have more to say about that with our release for next year. In terms of what we're selling this year, the two in Savannah, the one in Charlotte, we raised our guidance in terms of that. Pricing was quite a bit higher than what we expected. Frankly, the way we look at our pricing on these assets is we're looking at a yield, our trailing 12-month NOI yield, and what we're getting on the proceeds there. From that basis, we're getting about a 4.2% yield on those. Just for cap rate comparison purposes, just so you can compare across markets, that's about a, call it a 3.25%-3.5% market cap rate. So very good pricing that we were able to achieve. Just as a reminder, those are 31-year-old assets that we're selling in those markets. So very, very strong pricing that we're seeing. Got it. Thanks. Good quarter. Thanks. We will take our next question from Alex Kalmus from Zelman & Associates. Your line is open. Thank you. I wanted to double-click on the struggling lease-up acquisition targets you mentioned earlier. Given just the robust revenue growth you're getting, it's hard to imagine that lease-ups would be struggling. I'm curious, what's driving that, in your opinion? Is it the cost side? Is it, you know, unknowledgeable outsiders marketing in the market? You know, what's driving the opportunity? Well, just to confirm, I mean, our lease-ups are actually not struggling. Our lease-ups are running well ahead of expectations in terms of our pro forma and both in the leasing velocity and rents that we're getting. What I was making reference to was out in the market, if you will. As we get later into the cycle, I think that there are some other development projects that are out there that may start to run into some challenges surrounding supply chain delivery issues, late deliveries. I was you know suggesting that some of that may come into play with other third-party developers that are out there that may then drive some purchasing opportunities for us as we get into next year. Our lease-ups are actually doing very well and better than we expected. Just, that's what I was referencing when I was talking about struggling lease-ups, not ours. I'm talking about some others as we get it later into next year. Right. Yeah, I was referring to the potential opportunity set for acquiring those, not your own. Okay. Thank you for clarifying. Just looking at the, you know, where the demand is coming from, you mentioned the out-of-state relocations are doing well and moving out to single families down. What about the shifts between apartment renters within the market? Are you noticing a trend where they may be, you know, within the apartment renter sector going a little more suburban or any other trends there? No, you know, the trend has continued, you know, on urban versus suburban. Back in 2021 or 2020, it sort of peaked. The pricing gap there was 260 basis points as suburban, I would say, it's safe to say, was favored and urban was affected a little bit more by supply. That's narrowed to 60 basis points, and both are excellent now. You know, we're seeing, and we saw that with AB assets, that the delta's just closed, and the strength is across the board now. Both AB and urban suburban assets are within the norm of our blended rent growth of, you know, for the quarter for 15%+ growth. That delta has closed. Got it. Thank you very much. Thank you. We'll take our next question from John Pawlowski from Green Street. Your line is open. Great. Thanks so much. Brad, just one clarifying question, the cap rates you referenced for Charlotte and Savannah. 4.2% on trailing-twelve-month, but the, w as it or was it the buyer kind of market cap rate that you were referring to in the low threes once you adjust for taxes and insurance? Is that accurate? Yes, that's correct. Okay. Al, you mentioned growing personnel pressure you expect over the coming years. Could you just give us a bit more detail? Are we talking closer to 5% or 15%? Just order of magnitude, what you expect in terms of personnel cost pressures. I mean, I would refer to three primary areas that I've talked about, John, and all of them, the three probably the largest expense categories we have or close to it. I'd say I would look at personnel as well as repair, maintenance, and taxes. All of those combined are probably 2/3 of our expenses, mentioned those. On personnel, obviously, you know, and I'll let Tom give the details. It's just challenging today to keep our workforce, you know, to keep it, you know, all the positions we need, and it's very competitive. You may have more details on exactly what that will be next year. We haven't really. We're going through the details now to look at property by property, market by market, you know, the challenges we're seeing. We'll have more to say about that when we put our fourth quarter out. You know, I'll, you know, in all of those categories, you're looking at, you know, call it a mid-single digit kind of number likely for 2022. Somewhere around plus or minus something for all three of those. Yeah. You know, John, this is Eric. I mean, the thing I would tell you is that, you know, what we're obviously working to do, to combat some of the pressures on labor costs, with, among our own workforce is, we are continuing to, introduce more, technologies that are frankly allowing us the opportunities, to eliminate positions. We eliminated 30 leasing positions this year. We'll probably, be looking at eliminating close to 50 next year, through attrition. I think that you know there are various things that we're doing like that in an effort to sort of react to not only the opportunities surrounding new technology that's coming into becoming available, but in an effort to sort of push back some of the pressures surrounding what's happening in the labor markets, broadly speaking. Where we probably to date experience the most pressure from a labor cost perspective is on contract labor, where we are forced to go out and hire third-party vendors or third-party contractors to come in and do certain activities. That's where we've seen more of the pressure from a labor perspective. We believe that through, you know, various programs that we have within our company from an HR perspective, coupled with the efforts that we've got underway with new technologies and the ability to get more efficient with our headcount levels, that we'll probably keep the labor cost itself. I'm gonna, you know, put it in probably the 4%-5% range. I would think, you know, comfortable to be able to deliver on that kind of performance. Okay, great. I appreciate the details. Thanks, guys. We will take our next question from John Kim from BMO Capital Markets. Your line is open. Thank you. Historically, you've been able to push renewals higher than new lease rates, just given the cost and inconvenience for residents to move around. When do you think that environment returns? John, right now, as you mentioned, we're probably $300 behind on renewals of where we would historically be. So that opportunity is still to be captured. Right now, new lease rates are moving at such a pace. We are behind the mark on renewals. It is honestly pretty difficult to predict when that gap closes, but we're encouraged by the trajectory. Behind the mark, meaning that the new lease pricing for new move-in customers is $300 more than what we're charging on a renewal lease. Frankly, as long as the demand level stays as high as it is, we get the tailwinds from, you know, the migration trends and what's happening with single-family housing and so on and so forth, we think that probably fuels an ability to continue to command a higher price, if you will, from a new move-in customer on a new lease. I, you know, when that changes and we go back to a scenario where renewal pricing is exceeding on an absolute dollar amount, exceeding what we're charging a new customer is hard to forecast, but we don't see it happening anytime in the next year or so. On the rent growth, I don't know if you still look at your portfolio as post versus legacy MAA, but is there any difference between rent growth in Class A versus Class B, just given new supply hitting the market and affordability concerns? There was, John. I mean, on AB assets back in the fourth quarter of 2020, that gap was 310 basis points, and it's closed to about 70 basis points now, with both very strong at 14.7% and 15.4%. You know, it is, it's really more a market differentiation on performance than an asset class or urban suburban at this point. It has been very strong consistently. Class A getting the higher rent growth or Class B? Class A is 14.7%, Class B is 15.4%. It's really where you see pressure on Class A is not so much a market function, it's more a supply issue. Whenever you see new supply coming into a market, more often than not, it is going to have a price point associated with the new construction that in a location, frankly, oftentimes that is gonna be a more direct competitor to our existing A-class product, A-class portfolio. So to some degree, the performance delta is more a function of supply coming to the market, and which part of our portfolio and price point of our portfolio is it more likely to impact. On the side of the developers of those new projects, are they offering concessions? It varies. In some locations they do and some they don't. It's hard to give you a widespread. I will tell you that the presence of concessions in the market generally does not exist today versus a year ago. Broadly, concessions are. You don't really see them much in the market anywhere at this point. That's great. Thank you. Thanks, John. We'll take our next question from Nick Yulico from Scotiabank. Your line is open. Thanks. Al, I just wanted to go back to the expense topic for next year. I mean, it sounds like, you know, should we think about expense growth, you know, starting at 5% as a reasonable number, you know, higher than this year overall? That was really. That's a good question, Nick. That's really the kind of point I was trying to get across earlier, is that those three. When you take those three largest areas we talked about, that's, you know, over 2/3 of the expenses, and you've got that middle, mid-single digits, kind of number, that's certainly reasonable. We'll have more to say about that as we move, as we give our guidance. That is gonna be those three are gonna be big drivers for next year's and the pressure that we see on expenses. Okay. Thank you. Then my second question is just on, you know, rental pricing and how we should think about this. Because, you know, in the third quarter, right, you had blended pricing was up 16%. Oh, sorry, that was October, 16%. I think it was 15% for the third quarter. You know, when we look at some of the industry data, a year ago, rents in your markets were kind of not up. You know, they weren't really impacted, they were up. They were sort of slightly down year-over-year or maybe flattish. It really feels like what's happening here in this quarter or right now is you have this comparison period where, you know, the numbers are very high because a year ago there was no rent growth. You're almost getting like two years of rent growth in one quarter or in October right now. As we just kind of think about, you know, where rents could be trending going forward, realizing there's you know, you eventually hit some comp issues next year in the second quarter, third quarter 'cause you had very strong quarters this year for markets. You know, really the way is it the right way for us to think about, you know, blended pricing right now is something like half of what the number is, so it's maybe really 7%-8% on an annual basis? It's very hard to see how it continues at 15%, but is it a reasonable thing to think that, you know, really on an annual basis, it's sort of half of that right now? Well, you know, Nick, this is Eric. It's kind of hard to answer that specifically. You know the thing. Let me break it down this way and explain to you. You know, the renewal pricing performance is driven by, you know, a different set of factors. Renewal pricing, as was alluded to earlier in one of the earlier questions, has a lot more influence surrounding, you know, the ability for us to be a little bit more aggressive there because people really just wanna avoid the hassle of moving. Obviously, supply-demand dynamics factor into what we can do on renewal pricing to some degree as well, but also, you know, are they happy? Have we done a good job of keeping them serviced and responsive to their needs, and so on and so forth. I think that, yeah, what we find is that renewal pricing, which is, you know, call it roughly half or so of the blended performance, it tends to be a lot more stable and tends to be a lot steadier, if you will, over the course of a year. I would tell you that back to what Tom was mentioning a moment ago, when you look at the absolute rent amount that is being charged for new move-in customers versus the absolute rent amount being charged for renewal customers, there is room to continue to push pretty hard on the renewal pricing without eclipsing or going above the new lease pricing. We think that the outlook and the trajectory for renewal pricing is likely to remain fairly stable and growing and positive. You know, more or less consistent with what we're seeing now and don't really see why that would materially weaken. New lease pricing for new customers coming in tends to be a much more volatile number. Not only do you have market dynamics that come into play there, but you've also got seasonal factors that work into the equation a little bit. I think that, you know, as we think about, you know, what's driving rent growth this year, and particularly as it relates to new lease pricing, new customers moving in, there is some of the COVID unbundling, if you will, that's going on that, as you point out, will start to, you know, taper off, if you will, at some point. But the other variables surrounding job growth, migration trends, the inability for people to go out and and buy homes at pricing that, you know, has gotten above what they can afford and so forth, those variables are likely to continue for some time, as we see. Certainly the overall migration trends and demand for apartment housing across our region has, you know, continued to be very robust. I think that, you know, new lease pricing is probably inflated a little bit right now as a consequence of, you know, sort of coming out of COVID. To some degree, if you wanna think about moderation taking place as we get sort of past the COVID influence altogether, it probably does show up a little bit more so in new lease pricing. To put a number to that right now is kind of hard 'cause we don't know which of those variables is necessarily creating the most impact. I would tell you probably it's job growth and migration trends and what's happening with single-family housing more so than any sort of COVID unbundling effect that's going on. Okay, great. Appreciate it. Thanks, Eric. We have no further questions. I will return the call over to MAA for closing remarks. No closing remarks. We appreciate everyone joining us, and, obviously follow up with any questions you may have. Thank you. This does conclude today's program. Thank you for your participation. 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