Q4 2025 Extra Space Storage Inc Earnings Call

February 20, 2026

Speaker #1: Hello, everyone. Thank you for joining us, and welcome to the Extra Space Storage Inc. Q4 2025 and year-end earnings call. After today's prepared remarks, we will host a question-and-answer session.

Operator: Hello, everyone. Thank you for joining us, and welcome to the Extra Space Storage Inc. Q4 2025 and Year-End Earnings Call. After today's prepared remarks, we will host a question-and-answer session. If you would like to ask a question, please press star one on your telephone keypad. To withdraw your question, press star one again. I will now hand the call over to Jared Conley, VP of Investor Relations. Please go ahead.

Speaker #1: If you would like to ask a question, please press *1 on your telephone keypad. To withdraw your question, press *1 again. I will now hand the call over to Jared Conley, VP of Investor Relations. Please go ahead.

Speaker #2: Thank you, Miriam. Welcome to Extra Space Storage's fourth quarter 2025 earnings call. In addition to our press release, we have furnished unaudited supplemental financial information on our website.

Jared Conley: Thank you, Miriam. Welcome to Extra Space Storage's Q4 2025 Earnings Call. In addition to our press release, we have furnished unaudited supplemental financial information on our website. Please remember that management's prepared remarks and answers to your questions may contain forward-looking statements as defined in the Private Securities Litigation Reform Act. Actual results could differ materially from those stated on statements due to risks and uncertainties associated with the company's business. These forward-looking statements are qualified by the cautionary statements contained in the company's latest filings with the SEC, which we encourage our listeners to review. Forward-looking statements represent management's estimates as of today, February 20, 2026. The company assumes no obligation to revise or update any forward-looking statements because of changing market conditions or other circumstances after the date of this conference call.

Speaker #2: Please remember that management's prepared remarks and answers to your questions may contain forward-looking statements as defined in the Private Securities Litigation Reform Act. Actual results could differ materially from those stated or implied.

Speaker #2: Statements are due to risks and uncertainties associated with the company's business. These forward-looking statements are qualified by the cautionary statements contained in the company's latest filings with the SEC, which we encourage our listeners to review.

Speaker #2: Forward-looking statements represent management's estimates as of today, February 20, 2026. The company assumes no obligation to revise or update any forward-looking statements because of changing market conditions or other circumstances after the date of this conference call.

Speaker #2: I would now like to turn the call over to Joe Margolis, Chief Executive Officer.

Jared Conley: I would now like to turn the call over to Joe Margolis, Chief Executive Officer.

Speaker #3: Thank you, Jared. And thank you, everyone, for joining today's call. We delivered positive core FFO in the fourth quarter of 2.5%, and full-year core FFO growth of 1.1%, despite challenging but improving operating and supply environments.

Joe Margolis: Thank you, Jared, and thank you everyone for joining today's call. We delivered positive Core FFO in the fourth quarter of 2.5% and full-year Core FFO growth of 1.1%, despite challenging but improving operating and supply environments. Operationally, we continued to experience the trend of increasing new customer move-in rates while maintaining strong occupancy levels. In fact, in Q4, 16 of our top 20 markets experienced positive year-over-year move-in rates to new customers, and sequential improvement in revenue growth, contributing to same-store revenue growth, returning to positive 0.4% in the quarter. Only two of our top 20 markets reached this metric in Q4 of 2024. In the quarter, we also deployed capital strategically in a number of our investment and external growth channels.

Joe Margolis: Thank you, Jared, and thank you everyone for joining today's call. We delivered positive Core FFO in the Q4 of 2.5% and full-year Core FFO growth of 1.1%, despite challenging but improving operating and supply environments. Operationally, we continued to experience the trend of increasing new customer move-in rates while maintaining strong occupancy levels. In fact, in Q4, 16 of our top 20 markets experienced positive year-over-year move-in rates to new customers, and sequential improvement in revenue growth, contributing to same-store revenue growth, returning to positive 0.4% in the quarter. Only two of our top 20 markets reached this metric in Q4 of 2024. In the quarter, we also deployed capital strategically in a number of our investment and external growth channels.

Speaker #3: Operationally, we continued to experience the trend of increasing new customer move-in rates, while maintaining strong occupancy levels. In fact, in the fourth quarter, 16 of our top 20 markets experienced positive year-over-year move-in rates to new customers, and sequential improvement in revenue growth.

Speaker #3: Contributing to same-store revenue growth, returning to a positive 0.4% in the quarter. Only two of our top 20 markets reached this metric in the fourth quarter of 2024.

Speaker #3: In the quarter, we also deployed capital strategically in a number of our investment and external growth channels. First, we took advantage of an opportunity to repurchase approximately $141 million of our common shares at an average price of around $129.

Joe Margolis: First, we took advantage of an opportunity to repurchase approximately $141 million of our common shares at an average price of around $129. Second, we closed on 27 operating stores for $305 million, bringing our full year total to 69 stores for $826 million. Third, we executed several high-value JV-related transactions, acquiring 7 stores for $107 million gross, while selling our interest in 9 JV properties and unlocking a $37 million promote. Fourth, we originated $80 million in bridge loans, growing the portfolio to approximately $1.5 billion at year-end. And finally, we added 78 third-party managed stores with net growth of 45 stores in the quarter.

Speaker #3: Second, we closed on 27 operating stores for $305 million, bringing our full-year total to 69 stores for $826 million. Third, we executed several high-value JV-related transactions, acquiring seven stores for $107 million gross while selling our interest in nine JV properties and unlocking a $37 million promote.

Speaker #3: Fourth, we originated $80 million in bridge loans, growing the portfolio to approximately $1.5 billion at year-end. And finally, we added 78 third-party managed stores, with net growth of 45 stores in the quarter.

Speaker #3: For the full year, we added 379 stores and 281 net new stores to the program, bringing our total managed portfolio to 1,856 stores. Our diversified external growth platform continues to provide us with opportunities across various channels, which we believe gives us an external growth advantage over all other industry. Overall, it was another solid year for Extra Space Storage.

Joe Margolis: For the full year, we added 379 stores and 281 net new stores to the program, bringing our total managed portfolio to 1,856 stores. Our diversified external growth platform continues to provide us with opportunities across various channels, which we believe gives us an external growth advantage over all other industry participants.... Overall, it was another solid year for Extra Space Storage. We generated positive same-store revenue and FFO growth, and our external growth platform is firing on all cylinders. While only incremental, we are pleased to see progress in most of our markets as they absorb the new supply that was delivered in the last few years.

Speaker #3: We generated positive same-store revenue and FFO growth, and our external growth platform is firing on all cylinders. While only incremental, we are pleased to see progress in most of our markets, as they absorb the new supply that was delivered in the last few years.

Speaker #3: We feel better with regard to our positioning going into 2026 than we did heading into 2025, and in our ability to gradually accelerate performance as fundamentals continue to improve through 2026.

Joe Margolis: We feel better with regard to our positioning going into 2026 than we did heading into 2025, and in our ability to gradually accelerate performance as fundamentals continue to improve through 2026. I will now turn the time over to Jeff Norman.

Speaker #3: I will now turn the time over to Jeff Norman.

Speaker #2: Thanks, Joe. And hello, everyone. As Joe mentioned, we are pleased with the sequential improvement we've experienced in new customer rate growth, as well as seeing acceleration in our same-store revenue growth.

Jeff Norman: Thanks, Joe, and hello, everyone. As Joe mentioned, we are pleased with the sequential improvement we've experienced in new customer rate growth, as well as seeing acceleration in our same-store revenue growth. We were also pleased to see improvement in our same-store operating expenses, which increased only 1.1%, with several notable drivers. Property taxes declined 3.4% due to the expected normalization of prior year increases, and property operating expenses, including utilities, were down over 5%. These savings were partially offset by higher healthcare costs and elevated marketing expense. Our decision to invest more in marketing has been instrumental in driving our stronger move-in rates and positions us for revenue growth as we move through 2026. The net result was same-store NOI growth of 0.1% for the quarter.

Speaker #2: We were also pleased to see improvement in our same-store operating expenses, which increased only 1.1%, with several notable drivers. Property taxes declined 3.4% due to the expected normalization of prior-year increases, and property operating expenses, including utilities, were down over 5%.

Speaker #2: These savings were partially offset by higher healthcare costs and elevated marketing expense. Our decision to invest more in marketing has been instrumental in driving our stronger move-in rates and positions us for revenue growth as we move through 2026.

Speaker #2: The net result was same-store NOI growth of 0.1% for the quarter. Our low-leverage balance sheet remains strong, with 93% of our total debt at fixed rates, net of loan receivables, and a weighted average interest rate of 4.3%.

Jeff Norman: Our low leverage balance sheet remains strong, with 93% of our total debt at fixed rates, net of loan receivables, and a weighted average interest rate of 4.3%. Our commercial paper program, launched in December 2024, saved us over $3 million in incremental interest expense during 2025 and has been another useful tool to optimize our cash management and reduce our cost of capital. We have only one material debt maturity in 2026 and a balanced maturity schedule over the next decade. Our flexible and conservative balance sheet provides us access to many types of capital, and we have plenty of dry powder to efficiently execute on our growth strategy. In last night's earnings re-release, we provided our 2026 outlook. Our guidance reflects our current visibility and represents a slow and steady recovery in storage fundamentals.

Speaker #2: Our commercial paper program, launched in December of 2024, saved us over $3 million in incremental interest expense during 2025, and has been another useful tool to optimize our cash management and reduce our cost of capital.

Speaker #2: We have only one material debt maturity in 2026, and a balanced maturity schedule over the next decade. Our flexible and conservative balance sheet provides us access to many types of capital, and we have plenty of dry powder to efficiently execute on our growth strategy.

Speaker #2: In last night's earnings release, we provided our 2026 outlook. Our guidance reflects our current visibility and represents a slow and steady recovery in storage fundamentals.

Speaker #2: We have not assumed any specific catalysts that could materially accelerate storage demand, or any material positive or negative changes in the economy. Specifically, we have not assumed a meaningful improvement in the housing market, nor a change to current pricing restrictions in Los Angeles County.

Jeff Norman: We have not assumed any specific catalysts that could materially accelerate storage demand or any material, positive or negative, changes in the economy. Specifically, we have not assumed a meaningful improvement in the housing market, nor a change to current pricing restrictions in Los Angeles County. With these factors in mind, our 2026 same-store revenue guidance is -0.5% to +1.5%. Our expense growth range is 2% to 3.5%, reflecting disciplined cost management while maintaining strategic investments in our people, our properties, and our platform that drive long-term revenue growth. This results in same-store NOI of -2.25% to +1.25%.

Speaker #2: With these factors in mind, our 2026 same-store revenue guidance is negative 0.5% to positive 1.5%. Our expense growth range is 2% to 3.5%, reflecting disciplined cost management while maintaining strategic investments in our people, our properties, and our platform that drive long-term revenue growth.

Speaker #2: This results in same-store NOI of negative 2.25% to positive 1.25%. Our core FFO range for 2026 is $8.05 to $8.35 per share, approximately flat on a year-over-year basis at the midpoint.

Jeff Norman: Our Core FFO range for 2026 is $8.05 to $8.35 per share, approximately flat on a year-over-year basis at the midpoint. Our guidance assumes that average bridge loan balances remain generally flat as compared to 2025. It also assumes that most of our 2026 acquisitions will be completed in joint venture structures. In summary, we are encouraged by our positive momentum in new customer move-in rates and same-store revenue. While it takes time for rate improvements to flow through our rent roll, our stable occupancy and strong customer acquisition platform position us well to capitalize on demand as market fundamentals continue to improve in 2026. The combination of our operational strength, talented team, and diversified growth platform gives us confidence that we can continue to deliver long-term value for our shareholders through 2026 and beyond.

Speaker #2: Our guidance assumes that average bridge loan balances remain generally flat as compared to 2025. It also assumes that most of our 2026 acquisitions will be completed in joint venture structures.

Speaker #2: In summary, we are encouraged by our positive momentum and new customer move-in rates and same-store revenue. But it takes time for rate improvements to flow through our rent roll. Our stable occupancy and strong customer acquisition platform position us well to capitalize on demand as market fundamentals continue to improve in 2026.

Speaker #2: The combination of our operational strength, talented team, and diversified growth platform gives us confidence that we can continue to deliver long-term value for our shareholders through 2026 and beyond.

Speaker #2: With that, Miriam, let's open it up for questions.

Jeff Norman: With that, Miriam, let's open it up for questions.

Speaker #3: We will now begin the question-and-answer session. If you would like to ask a question, please press star 1 on your telephone keypad. To withdraw your question, press star 1 again.

Operator: We will now begin the question-and-answer session. If you would like to ask a question, please press star one on your telephone keypad. To withdraw your question, press star one again. Please pick up your handset when asking a question. If you are muted locally, please remember to unmute your device. Please stand by while we compile the Q&A roster. Your first question comes from the line of Michael Goldsmith of UBS. Your line is open. Please go ahead.

Operator: We will now begin the question and answer session. If you would like to ask a question, please press star one on your telephone keypad. To withdraw your question, press star one again. Please pick up your handset when asking a question. If you are muted locally, please remember to unmute your device. Please stand by while we compile the Q&A roster. Your first question comes from the line of Michael Goldsmith of UBS. Your line is open. Please go ahead.

Speaker #3: Please pick up your handset when asking a question. If you are muted locally, please remember to unmute your device. Please stand by while we compile the Q&A roster.

Speaker #3: Your first question comes from the line of Michael Goldsmith of UBS. Your line is open. Please go ahead.

Speaker #2: Afternoon, thanks a lot for taking my question. My first question is just on the same-store revenue guidance. You did 0.4% same-store revenue growth in the fourth quarter.

Michael Goldsmith: Afternoon. Thanks a lot for taking my question. First question, just on the same-store revenue guidance. You did 0.4% same-store revenue growth in Q4. The midpoint of the guidance calls for things to remain the same in 2026 at 0.5%. You know, recognizing that you've now had the benefit of street rates being positive, and then that's starting to flow through, I guess I would have expected it to be a little bit higher. So can you kind of walk through kind of like what's the read on how we should interpret the midpoint of the guidance, kind of expecting trends to remain kind of flat with where they currently are? And if there's any sort of seasonal cadence associated with that, that'd be helpful. Thanks.

Speaker #2: The midpoint of the guidance calls for things to remain the same in 2026 at 0.5%. So, recognizing that you've now had the benefit of street rates being positive and that's starting to flow through, I guess I would have expected it to be a little bit higher.

Speaker #2: So, can you kind of walk through what's the read on how we should interpret expecting trends to remain kind of flat with where they currently are? And if there's any sort of seasonal cadence associated with that, that'd be helpful.

Speaker #2: Thanks.

Speaker #4: Sure, Michael. Thanks for the question. You're right that at the midpoint, it really implies generally flat same-store revenue growth as compared to our exit in the fourth quarter of 2025.

Jeff Norman: Sure, Michael. Thanks for the question. You're right, that at the midpoint, it really implies generally flat same-store revenue growth as compared to our exit in the fourth quarter of 2025. As always, we provide a range recognizing the number of factors that can evolve throughout the year. And to your point, at the higher end of our range, that would imply continued acceleration in 2026, and at the low end, some deceleration, generally flat at the midpoint, as I mentioned. And based on the trends we're seeing today with steady occupancy, improving and steady new customer rate growth and a, you know, gradual year-over-year compression of the roll down between move-out and move-in customers, it's setting itself up to provide a better fundamental outlook than we saw last year.

Jeff Norman: Sure, Michael. Thanks for the question. You're right, that at the midpoint, it really implies generally flat same-store revenue growth as compared to our exit in the Q4 of 2025. As always, we provide a range recognizing the number of factors that can evolve throughout the year. And to your point, at the higher end of our range, that would imply continued acceleration in 2026, and at the low end, some deceleration, generally flat at the midpoint, as I mentioned. And based on the trends we're seeing today with steady occupancy, improving and steady new customer rate growth and a, you know, gradual year-over-year compression of the roll down between move-out and move-in customers, it's setting itself up to provide a better fundamental outlook than we saw last year.

Speaker #4: As always, we provide a range, recognizing that there are a number of factors that have evolved throughout the year. And to your point, at the higher end of our range, that would imply continued acceleration in 2026.

Speaker #4: And at the low end, some deceleration—generally flat at the midpoint, as I mentioned. And based on the trends we're seeing today, with steady occupancy improving and steady new customer rate growth, and a gradual year-over-year compression of the roll-down between move-out and move-in customers, it's setting itself up to provide a better fundamental outlook than we saw last year.

Speaker #4: All of that said, the range does capture a number of potential outcomes, which include both acceleration or deceleration depending on where you are in that range.

Jeff Norman: All that said, the range does capture a number of potential outcomes, which include both acceleration or deceleration, depending where you are in that range.

Speaker #2: Thanks for that, Jeff. And maybe sticking with the trends you're seeing today, can you kind of give us an update with how street rate has trended through January and into February, just to see if anything has changed in terms of demand environment or the existing customer into the new year?

Michael Goldsmith: Thanks for that, Jeff. And maybe sticking with the trends you're seeing today, can you kind of give us an update with how Street Rate has trended through January and into February, just to see if, you know, anything has changed in terms of demand environment or the existing customer into the new year? That'd be helpful. Thanks.

Speaker #2: That'd be helpful. Thanks.

Joe Margolis: Sure. So for the first 45 days of the year, we continue to see the trends we saw in Q4. You know, mid-February occupancy is 92.5%. It's about 40 bps down year-over-year, and rates to new customer sort of up slightly over 6%. So all the positive signals continue.

Speaker #5: Sure. So for the first 45 days of the year, we continue to see the trends we saw in the fourth quarter. Mid-February, occupancy is 92.5%.

Speaker #5: It's about 40 bps down year-over-year, and rates to new customers are up slightly over 6%. So, all the positive signals continue.

Speaker #2: Thank you very much, guys. Good luck in 2026.

Michael Goldsmith: Thank you very much, guys. Good luck in 2026.

Speaker #4: Thanks.

Jeff Norman: Thanks.

Joe Margolis: Thank you.

Speaker #5: Thank you.

Speaker #3: Your next question comes from the line of Samir Kanal of BofA Securities. Your line is open. Please go ahead.

Operator: Your next question comes from the line of Sameer Kanal of BofA Securities. Your line is open. Please go ahead.

Speaker #6: Yeah, good afternoon, everybody. Hey Jeff, maybe stick in the guidance here. On the expense side, it's that 2% to 3.5%.

Samir Khanal: Yeah, good afternoon, everybody. Hey, Jeff, maybe sticking to guidance here. On the expense side, you know, it's that 2 to 3.5%. You go back last year and even the prior years, it's been higher. So I guess, what gives you the confidence to kind of come out with that sort of lower range, this time of the year? Thanks.

Speaker #6: You go back last year, and even the prior years, it's been higher. So I guess, what gives you the confidence to kind of come out with that sort of lower range this time of the year?

Speaker #6: Thanks.

Speaker #4: Yeah, I think, Samir, the biggest needle mover as we compare it to 2025 is property taxes. As you know, for the first half of '25, we had outsized property tax increases.

Jeff Norman: Yeah. Thanks, Sameer. The biggest needle mover as we compare to 2025 is property taxes. As you know, for the first half of 2025, we had outsized property tax increases that impacted our full year number, with that being the biggest driver of the expenses. We saw that normalize in Q3 and improve further in Q4, and we expect that to be at a more inflationary type rate in 2026. That's the biggest factor. Insurance, which is running a little hot in Q3 and Q4, we have a mid-year renewal. All indications are that the market's favorable, and we would expect that to improve materially in the second half of the year.

Speaker #4: That impacted our full-year number, with that being the biggest driver of the expenses. We saw that normalize in Q3 and improve further in Q4.

Speaker #4: And we expect that to be at a more inflationary-type rate in 2026. That's the biggest factor. Insurance, which is running a little hot in Q3 and Q4—we have a mid-year renewal.

Speaker #4: All indications are that the market's favorable, and we would expect that to improve materially in the second half of the year. Most of the other line items, we've done a good job of containing and finding additional efficiencies, and think those will be low single digits, if not better.

Jeff Norman: And then most of the other line items, we've done a good job of containing and finding additional efficiencies and think those will be low single digits, if not better. So, that, without getting to specific guidance line item by line item, gives you some of the big building blocks.

Speaker #4: So that, without getting too specific, guidance line item by line item gives you some of the big building blocks.

Speaker #6: Got it. And the other line item that sort of stuck out was the acquisition volume guidance. I know you talked about dry powder, you talked about external growth.

Samir Khanal: Got it. And the other line item that sort of stuck out was the acquisition volume guidance. I know you talked about dry powder, you talked about external growth, but that level is lower than what you were guided to last year. Maybe provide more color on that and kind of broadly what you're seeing kind of on the transaction side. Thanks.

Speaker #6: But that level is lower than what you were guided to last year. Maybe provide more color on that and, kind of broadly, what you're seeing on the transaction side.

Speaker #6: Thanks.

Speaker #5: Sure. So, we expect in 2026 that most of our acquisitions will be done in a joint venture format, where we put in a minority of the capital.

Joe Margolis: Sure. So, we expect in 2026 that most of our acquisitions will be done in a joint venture format where we put in a minority of the capital. So $200 million of our capital may represent a much larger number of gross acquisitions. And that's because, you know, given where returns are in the market for deals, we would likely not be interested in many of them wholly owned on balance sheet, where if we do them in a joint venture structure, we can enhance the returns so they become accretive to our shareholders. I'd also say it's a guidance number, and we have plenty of capital, sources of capital, that if there are other opportunities, we will execute them and increase our guidance like we have for the last two years.

Speaker #5: So, $200 million of our capital may represent a much larger number of gross acquisitions. And that's because, given where returns are in the market for deals, we would likely not be interested in many of them wholly owned on balance sheet.

Speaker #5: Where, if we do them in a joint venture structure, we can enhance the returns, so they become accretive to our shareholders. I'd also say it's a guidance number, and we have plenty of capital.

Speaker #5: Sources of capital. If there are other opportunities, we will execute them and increase our guidance. We have for the last two years.

Speaker #6: Okay. Thank you.

Samir Khanal: Okay. Thank you.

Speaker #5: Thanks, Samir.

Jeff Norman: Sure. Thank you.

Speaker #2: Thank you.

Speaker #3: Your next question comes from the line of Brendan Lynch of Barclays. Your line is open. Please go ahead.

Operator: Your next question comes from the line of Brendan Lynch of Barclays. Your line is open. Please go ahead.

Speaker #6: Great, thanks for taking my question. Joe, you started by saying that street rates are turning positive in 16 of 20 markets. That's certainly attractive progress there.

Brendan Lynch: Great. Thanks for taking my question. Joe, you started by saying that street rates are turning positive in 16 of 20 markets. That's certainly attractive progress there. But on the same-store NOI front, it looks like a lot of about half your markets are still in negative territory. How should we think about the transition of those kind of street rates improving and that finally flowing through down to same-store or NOI and more markets converting to positive in the next couple quarters?

Speaker #6: But on the same store NOI front, it looks like a lot of about half of your markets are still in negative territory. How should we think about the transition of those kind of street rates improving in that finally flowing through down to same store or NOI and more markets converting to positive in the next couple of quarters?

Speaker #5: Yeah, I think it's a good question, and you kind of hinted at the answer. It does take time for new rates to flow into the rent roll.

Joe Margolis: Yeah, I think it's a good question, and you kind of hinted at the answer. It does take time for new rates to flow into the rent roll. You know, we only churn 5%, maybe 5% to 6% of our customers a month. So it's really a forward indicator and not something that has immediate impact on our results.

Speaker #5: We only churn 5, maybe 5 to 6 percent of our customers a month. So it's really a forward indicator and not something that has immediate impact on our results.

Speaker #4: And Brendan, from an NOI standpoint, property taxes in a lot of those markets that you're seeing in the 2025 numbers were a pretty significant factor.

Jeff Norman: Brent, from an NOI standpoint, property taxes in a lot of those markets that you're seeing in the 2025 numbers were a pretty significant factor. With that being more muted, and we expect it to be more muted in 2026, that's another positive driver as we think of how that flows through to NOI, where we don't anticipate the same headwind in, in some of those markets with outsized property tax growth.

Speaker #4: And with that being more muted—and we expect it to be more muted in '26—that's another positive driver as we think of how that flows through to NOI.

Speaker #4: We don't anticipate the same headwind in some of those markets without sizable property tax growth.

Speaker #6: Great, thanks. That's helpful. And maybe another follow-up on the expense front. Jeff, you called out healthcare costs being a factor in the fourth quarter.

Brendan Lynch: Great, thanks. That's helpful. And maybe another follow-up on the expense front. Jeff, you called out healthcare costs being a factor in Q4. We've heard a lot of your peers suggest the same. What is your expectation for that line item going forward in 2026?

Speaker #6: We've heard a lot of your peers suggest the same. What is your expectation for that line item going forward in 2026?

Speaker #4: Yeah, there still will be pressure on the healthcare side. That is a headwind that I think all companies are facing. On the other hand, we continue to find efficiencies in general payroll and staffing.

Jeff Norman: Yeah, there still will be pressure on the healthcare side. That is a headwind that I think all companies are facing. On the other hand, we continue to find efficiencies in general payroll and staffing, which mutes it to some extent. So, I won't provide specific numbers in terms of our budget, but overall, the total payroll line item is within our general expectation for expenses as a whole, driven by savings on the payroll side.

Speaker #4: Which mutes it to some extent. So I won't provide specific numbers in terms of our budget. But overall, the total payroll line item is within our general expectation for expenses as a whole.

Speaker #4: Driven by savings on the payroll side.

Speaker #6: Great. Thanks for the color.

Brendan Lynch: Great. Thanks for the color.

Operator: Your next question comes from Salil Mehta of Green Street Advisors. Your line is open.

Speaker #3: Your next question comes from Celile Mehta of Green Street Advisors. Your line is open.

Speaker #7: Hi, guys. Good afternoon, and thanks for taking my question. Just a quick one here to start off. But regarding California's—I think it was Senate Bill 709 that went into effect earlier this year.

Salil Mehta: Hi, guys. Good afternoon, and thanks for taking my question. Just a quick one here to start off, but, you know, regarding California's, you know, I think it was the Senate Bill 709, that went into effect earlier this year. Have you guys been able to see any, I guess, tangible changes in customer behavior or patterns as a result, or I guess, the forced extra disclosure, that was mandated?

Speaker #7: Have you guys been able to see any, I guess, tangible changes in customer behavior or patterns as a result of, I guess, the forced extra disclosure that was mandated?

Speaker #5: So, our disclosure pre-legislation was as robust as what they're requiring. Now, they wanted it in a different spot in the lease and a specific font and color.

Joe Margolis: So our disclosure pre-legislation was as robust as what they're requiring. Now, they want it in a different spot in the lease, in a specific font and color. None of that made any difference. We had very robust disclosure before the bill, and now everybody has the similar disclosure, kind of more of a level playing field, and we haven't seen any effect on our leasing activity in California.

Speaker #5: None of that made any difference. We had very robust disclosure before the bill, and now everybody has similar disclosure—kind of more of a level playing field.

Speaker #5: And we haven't seen any effect on our leasing activity in California.

Speaker #7: Awesome. That's great to hear. And I guess a slight pivot here as a follow-up. But you guys mentioned that the guidance is not factoring in any housing market recovery or any improvements in the macroeconomic environment.

Salil Mehta: Awesome. That's great to hear. I guess a slight pivot here as a follow-up, but you know, you guys mentioned that the guidance is not factoring in any, you know, housing market recovery or any improvements in the macroeconomic environment. I guess more broadly speaking, you know, what are like the top, I guess, macroeconomic drivers outside of home sales that you guys view could help provide a catalyst for the storage industry? You know, are you guys tracking anything specific, both on a market or national level? You know, any color here would be super helpful.

Speaker #7: But I guess, more broadly speaking, what are the top, I guess, macroeconomic drivers outside of home sales that you guys view could help provide a catalyst for this industry?

Speaker #7: Are you guys tracking anything specific, either on a market or national level? Any color here would be super helpful.

Speaker #5: So, a couple of factors that we think are very important. One is job growth. I think job growth is highly correlated to self-storage performance.

Joe Margolis: So a couple factors that we think are very important. One is job growth. I think, job growth is highly correlated to self-storage performance, and it's one of the reasons that even though in 2025, our exposure to Sun Belt markets was a headwind, that we believe are kind of proportional overexposure compared to our peers, to the Sun Belt, is gonna be a benefit to us. Because in the future, we do believe that's where there'll be outsized job growth. And then the other most important factor is, of course, supply. And we see, you know, not that supply is going to zero, I don't think it will ever go to zero, new supply, but we do see a continued incremental reduction in new stores getting delivered.

Speaker #5: And it's one of the reasons that even though in 2025 our exposure to Sunbelt markets was a headwind, we believe our kind of proportional overexposure, compared to our peers, to the Sunbelt is going to be a benefit to us.

Speaker #5: Because in the future, we do believe that's where there will be outsized job growth. And then the other most important factor is, of course, supply.

Speaker #5: And we see not that supply is going to zero. I don't think it will ever go to zero—new supply—but we do see a continued incremental reduction in new stores getting delivered.

Speaker #7: Great. Thanks for the insight. That's it for me.

Salil Mehta: Great. Thanks for the insight. That's, that's it for me.

Speaker #4: Thanks, Phillip.

Joe Margolis: Thanks, Salil.

Speaker #5: Sure. Thank you.

Jeff Norman: Sure. Thank you.

Speaker #3: Your next question comes from Michael Griffin of Evercore. Your line is open. Please go ahead.

Operator: Your next question comes from Michael Griffin of Evercore. Your line is open. Please go ahead.

Speaker #6: Great, thanks. Maybe to start, Joe, just on the interplay between rate and occupancy. I realize you guys are solving for revenue maximization, but just given that you've run at, call it, a higher elevated occupancy compared to the industry group.

Michael Griffin: Great, thanks. Maybe to start, Joe, just on the interplay between rate and occupancy. You know, I realize you guys are solving for, you know, revenue maximization, but just given that you've, you know, run at, call it a, you know, a higher elevated occupancy compared to the industry group, and it seems to be, you know, some pretty, you know, constructive commentary on the new customer rate growth side. Does it now feel like the right time to lean more into pricing? Or how should we think about the push and pull between rate and occupancy to drive revenue this year?

Speaker #6: And it seems to be some pretty constructive commentary on the new customer rate growth side. Does now feel like the right time to lean more into pricing?

Speaker #6: Or, how should we think about the push and pull between rate and occupancy to drive revenue this year?

Speaker #5: So, I don't think you can think about it as we're leaning into occupancy or we're leaning into rate. Our algorithms price every unit type in every building every night.

Joe Margolis: So I don't think you can think about it as we're leaning into occupancy or we're leaning into rate. Our algorithms price every unit type in every building, every night, and we'll make those decisions as to whether, to use your words, they want to lean a little bit into rate more, or whether they want to pull back to encourage more rentals... on a unit type by unit type basis in every single building. So I, I can't, I can't tell you that, you know, Jeff and I sit around the table and say, "Let's lean into rate, lean into occupancy." It's just not, not the way it works.

Speaker #5: And we'll make those decisions as to whether to use your words—they want to lean a little bit into rate more, or whether they want to pull back to encourage more rentals.

Speaker #5: On a unit type by unit type basis, in every single building. So I can't tell you that Jeff and I sit around the table and say, "Let's lean into rate, lean into occupancy." It's just not the way it works.

Speaker #6: Certainly, that's some helpful context. And then maybe just next, I know there was an earlier question just on the regulatory landscape, but there was some news out a couple of weeks ago just related to stuff going on in New York.

Michael Griffin: Certainly, that's some helpful context. And then maybe just next, I know there was a you know, an earlier question just on the regulatory landscape, but you know, there was some news out a couple of weeks ago just related to stuff going on in New York. I realize there's probably only so much you can say, but maybe from a broader perspective, is kind of the regulatory onus you know, more of a focus, a potential headwind as it relates to jurisdictions and municipalities, whether it's on you know, capping rate increases or what have you this year, and you know, how do you think Extra Space is positioned to sort of maybe address some of the concerns out there as it relates to the potential regulatory environment?

Speaker #6: I realize there's probably only so much you can say. But maybe from a broader perspective, is the regulatory onus more of a focus—a potential headwind—as it relates to jurisdictions and municipalities?

Speaker #6: Whether it's on camping rate increases or what have you this year, and how do you think Extra Space is positioned to sort of maybe address some of the concerns out there as it relates to the potential regulatory environment?

Speaker #5: Sure, good question. So, with respect to New York, we were served with the complaint filed by the New York City Department of Consumer and Worker Protection.

Joe Margolis: Sure. Good question. So with respect to New York, we were, you know, served with the complaint filed by the New York City Department of Consumer and Worker Protection. We disagree with the allegations in the complaint. To give you context, the complaint cites 117 consumer complaints over a three-year period, having to do with our 60 properties in New York City. But we have well over 100,000 customers in that time frame, so 0.1% of our customers issued a complaint to the city. We will defend ourselves vigorously, and because it's active litigation, I really can't say any more. With respect to the broader question about regulatory patterns, we certainly have seen post-COVID an increase in regulation and proposed or attempted regulation of the self-storage industry.

Speaker #5: We disagree with the allegations in the complaint. To give you context, the complaint cites 117 consumer complaints over a three-year period, having to do with our 60 properties in New York City.

Speaker #5: So, we have well over 100,000 customers in that time frame. So, 0.1% of our customers issued a complaint to the city. We will defend ourselves vigorously.

Speaker #5: And because it's active litigation, I really can't say any more. With respect to the broader question about regulatory patterns, we certainly have seen post-COVID an increase in regulation and proposed or attempted regulation of the self-storage industry.

Joe Margolis: There's been a few jurisdictions that have proposed price caps, as you suggest, but none of those have been implemented, and I think that's a difficult piece of legislation to get passed. I think what's more common is disclosure legislation that's been successful in many states. And as I said earlier, in many ways, we welcome that because we believe our disclosure is very robust, best in class, and to the extent certain disclosure has to be codified, that everyone has to do it, that could be a good thing for us.

Speaker #5: Well, there’s been a few jurisdictions that have proposed price caps, as you suggest, but none of those have been implemented. And I think that’s a difficult piece of legislation to get passed.

Speaker #5: I think what's more common is disclosure legislation. That's been successful in many states. And as I said earlier, in many ways, we welcome that.

Speaker #5: Because we believe our disclosure is very robust, best in class. And to the extent certain disclosure has to be codified, that everyone has to do it.

Speaker #5: That could be a good thing for us.

Speaker #6: Great. That's it for me. Thanks for the time.

Michael Griffin: Great. That's it for me. Thanks for the time.

Speaker #4: Thanks, Griff.

Jeff Norman: Thanks, Chris.

Jeff Norman: Thanks, Griff.

Speaker #3: Your next question comes from Eric Wolf of Citi. Your line is open. Please go ahead.

Operator: Your next question comes from Eric Wolfe of Citi. Your line is open. Please go ahead.

Eric Wolfe: Hey, thanks. As far as your same-store revenue guidance, and maybe you just try to maximize your same-store revenue, and you're not going to guide to specifics on occupancy versus rate, because it's the combination of the two. But you know, as part of your guidance, you seem to at least be assuming that this current trend of 6% move-in rate growth comes down materially. I think that sort of has to be the case to get to your guidance. First, you know, is that the right conclusion, that you're assuming that move-in rate growth comes down? And then second, you know, what would cause that? Is the comps getting more difficult, the demand indicators, you know, just sort of flattish? Like, what would actually cause that?

Speaker #8: Hey, thanks. As far as your same-store revenue guidance, I know you just try to maximize your same-store revenue, and you're not going to guide the specifics on occupancy versus rate because it's the combination of the two.

Speaker #8: But as part of your guidance, you seem to at least be assuming that this current trend of 6% move-in rate growth comes down materially.

Speaker #8: I think that sort of has to be the case to get to your guidance. First, is that the right conclusion—that you're assuming that that move-in rate growth comes down?

Speaker #8: And then, second, what would cause that? Is it the comps getting more difficult? Demand indicators? Just sort of flat-ish. What would actually cause that?

Speaker #4: Yeah, Eric, thanks for the question. As you acknowledge in your question, we don't assume that all factors remain equal, so as you talk through it, of course, increases and decreases in occupancy and increases and decreases in rates are all factors.

Jeff Norman: Yeah, Eric, thanks for the question. As you acknowledge in your question, we don't assume that all factors remain equal. So as you talk through it, of course, increases and decreases in occupancy, increases and decreases rates are all, all factors. But in your scenario, referring to rates specifically, if we were to try to isolate that, certainly lapping comps does become more difficult as you move, particularly in the back half of the year. So, I mean, that would be a reasonable assumption. But as Joe led with, we are okay if we're driving revenue growth through any of those, any of those levers. So we do provide the range partially to recognize each of those factors and that some could be stronger or weaker.

Speaker #4: But in your scenario, referring to rates specifically, if we were to try to isolate that, certainly lapping comps does become more difficult as you move, particularly to the back half of the year.

Speaker #4: So, I mean, that would be a reasonable assumption. But, as Joe led with, we are okay if we're driving revenue growth through any of those levers.

Speaker #4: So, we do provide the range partially to recognize each of those factors, and that some could be stronger or weaker. We're also mindful of the fact that you have a headwind of approximately 40 basis points from the pricing restrictions in Los Angeles County.

Jeff Norman: We're also mindful of the fact that you have a, a headwind of approximately 40 basis points from pricing restrictions in Los Angeles County. So, those are all things that we're thinking through as we, as we come up with our range.

Speaker #4: So those are all things that we're thinking through as we come up with our range.

Speaker #8: Got it. And that 40 basis points on LA, is that a dilution? What would we be doing versus what it will actually do? And maybe you could just share what your actual forecast is for LA in terms of revenue.

Eric Wolfe: Got it. And that, that 40 basis points on LA, is that like a dilution, like what it would, would be doing versus, you know, what, what it will actually do? And maybe you could just share what your actual forecast is, for LA in terms of the sort of actual same-store revenue. So when you're forecasting it for 2026, like, what's the, the number that you expect it to end up at for the year?

Speaker #8: So, when you're forecasting it for 2026, what's the number that you expect it to end up at for the year?

Speaker #4: No, the question—we don't guide at the market level or disclose that at the market level. But you're right, that is dilution versus what we would have expected growth to be in those markets.

Jeff Norman: No, thanks for the question. We don't guide at the market level or disclose that at the market level. But you're right, that is dilution versus what we would have expected growth to be in those markets, absent those restrictions.

Speaker #4: Absent those restrictions.

Speaker #8: Okay. Thank you.

Eric Wolfe: Okay. Thank you.

Speaker #4: Thank you.

Jeff Norman: Thank you.

Speaker #3: Your next question comes from the line of Ravi Vedya of Mizuho. Your line is open. Please go ahead.

Operator: Your next question comes from the line of Ravi Vaidya of Mizuho. Your line is open. Please go ahead.

Speaker #4: Hi there. Thanks for taking my question. Can you offer color on your discounting strategy in the broader promotional environment in Q4? And what do you have embedded in the guide from a discounting or promotional standpoint?

Michael Griffin: Hi there. Thanks for taking my question. Can you offer color on your discounting strategy and the broader promotional environment in Q4? And what do you have embedded in the guide, from a discounting and promotional standpoint? Thanks.

Ravi Vaidya: Hi there. Thanks for taking my question. Can you offer color on your discounting strategy and the broader promotional environment in Q4? And what do you have embedded in the guide, from a discounting and promotional standpoint? Thanks.

Speaker #4: Thanks.

Joe Margolis: ... So our discounting strategy is channel-based, based on testing and research we've done for a number of years. So online, we seldom offer discounts. Discounts being 1 month free or $1 for the first month, because all of our data is very clear that customers, long-term customers seeking storage on the web do not respond well to that. We do selectively offer discounts in the stores, depending on unit type, occupancy, and other factors, and we'll continue to do so. I do not envision any change in our discounting strategy until the data tells us there's a reason to know.

Joe Margolis: So our discounting strategy is channel-based, based on testing and research we've done for a number of years. So online, we seldom offer discounts. Discounts being 1 month free or $1 for the first month, because all of our data is very clear that customers, long-term customers seeking storage on the web do not respond well to that. We do selectively offer discounts in the stores, depending on unit type, occupancy, and other factors, and we'll continue to do so. I do not envision any change in our discounting strategy until the data tells us there's a reason to know.

Speaker #5: So, our discounting strategy is channel-based, based on testing and research we've done for a number of years. So, online, we seldom offer discounts—discounts being one month free or $1 for the first month.

Speaker #5: Because all of our data is very clear that customers—long-term customers seeking storage on the web—do not respond well to that. We do selectively offer discounts in the stores.

Speaker #5: Depending on unit-type occupancy and other factors, and we'll continue to do so. I do not envision any change in our discounting strategy until the data tells us there's a reason to make it.

Speaker #4: Got it. That's really helpful. Just one more here. Can you describe how your team is using AI or any agentic technologies, and maybe how that's an opportunity to lower marketing expenses or any other operating expenses?

Ravi Vaidya: Got it. That's, that's really helpful. Just one more here. Can you, can you describe how your team is using AI or any agentic technologies, and maybe how that's an opportunity to lower marketing expense or any other operating expenses? Thanks.

Speaker #4: Thanks.

Speaker #5: Sure. So, we kind of think about AI in two big buckets: external use of AI and internal use of AI. And externally, AI's influence on traditional search is real.

Joe Margolis: Sure. So we kind of think about AI in two big buckets, you know, external use of AI and internal use of AI. And externally, AI's influence on traditional search is real and rapidly changing. We're staying very close to it. So far, the factors, the metrics that make us and other large companies successful in the SEO landscape are the same, seem to be the same factors and metrics that make a company successful in the, you know, Google AIO or ChatGPT landscape. So this is something that, you know, we and the other large companies, frankly, have the expertise, technology focus, resources to stay close to.

Speaker #5: And rapidly changing. We're staying very close to it. So far, the factors—the metrics—that make us and other large companies successful in the SEO landscape are the same, seem to be the same factors and metrics that make a company successful in the Google AIO or ChatGPT landscape.

Speaker #5: So this is something that we and the other large companies, frankly, have the expertise, technology focus, and resources to stay close to. And I think it's going to be a factor that continues to provide advantages to large companies and differentiates us from most of the industry, and allows us to continue to consolidate the industry.

Joe Margolis: I think it's going to be a factor that continues to provide advantages to large companies and differentiates us from most of the industry, and allows us to continue to consolidate the industry. On the internal side, I mean, we've had machine learning in our pricing models, as I referenced earlier, for years and years and years. Also being used into help with marketing spend, software development, certain areas of the call center. We can see it in the future, helping us at the help desk, contact management operations. So lots and lots of use cases. We've formed an internal platform team to help us make sure that we step into this in a prudent manner, and also kind of vet and triage the, the dozens and dozens of potential opportunities that are coming up.

Speaker #5: On the internal side, I mean, we've had machine learning in our pricing models, as I referenced earlier, for years and years and years. It's also being used to help with marketing spend, software development, and certain areas of the call center. We can see it in the future helping us at the help desk, contact management, and operations.

Speaker #5: So, lots and lots of use cases. We've formed an internal platform team to help us make sure that we step into this in a prudent manner.

Speaker #5: And also kind of vet and triage the dozens and dozens of potential opportunities that are coming up. So we think it's going to be a big part of our operations, our technology stack in the future.

Joe Margolis: So we think it's gonna be a big part of our operations, our technology stack in the future, and we think it will create.

Speaker #5: And we think it will.

Speaker #4: I appreciate it. Thank you. Thanks, Ravi.

Ravi Vaidya: Appreciate it. Thank you.

Joe Margolis: Thank you.

Jeff Norman: Thanks, Ravi.

Speaker #3: Your next question comes from Todd Thomas of KeyBanc Capital Markets. Your line is open. Please go ahead.

Operator: Your next question comes from Todd Thomas of KeyBanc Capital Markets. Your line is open. Please go ahead.

Speaker #4: All right. Thank you. I just wanted to first follow up on the revenue growth forecast and some of the comments made earlier. Is the base case for guidance at the midpoint?

Todd Thomas: All right, thank you. I just wanted to first follow up on the revenue growth forecast and some of the comments made earlier. Is the base case for guidance at the midpoint, is that currently, you know, sort of assuming a stronger first half and a moderating growth rate in the second half of the year as the comps get a little bit more difficult? Is that sort of the right way to think about it based on your comments?

Speaker #4: Is that currently sort of assuming a stronger first half and a moderating growth rate in the second half of the year as the comps get a little bit more difficult?

Speaker #4: Is that sort of the right way to think about it, based on your comments? Good question, Todd. As you can tell by the full range, the growth is still pretty flat, right?

Jeff Norman: Good, good question, Todd. As you can tell by the full range, you know, the growth is still pretty flat, right? You know, at a high end of 1.5%, seasonality may impact that, you know, 10 to 20 basis points either direction as you move throughout the range, or throughout the year, excuse me. But that might be as much of a factor as the previous year's comp, as anything. So I wouldn't read into that too much. I would look at it more as gradual, slow, and steady growth, but to your point, recognizing that you lot more challenging comps to be pretty getting into the year.

Speaker #4: At a high end of one and a half percent, seasonality may impact that. 10 to 20 basis points either direction as you move through throughout the range.

Speaker #4: Or throughout the year—excuse me. But that might be as much of a factor as the previous year's comp as anything, so I wouldn't read into that too much.

Speaker #4: I would look at it more as gradual, slow, and steady growth. But to your point, recognizing that you lap more challenging comps the deeper you get into the year.

Speaker #8: Okay. And then, Joe, you mentioned job growth as an important factor for demand. You talked about Sunbelt job growth being a favorable long-term factor.

Todd Thomas: Okay. And then, Joe, you mentioned, you know, job growth as an important factor for demand. You talked about, you know, Sun Belt job growth, you know, being a favorable long-term factor. You know, New York, you know, Southern California, Miami, San Francisco, they've been some of the higher-performing markets. I realize, you know, some of that's Sun Belt, but, you know, they've been sort of some of the higher-performing markets, you know, it seems with sequential revenue growth really leading the way. Do you expect to see those markets, you know, continue to perform or outperform in 2026?

Speaker #8: New York, Southern California, Miami, San Francisco—they've been some of the higher performer markets. I realize some of that's Sunbelt, but they've been sort of some of the higher performer markets.

Speaker #8: It seems with sequential revenue growth really leading the way. Do you expect to see those markets continue to perform or outperform in 2026? Or do you think that you'll see some of the other Sunbelt markets really take the lead next year?

Todd Thomas: Or do you think that, you know, you'll see, you know, some of the other Sun Belt markets really take the lead next year, or is it just more of a gradual recovery process for some of the other markets?

Speaker #8: Or is it just more of a gradual recovery process for some of the other markets?

Joe Margolis: I think it's more of a gradual recovery process. I think the correlation between market performance in 2025, in particular, has to do with supply, right? The thing that muted Sun Belt market performance was oversupply, and many of the markets that you mentioned did not have that factor. So one thing we know, looking back at kind of long-term trends, market by market, is market performance is cyclical. It's really difficult to find correlations between markets. Therefore, our strategy of having a broadly diversified portfolio with exposure to as many growth markets as we can. And one factor is, how's the market done the last 2 years, right? Atlanta has been a difficult market because we had several years of double-digit revenue growth, so now it's on the other side of that thing.

Speaker #5: I think it's more of a gradual recovery process. I think the correlation between market performance in 2025 in particular has to do with supply.

Speaker #5: Right? The thing that muted Sunbelt market performance—many Sunbelt market performances—was oversupply. And many of the markets that you mentioned did not have that factor.

Speaker #5: So, one thing we know, looking back at long-term trends market by market, is that market performance is cyclical. It's really difficult to find correlations between markets.

Speaker #5: Therefore, our strategy of having a broadly diversified portfolio with exposure to as many growth markets as we can—and one factor is, how has the market done the last two years?

Speaker #5: Right? Atlanta has been a difficult market because we had several years of double-digit revenue growth. So now it's on the other side of the thing.

Speaker #5: So, markets will cycle between overperformance and underperformance. And having a broadly diversified portfolio can somewhat smooth out that return series.

Joe Margolis: So markets will cycle between, you know, overperformance and underperformance, and having a broadly diversified portfolio can somewhat smooth out that return series.

Speaker #8: Okay. Thank you.

Salil Mehta: Okay, thank you.

Todd Thomas: Okay, thank you.

Speaker #4: Thanks, Todd.

Joe Margolis: Thank you, Todd.

Speaker #5: Thank you, Todd.

Speaker #3: Your next question comes from the line of Victor Fettiv of Scotiabank. Your line is open. Please go ahead.

Operator: Your next question comes from the line of Victor Fedev of Scotiabank. Your line is open. Please go ahead.

Viktor Fediv: Good afternoon. I have a question regarding your ECRI strategy. So you previously mentioned that your ability to drive increases is somewhat limited until street rates start to increase. So what is the average magnitude of increases sent to customers today versus this time last year? And what is your kind of base case assumption for ECRI contribution to same-store revenue growth in 2026, and how does it compare to 2025?

Speaker #9: Good afternoon. I have a question regarding your ECRI strategy. So, you previously mentioned that your ability to drive increases is somewhat limited until street rates start to increase.

Viktor Fedev: Good afternoon. I have a question regarding your ECRI strategy. So you previously mentioned that your ability to drive increases is somewhat limited until street rates start to increase. So what is the average magnitude of increases sent to customers today versus this time last year? And what is your kind of base case assumption for ECRI contribution to same-store revenue growth in 2026, and how does it compare to 2025?

Speaker #9: So, what is the average magnitude of increases sent to customers today versus this time last year? And what is your kind of base case assumption for ECRI contribution to the same-store revenue growth in 2026?

Speaker #9: And how does it compare to 2025?

Jeff Norman: So Victor, we don't disclose, you know, specifics around the program. We view that as, you know, a competitive advantage and part of our overall revenue strategy. But we don't see it changing materially on a year-over-year basis. So at the portfolio level, contribution should be generally similar with the one caveat being Los Angeles County.

Speaker #4: So, Victor, we don't disclose specifics around the program. We view it as a competitive advantage and part of our overall revenue strategy. But we don't see it changing materially on a year-over-year basis.

Speaker #4: So, at the portfolio level, contribution should be generally similar, with the one caveat being Los Angeles County.

Speaker #9: Got it. And then can you provide some additional details on the 26 properties that you sold during the quarter? So, probably some details on pricing and the bidding process overall.

Viktor Fediv: Got it. And then, can you provide some additional details on the 26 properties that you sold during the quarter? So probably some details on pricing and the bidding process overall. And are you largely done with your kind of overall portfolio optimization, or you may consider to sell something as well in 2026 and 2027?

Viktor Fedev: Got it. And then, can you provide some additional details on the 26 properties that you sold during the quarter? So probably some details on pricing and the bidding process overall. And are you largely done with your kind of overall portfolio optimization, or you may consider to sell something as well in 2026 and 2027?

Speaker #9: And are you largely done with your overall portfolio optimization? Or might you consider selling something as well in 2026 and 2027?

Joe Margolis: I think we'll sell a small number of properties every year as we seek to optimize the portfolio and get improve on market exposure dynamics. We had a greater number of sales in 2025, largely because of the 22 former Life Storage assets that we sold, and that was part of the original plan when we merged with Life Storage. We wanted, you know, with certain select assets to improve the, improve the NOI, improve the asset, get beyond the 2-year period, and sell them because we didn't think they had the growth characteristics that were attractive to us. They required capital that we didn't think we could get a return on or for market positioning reasoning.

Speaker #5: I think we'll sell a small number of properties every year as we seek to optimize the portfolio and improve our market exposure dynamics.

Speaker #5: We had a greater number of sales in 2025, largely because of the 22 former Life Storage assets that we sold. That was part of the original plan when we merged with Life Storage.

Speaker #5: We wanted, with certain select assets, to improve the NOI, get beyond the two-year period, and sell them because we didn't think they had the growth characteristics that were attractive to us.

Speaker #5: They required capital that we didn't think we could get a return on, or for market positioning reasoning. So we put that portfolio on the market.

Joe Margolis: So we put that portfolio on the market, we got bids, we executed the sale at a, you know, market cap rate for the quality of assets that they were, and, you know, they weren't the best assets in our portfolio. And we successfully reinvested the capital, right? We bought stock, we made bridge loans, and we did, you know, over $300 million worth of portfolio acquisitions in Q4. I can't give particular cap rate or pricing because of our arrangement with the seller, but it was a market transaction.

Speaker #5: We got bids. We executed the sale at a market cap rate for the quality of assets that they were. And they weren't the best assets in our portfolio.

Speaker #5: And we successfully reinvested the capital. Right? We bought stock, we made bridge loans, and we did over $300 million worth of portfolio acquisitions in the fourth quarter.

Speaker #5: I can't give a particular cap rate or pricing because of our arrangement with the seller. But it was a market transaction.

Speaker #9: Got it. Thank you.

Viktor Fediv: Got it. Thank you.

Viktor Fedev: Got it. Thank you.

Joe Margolis: All right.

Speaker #3: Your next question comes from the line of Caitlin Burrows of Goldman Sachs. Your line is open. Please go ahead.

Operator: Your next question comes from the line of Caitlin Burrows of Goldman Sachs. Your line is open. Please go...

Speaker #10: Hi, everyone. You mentioned that you expect continued incremental reduction in new stores getting built, so I'm wondering if you can give more details on your supply expectations—specifically, which markets are more versus less exposed?

Caitlin Burrows: Hi, everyone. You mentioned that you expect continued incremental reduction in new stores getting built. So wondering if you can give more details on your supply expectations, which markets are more versus less exposed, and also, which data source or data or source informs that view?

Speaker #10: And also, which data source or data or source informs that view?

Joe Margolis: So we start with Yardi, which is a national database and might have a little different opinion. We take that data, and we apply it, you know, only to the markets that we're active in, right? So we don't care what's getting built in North Dakota, for example. And then we use other data that we have through our people on the ground, our investments team, our management team. And when we look at that, stores that we expect to be delivered in 2026 in our same store markets, it's an incremental step down, a very modest step down, but a step down. I'd also say that when you look, you know, Yardi does a great job. We think they're the best data source in the industry.

Speaker #5: With Yardi, which is a national database and might have a little different opinion, we take that data and we apply it only to the markets that were active.

Speaker #5: Right? So we don't care what's getting built in North Dakota, for example. And then we use other data that we have through our people on the ground, our investments team, our management team.

Speaker #5: And when we look at the stores that we expect to be delivered in 2026 in our same store markets, it's an incremental step down.

Speaker #5: Very modest step down, but a step down. I'd also say that when you look, Yardi does a great job. We think they're the best data source in the industry.

Speaker #5: I'm not criticizing Yardi, but I think it's hard for them, when projects get canceled, to take it off of their list. They're sometimes behind on taking stores off their list that don't go forward.

Joe Margolis: I'm not criticizing Yardi, but I think it's hard for them when projects get canceled for them to take it off of their list. They're sometimes behind on taking stores off their list that are, that don't go forward. And we've seen historically, the amount of stores being delivered is always somewhat less than what was predicted. So, you know, we think that the situation will get incrementally better, and the markets are the same markets, right? It's the Sun Belt markets that have a lot of this, built, Northern New Jersey, Las Vegas, Phoenix, and Atlanta. I guess that's a Sun Belt market. So they're not gonna, you know, automatically get, you know, where there's no supply, but it'll be incrementally better over time.

Speaker #5: And we've seen, historically, the number of stores being delivered is always somewhat less than what was predicted. So we think that the situation will get incrementally better.

Speaker #5: And the markets are the same markets, right? It's the Sunbelt markets that have a lot of this built—Northern New Jersey, Las Vegas, Phoenix.

Speaker #5: And Atlanta. I guess that's the Sunbelt market. So they're not going to automatically get where there's no supply, but it will be incrementally better over time.

Speaker #10: Got it. Okay. And then, also, on your comments that you feel better going into 2026 and 2025, I'm guessing that incremental improvement to supply is part of it.

Caitlin Burrows: Got it. Okay, and then also on your comments that you feel better going into 2026 than 2025, I'm guessing that incremental improvement to supply is part of it. But I guess, is there anything else you can comment on what's driving that? And is there a certain line item in your guidance that reflects that confidence? Because it looks like the full year 2025 same-store revenue and same-store NOI results are within the 2026 guidance range. So just wondering if that improved feeling is reflected in guidance or not necessarily.

Speaker #10: But I guess, is there anything else you can comment on what's driving that? And is there a certain line item in your guidance that reflects that confidence?

Speaker #10: Because it looks like the full year 2025 same-store revenue and same-store NOI results are within the 2026 guidance range, so just wondering if that improved feeling is reflected in guidance or not necessarily.

Speaker #5: So I think the biggest difference between going into 2025 and going into 2026 is, going into 2025, we were still experiencing, every month, negative new rates to customers.

Joe Margolis: So I think the biggest difference between going into 2025 and going into 2026, is going into 2025, we were still experiencing every month, negative new rates to customers. And now we've turned that corner for a number of months, and that pattern has certainly established itself. So that, that and the supply situation has certainly helped us feel better going into 2026. You know, with respect to our guidance, we've gotten a lot of questions about that. It's really hard prior to the leasing season to, you know, be fully optimistic and fully bake these trends into your guidance, right? We've had two years where we did not have the leasing season that we expected, and until we get to that point where we know what the leasing season is gonna be like, we're going to, you know, remain somewhat cautious.

Speaker #5: And now we've turned that corner. For a number of months, that pattern has certainly established itself. So that, and the supply situation, has certainly helped us feel better going into 2026.

Speaker #5: With respect to our guidance, we've gotten a lot of questions about that. It's really hard, prior to the leasing season, to be fully optimistic and fully bake these trends into your guidance.

Speaker #5: Right? We've had two years where we did not have the leasing season that we expected. And until we get to that point where we know what the leasing season is going to be like, we're going to remain somewhat cautious.

Speaker #10: Got it. Thank you.

Caitlin Burrows: Got it. Thank you.

Speaker #9: Thanks, Caitlin.

Michael Mueller: Thanks, Caitlin.

Joe Margolis: Thanks, Caitlin.

Speaker #3: If you would like to ask a question, please press star one on your telephone keypad. To withdraw your question, press star one again. Please pick up your handset when asking a question.

Operator: If you would like to ask a question, please press star one on your telephone keypad. To withdraw your question, press star one again. Please pick up your handset when asking a question. If you are muted locally, please remember to unmute your device. Your next question comes from the line of Ronald Kamden of Morgan Stanley. Your line is open. Please go ahead.

Speaker #3: If you are muted locally, please remember to unmute your device. Your next question comes from the line of Ronald Camdem of Morgan Stanley. Your line is open.

Speaker #3: Please go ahead.

Speaker #11: A great. Just two quick ones. One is on the just on the operating platform. I think you guys have taken the philosophy that having people at the stores and sort of managing assets sort of managing sales, I should say, is going to sort of bear fruit.

Ronald Kamdem: Great. Just two quick ones. One is on the, just on the operating platform. I think you guys have taken the philosophy that, you know, having people at the stores and sort of managing assets, sort of managing sales, I should say, is gonna sort of bear fruit. So I guess, one, I just wanted to hear a little bit more about, you know, how you guys think about the potential to replace people in the, in the long-term role in the platform, and two, any other sort of big changes that you're thinking through about on the platform to be able to re-accelerate growth.

Speaker #11: So I guess, one, I just want to hear a little bit more about how you guys think about the potential to replace people in the long-term role in the platform.

Speaker #11: And two, any other sort of big changes that you're thinking through about on the platform to be able to re-accelerate growth?

Speaker #5: So our philosophy is that we want to let the customer choose how to do business with us. And the customer can't choose how to do business with us if we close certain channels to them.

Joe Margolis: So our philosophy is that we want to let the customer choose how to do business with us, and the customer can't choose how to do business with us if we close certain channels to them. So right now, we allow the customer to interact with us online, at the call center, or at the store, and 31% of our leases are from customers who walk into the store and have not interacted with us online or on the phone. So if we take those people out of the store, those customers all have a cell phone, they all have a computer, they all could choose to interact with us that way, but they want to go to the store for a reason.

Speaker #5: So right now, we allow the customer to interact with us online, at the call center, or at the store. And 31% of our leases are from customers who walk into the store and have not interacted with us online or on the phone.

Speaker #5: So, if we take those people out of the store, those customers all have a cell phone. They all have a computer. They all could choose to interact with us that way.

Speaker #5: But they want to go to the store for a reason. And if they get to the store and there's no one there, maybe they'll scan the QR code.

Joe Margolis: And if they get to the store and there's no one there, maybe they'll scan the QR code, maybe they'll go online, or maybe they'll go across the street to the competitor. And you don't need to lose too many rentals in a high-margin business where your expense savings is overshadowed by the loss of revenue. So as long as the customers are telling us they want to talk to a store manager, right? 31% of our tenants walk into the store. 5% of our tenants start online, reserve a unit, but will not sign a lease until they go to the store, see the unit, and talk to the store manager. 8% call the call center, make a reservation, but will not sign a lease until they go to a store and talk to a store manager.

Speaker #5: Maybe they'll go online, or maybe they'll go across the street to the competitor. And you don't need to lose too many rentals in a high-margin business, where your expense savings are overshadowed by the loss of revenue.

Speaker #5: So as long as the customers are telling us they want to talk to a store manager, right, 31% of our tenants walk into the store. Five percent of our tenants start online, reserve a unit, but will not sign a lease until they go to the store, see the unit, and talk to the store manager.

Speaker #5: 8% call the call center, make a reservation, but will not sign a lease until they go to a store and sign, talk to a store manager.

Speaker #5: So the store manager is a very, very important part of our process. In addition, the store manager helps keep the store clean, and helps prevent break-ins.

Joe Margolis: So the store manager is a very, very important part of our process. In addition, the store manager helps keep the store clean, helps prevent break-ins, helps prevent people from living there, helps prevent the mattress from being left in the drive aisle. The asset is taken care of better when there's a human being there. And one reason our management business is growing much faster than competitors who don't use store managers is because people want people; they want store managers in their valuable assets. So we believe this very strongly. It's why we have a higher occupancy rate, I believe, at higher rents than our competitors. That being said, there are ways to find efficiencies, and we are looking and testing for different ways to reduce the number of hours.

Speaker #5: Helps prevent people from living there. Helps prevent the mattress from being left in the drive aisle. The asset is taken care of better when there's a human being there.

Speaker #5: And one reason our management business is growing much faster than competitors who don't use store managers is because people want people. They want store managers in their valuable assets.

Speaker #5: So we believe this very strongly. It's why we have a hierarchy rate, I believe, at higher rents than our competitors. That being said, there are ways to find efficiencies.

Speaker #5: And we are looking and testing for different ways to reduce the number of hours. But I don't think, until the customers tell us they only want to interact digitally, I don't foresee a future where we have no store managers.

Joe Margolis: But until the customers tell us they only want to interact digitally, I don't foresee a future where we have no store managers.

Speaker #11: Super helpful. I want to come back to the operating expense question because it was sort of lower than we anticipated as well. I think you hit on the insurance, and maybe you sort of talked about property taxes as well.

Ronald Kamdem: Super helpful. I want to come back to the operating expense question, because it was sort of lower than we anticipated as well. I think you hit on the insurance, and maybe you sort of talked about property taxes as well, but maybe can you talk through sort of marketing spend and some of the other line items, that's getting you to that guidance? Thanks.

Speaker #11: But maybe, can you talk through sort of marketing spend and some of the other line items that's getting us to that guidance? Thanks.

Speaker #12: Thanks, Ron. I think you hit two of the biggest ones in terms of primary drivers of growth in 2026, at least as we anticipate in our guidance.

Jeff Norman: Thanks, Ron. I, I think you hit two of the biggest ones in terms of primary drivers of growth in 2026, at least as we anticipate in our guidance. And then marketing is the, I would say, the variable expense. And as we've talked about before, we really view that as a revenue driver. So it, it's a line item that we're, we're happy to pull back on if we're not getting the returns we want and still see healthy transaction volume. On the other hand, it's one that we're also happy to lean into and spend more because it's pretty direct return that we can calculate. So I would say that that's probably your risk factor, Ron, to the positive and to the negative, is marketing expense.

Speaker #12: And then marketing is the, I would say, the variable expense. And as we've talked about before, we really view that as a revenue driver.

Speaker #12: So, it's a line item that we're happy to pull back on if we're not getting the returns we want and still see healthy transaction volume.

Speaker #12: On the other hand, it's one that we're also happy to lean into and spend more, because it's a pretty direct return that we can calculate.

Speaker #12: So, I would say that that's probably your risk factor, Ron, to the positive end and to the negative, is marketing expense. And then on the margins, property taxes—just because of the magnitude of the total expense load that they contribute.

Jeff Norman: And then on the margins, property taxes, just because of the magnitude of the total expense load that they contribute.

Speaker #11: Thanks so much.

Ronald Kamdem: Thanks so much.

Jeff Norman: The rest, Ron, I would say, would be definitely inflationary. Sorry about that.

Speaker #12: The rest, Ron, I would say would be generally inflationary. Sorry about that.

Speaker #11: Oh, helpful. Thank you.

Ronald Kamdem: No, helpful. Thank you.

Speaker #12: Thanks, Ron.

Jeff Norman: Thanks, Ron.

Speaker #3: Your final question comes from Michael Mueller of JPMorgan. Your line is open. Please go ahead.

Operator: Your final question comes from Michael Mueller of JP Morgan. Your line is open. Please go ahead.

Speaker #13: Hi, it's Vanilla here. Thank you for taking my question. On the bridge loans, it looks like you guys have gone through the majority of your backlog of bridge loans.

Michael Mueller: Hi, it's Daniela here. Thank you for taking my question. On the bridge loans, it looks like you guys have gone through the majority of your backlog of bridge loans. Considering the balance is expected to be generally flat in 2026, should we expect the balance to decline beyond 2026, or do you have meaningful activity there to keep it consistent?

Daniela Perdomo: Hi, it's Daniela here. Thank you for taking my question. On the bridge loans, it looks like you guys have gone through the majority of your backlog of bridge loans. Considering the balance is expected to be generally flat in 2026, should we expect the balance to decline beyond 2026, or do you have meaningful activity there to keep it consistent?

Speaker #13: Considering the balance is expected to be generally flat in '26, should we expect the balance to decline beyond '26, or do you have meaningful activity there to keep it consistent?

Speaker #12: Yes, thank you for the question. We are intentionally guiding to maintaining relatively flat balances. That's not necessarily because there's a lack of volume to keep originating loans.

Jeff Norman: Yes. Thank you for the question. We are intentionally guiding to maintaining relatively flat balances. That's not necessarily because there's a lack of volume to keep originating loans, but we have a really flexible structure where we can choose how much of the loan to retain. So if we see higher volume, we can sell more of our mortgage notes and just retain the higher-yielding mezzanine piece, or we can retain both. So we're confident we can retain those balances at this level based on the origination activity we've seen. We've also seen that a lot of these loans, or borrowers exercise extensions. We see that oftentimes at or before maturity, we are buying these assets, so it serves as an acquisition pipeline for us.

Speaker #12: But we have a really flexible structure where we can choose how much of the loan to retain. So if we see higher volume, we can sell more of our mortgage notes and just retain the higher-yielding mezzanine piece.

Speaker #12: Or we can retain both. So we're confident we can retain those balances at this level based on the origination activity we've seen. We've also seen that a lot of these loans or borrowers exercise extensions. We see that oftentimes at or before maturity, we are buying these assets.

Speaker #12: So it serves as an acquisition pipeline for us. So we're happy to participate in the industry in any way we can, to partner with other storage participants.

Jeff Norman: So we're happy to participate in the industry in any way we can, to partner with other storage participants. And this is just another good tool that helps bring in management. It sources future acquisitions and provides a solid return along the way.

Speaker #12: And this is just another good tool that helps bring in management. It sources future acquisitions and provides a solid return along the way.

Speaker #13: Okay. Perfect. Thank you. That's it for me.

Michael Mueller: Okay, perfect. Thank you. That's it for me.

Daniela Perdomo: Okay, perfect. Thank you. That's it for me.

Speaker #12: Thank you.

Jeff Norman: Thank you.

Speaker #3: There are no further questions at this time. I will now turn the call over to Joe Margolis, Chief Executive Officer, for closing remarks.

Operator: There are no further questions at this time. I will now turn the call over to Joe Margolis, Chief Executive Officer, for closing remarks.

Joe Margolis: Thank you all for the questions. Good conversation. We appreciate your interest in Extra Space and look forward to reporting to you throughout the year, how we do on our guidance. Thank you and have a great day.

Speaker #12: Thank you all for the questions. Good conversation. We appreciate your interest in Extra Space and look forward to reporting to you throughout the year how we do on our guidance.

Speaker #12: Thank you, and have a great day.

Operator: This concludes today's call. Thank you for attending. You may now disconnect.

Q4 2025 Extra Space Storage Inc Earnings Call

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