Q2 2026 eHealth Inc Earnings Call

August 4, 2026

Operator 2: Hello, everyone. Thank you for joining us. Welcome to the Q2 2026 eHealth, Inc. Earnings Conference 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 to raise your hand. To withdraw your question, press star one again. I will now hand the conference over to Eli Newbrun Mintz, Senior Manager of Investor Relations. Eli, please go ahead.

Operator: Hello, everyone. Thank you for joining us. Welcome to the Q2 2026 eHealth, Inc Earnings Conference 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 to raise your hand. To withdraw your question, press star one again. I will now hand the conference over to Eli Newbrun-Mintz, Senior Manager of Investor Relations. Eli, please go ahead.

Speaker #1: ask a question, please hand. To withdraw your question, press star 1 again. I will now hand the conference over to Eli Newbrun Mintz, Senior Manager of Investor Relations.

Speaker #1: ahead.

Eli Newbrun-Mintz: Good afternoon. Thank you all for joining us. On the call today, Derrick Duke, Chief Executive Officer, and John Dolan, Chief Financial Officer, will discuss our Q2 2026 financial results. Following these prepared remarks, we will open the line for a Q&A session with industry analysts. As a reminder, this call is being recorded and webcast from the investor relations section of our website. A replay of the call will be available on our website later today. Today's press release, our historical financial news releases, our filings with the SEC are also available on our investor relations site. We will be making forward-looking statements on this call about certain matters that are based upon management's current beliefs and expectations relating to future events impacting the company and our future financial or operating performance.

Speaker #2: Good afternoon, us. On the call today, Derrick Duke, eHealth's Chief Executive Officer and John Dolan, Chief Financial Officer, will discuss our second quarter 2026 financial results.

Speaker #2: Following these prepared remarks, we will open the line for a Q&A session with industry analysts. As a reminder, this call is being recorded and webcast from the Investor Relations section of our website.

Speaker #2: A replay of the call will be available on our website later today. Today's press release are historical financial news SEC are also available on our Investor Relations site.

Eli Newbrun-Mintz: A replay of the call will be available on our website later today. Today's press release, our historical financial news releases, our filings with the SEC are also available on our investor relations site. We will be making forward-looking statements on this call about certain matters that are based upon management's current beliefs and expectations relating to future events impacting the company and our future financial or operating performance.

Speaker #2: We will be making forward-looking statements on this call about certain matters that are based upon management's current beliefs and expectations relating to future events impacting the company and our future financial or operating performance.

Speaker #2: Forward-looking statements on this call represent eHealth's views as of today, and actual results could differ materially. We undertake no obligation to publicly address or update any forward-looking statements except as required by law.

Eli Newbrun-Mintz: Forward-looking statements on this call represent eHealth's views as of today. Actual results could differ materially. We undertake no obligation to publicly address or update any forward-looking statements except as required by law. The forward-looking statements we will be making during this call are subject to a number of uncertainties and risks, including, but not limited to, those described in today's press release and in our most recent annual report on Form 10-K and our subsequent filings with the SEC. We will also be discussing certain non-GAAP financial measures on this call. Management's definitions of these non-GAAP measures and reconciliations to the most directly comparable GAAP financial measures are included in today's press release. With that, I will turn the call over to Derrick Duke.

Speaker #2: The forward-looking statements we will be making during this call are subject to a number of uncertainties and risks, including but not limited to those described in today's press release, and in our most recent annual report on Form 10-K and our subsequent filings with the SEC.

Speaker #2: We will also be discussing certain non-GAAP financial measures on this call. Management's definitions of these non-GAAP measures and reconciliations to the most directly comparable GAAP financial measures are included in today's press release.

Eli Newbrun-Mintz: We will also be discussing certain non-GAAP financial measures on this call. Management's definitions of these non-GAAP measures and reconciliations to the most directly comparable GAAP financial measures are included in today's press release. With that, I will turn the call over to Derrick Duke.

Speaker #2: With that, I will turn the call over to Derrick Duke.

Speaker #3: Good afternoon, and thank you for joining us today. Our second quarter results reflect the deliberate choices we made going into 2026. We entered the year with a strategy centered on three priorities: building our lifetime advisory model, materially improving our cash flow profile, and making targeted investments in long-term growth opportunities such as ICRA.

Derrick Duke: Good afternoon. Thank you for joining us today. Our Q2 results reflect the deliberate choices we made going into 2026. We entered the year with a strategy centered on three priorities: Building our Lifetime Advisory model, materially improving our cash flow profile, making targeted investments in long-term growth opportunities such as ICHRA. Q2 revenue was $33.6 million. GAAP net loss was $23.6 million. Adjusted EBITDA was -$21.8 million. Operating cash flow for H1 was $30.8 million. Overall, these results were in line to slightly above our expectations. More importantly, we remain on track to achieve our key financial objectives for the year, including our cost savings targets and significant operating cash flow improvement compared to 2025. For H1 of the year, non-GAAP operating expenses declined by $42 million compared to the prior year.

Speaker #3: Second quarter revenue was $33.6 million, GAAP net loss was $23.6 million, and adjusted EBITDA was a negative $21.8 million. Operating cash flow for the first six months was $30.8 million.

Speaker #3: Overall, these results were in line to slightly above our expectations. More importantly, we remain on track to achieve our key financial objectives for the year, including our cost-savings targets and significant operating cash flow improvement compared to 2025.

Derrick Duke: Overall, these results were in line to slightly above our expectations. More importantly, we remain on track to achieve our key financial objectives for the year, including our cost savings targets and significant operating cash flow improvement compared to 2025. For H1 of the year, non-GAAP operating expenses declined by $42 million compared to the prior year.

Speaker #3: For the first six months of the year, non-GAAP operating expenses declined by $42 million compared to the prior year. We are creating a leaner operating model while preserving our key strategic capabilities and pursuing initiatives that we believe will drive long-term shareholder value.

Derrick Duke: We are creating a leaner operating model while preserving our key strategic capabilities and pursuing initiatives that we believe will drive long-term shareholder value. We continue to project annual variable cost savings of more than $60 million and fixed cost savings of approximately $30 million. Before discussing our operational progress, I'd like to spend a few minutes on the broader market environment. Despite recent disruption, the long-term opportunity in Medicare Advantage remains compelling. Medicare Advantage enrollment has now reached more than 35.5 million beneficiaries. While growth has moderated compared to prior years as carriers focus more heavily on profitability, the underlying demographic drivers supporting the market remain firmly intact. We continue to see strong demand from seniors, with beneficiaries who are just turning 65 selecting Medicare Advantage at disproportionately high rates. Longer term, the Congressional Budget Office projects MA penetration to increase from approximately 55% today to 63% by 2034.

Speaker #3: We continued to project annual variable cost savings of more than $60 million and fixed cost savings of approximately $30 million. Before discussing our operational progress, I'd like to spend a few minutes on the broader market environment.

Speaker #3: Despite recent disruption, the long-term opportunity in Medicare Advantage remains compelling. Medicare Advantage enrollment has now reached more than 35.5 million beneficiaries. While growth has moderated compared to prior years as carriers focus more heavily on profitability, the underlying demographic drivers supporting the market remain firmly intact.

Derrick Duke: Medicare Advantage enrollment has now reached more than 35.5 million beneficiaries. While growth has moderated compared to prior years as carriers focus more heavily on profitability, the underlying demographic drivers supporting the market remain firmly intact. We continue to see strong demand from seniors, with beneficiaries who are just turning 65 selecting Medicare Advantage at disproportionately high rates. Longer term, the Congressional Budget Office projects MA penetration to increase from approximately 55% today to 63% by 2034.

Speaker #3: We continue to see strong demand from seniors, with beneficiaries who are just turning 65 selecting Medicare Advantage at disproportionately high rates. Longer term, the Congressional Budget Office projects MA penetration to increase from approximately 55% today to 63% by 2034.

Speaker #3: After more than two years of disruption, we believe the industry is now gradually moving toward greater stability. We have begun discussions with our carrier partners ahead of the upcoming Annual Enrollment Period, and several of those conversations corroborate this view.

Derrick Duke: After more than 2 years of disruption, we believe the industry is now gradually moving towards greater stability. We have begun discussions with our carrier partners ahead of the upcoming annual enrollment period, and several of those conversations corroborate this view. In June, CMS finalized the maximum broker commission increase at 4.5% for plan year 2027. However, carrier approaches are likely to vary by geography, product type, and specific strategic priorities. We expect to gain greater visibility into carrier plans during Q3 as AEP preparations accelerate. One thing has become increasingly clear throughout this period of industry change. The market is rewarding high quality, retention-oriented distribution models. That trend aligns exceptionally well with our strategy. Within the telebroker channel, we continue to see consolidation and rationalization as participants adjust to a new operating environment.

Speaker #3: In June, CMS finalized the maximum broker commission increase at 4.5% for plan year 2027. However, carrier approaches are likely to vary by geography, product type, and specific strategic priorities.

Derrick Duke: However, carrier approaches are likely to vary by geography, product type, and specific strategic priorities. We expect to gain greater visibility into carrier plans during Q3 as AEP preparations accelerate. One thing has become increasingly clear throughout this period of industry change. The market is rewarding high quality, retention-oriented distribution models. That trend aligns exceptionally well with our strategy. Within the telebroker channel, we continue to see consolidation and rationalization as participants adjust to a new operating environment.

Speaker #3: We expect to gain greater visibility into carrier plans during the third quarter as AEP preparations accelerate. One thing has become increasingly clear throughout this period of industry change: the market is rewarding high-quality, attention-oriented distribution models.

Speaker #3: That trend aligns exceptionally well with our strategy. Within the telebroker channel, we continue to see consolidation and rationalization as participants adjust to a new operating environment.

Speaker #3: Against that backdrop, we believe the value eHealth provides to both consumers and carriers is as important as it has ever been. For beneficiaries, we serve as a trusted advisor with access to extensive plan inventory, which is especially critical during periods of elevated change.

Derrick Duke: Against that backdrop, we believe the value eHealth provides to both consumers and carriers is as important as it has ever been. For beneficiaries, we serve as a trusted advisor with access to extensive plan inventory, which is especially critical during periods of elevated change. For carriers, we help deliver highly targeted member acquisition strategies and what we believe are among the highest quality enrollments within our distribution channel, supporting both member experience and carrier margin objectives. One of the most important milestones of Q2 was the launch of our Lifetime Advisory model. The Lifetime Advisory approach shifts our relationship with members beyond a one-time enrollment interaction to a model of ongoing engagement throughout the year. Our advisors are equipped to help beneficiaries evaluate plan changes, address gaps in coverage, navigate healthcare decisions, and identify additional products that may improve financial security.

Speaker #3: For carriers, we help deliver highly targeted member acquisition strategies and what we believe are among the highest quality enrollments within our distribution channel, supporting both member experience and carrier margin objectives.

Speaker #3: One of the most important milestones of the second quarter was the launch of our lifetime advisory model. The lifetime advisory approach shifts our relationship with members beyond a one-time enrollment interaction to a model of ongoing engagement throughout the year.

Derrick Duke: One of the most important milestones of Q2 was the launch of our Lifetime Advisory model. The Lifetime Advisory approach shifts our relationship with members beyond a one-time enrollment interaction to a model of ongoing engagement throughout the year. Our advisors are equipped to help beneficiaries evaluate plan changes, address gaps in coverage, navigate healthcare decisions, and identify additional products that may improve financial security.

Speaker #3: Our advisors are equipped to help beneficiaries evaluate plan changes, address gaps in coverage, navigate healthcare decisions, and identify additional products that may improve financial security.

Speaker #3: Beyond elevating consumer experience, we believe this creates significant opportunities to increase member value through ancillary product cross-selling. As expected, second quarter enrollments and revenue declined year over year.

Derrick Duke: Beyond elevating consumer experience, we believe this creates significant opportunities to increase member value through ancillary product cross-selling. As expected, Q2 enrollments and revenue declined year over year. Under the new model, we are concentrating our marketing spend in Q1 and especially Q4 when we see the greatest return on our investment. In Q2 and Q3, we are focusing our advisors on engaging with their existing members. We have made meaningful progress in the initial months following the Lifetime Advisory model launch. Operationally, we have deployed advisor training programs, coaching initiatives, and new advisor tools that provide a centralized view of a member, enable personalized communications, and generate data-driven recommendations for effective member engagement. On the product side, we launched Final Expense in Q2 and laid the foundation for additional ancillary product offerings.

Speaker #3: Under the new model, we are concentrating our marketing spend in the first and especially fourth quarters when we see the greatest return on our investment.

Speaker #3: In the second and third quarters, we are focusing our advisors on engaging with their existing members. We have made meaningful progress in the initial months following the lifetime advisory model launch.

Speaker #3: Operationally, we have deployed advisor training programs, coaching initiatives, and new advisor tools that provide a centralized view of a member, enable personalized communications, and generate data-driven recommendations for effective member engagement.

Derrick Duke: Operationally, we have deployed advisor training programs, coaching initiatives, and new advisor tools that provide a centralized view of a member, enable personalized communications, and generate data-driven recommendations for effective member engagement. On the product side, we launched Final Expense in Q2 and laid the foundation for additional ancillary product offerings.

Speaker #3: On the product side, we launched final expense in Q2 and laid the foundation for additional ancillary product offerings. Importantly, we have seen early validation of the core assumptions underpinning the strategy.

Derrick Duke: Importantly, we have seen early validation of the core assumptions underpinning the strategy. First, consumers are responding positively to relationship-based engagement. Second, cross-selling opportunities appear significant. We are shifting the KPIs for measuring the success of this model in the same direction, towards more holistic member-driven metrics. It starts with member retention. The core objective of the model is to deepen our relationship with members and remain engaged throughout the year. We believe improving retention over time will be one of our most important measures of success. We also plan to track ancillary product cross-sell rates and member-based lifetime value across multiple products. Early indicators have been encouraging, with Q2 ancillary cross-sell rates doubling compared to a year ago.

Speaker #3: First, consumers are responding positively to relationship-based engagement. And second, cross-selling opportunities appear significant. We are shifting the KPIs for measuring the success of this model in the same direction, towards more holistic member-driven metrics.

Speaker #3: It starts with member retention. The core objective of the model is to deepen our relationship with members and remain engaged throughout the year. We believe improving retention over time will be one of our most important measures of success.

Derrick Duke: We believe improving retention over time will be one of our most important measures of success. We also plan to track ancillary product cross-sell rates and member-based lifetime value across multiple products. Early indicators have been encouraging, with Q2 ancillary cross-sell rates doubling compared to a year ago.

Speaker #3: We also plan to track member-based lifetime value across multiple products. Early indicators have been encouraging. With second-quarter ancillary cross-sell rates doubling compared to a year ago, this represents the number of advisor-assisted ancillary product applications submitted by customers aged 65 and older in relation to the number of advisor-assisted applications for major medical Medicare products, including Medicare Advantage and Medicare Supplement plans.

Derrick Duke: This represents the number of advisor-assisted ancillary product applications submitted by customers aged 65 and older in relation to the number of advisor-assisted applications for major medical Medicare products, including Medicare Advantage and Medicare Supplement plans. While we will continue to measure and report policy-based lifetime value under ASC 606, our internal focus is increasingly shifting towards member-driven metrics that better reflect the broader value of long-term relationships. As the Lifetime Advisory model matures, we also expect unit margins to improve, driven in part by referrals becoming a larger contributor to total enrollments. Because advisors are central to the success of this strategy, advisor retention and productivity will be important indicators that we track closely. Another area where we continue to make progress is artificial intelligence. Our approach to AI is straightforward.

Speaker #3: While we will continue to measure and report policy-based lifetime value, under ASC 606, our internal focus is increasingly shifting toward member-driven metrics that better reflect the broader value of long-term relationships.

Speaker #3: As the lifetime advisory model matures, we also expect unit margins to improve, driven in part by referrals becoming a larger contributor to total enrollments.

Derrick Duke: As the Lifetime Advisory model matures, we also expect unit margins to improve, driven in part by referrals becoming a larger contributor to total enrollments. Because advisors are central to the success of this strategy, advisor retention and productivity will be important indicators that we track closely. Another area where we continue to make progress is artificial intelligence. Our approach to AI is straightforward.

Speaker #3: And because advisors are central to the success of this strategy, advisor retention and productivity will be important indicators that we track closely. Another area where we continue to make progress is artificial intelligence.

Speaker #3: Our approach to AI is straightforward. We believe technology can improve efficiency, scalability, and customer experience while still recognizing the critical role licensed insurance professionals play in providing personalized guidance and peace of mind for consumers.

Derrick Duke: We believe technology can improve efficiency, scalability, and customer experience while still recognizing the critical role licensed insurance professionals play in providing personalized guidance and peace of mind for consumers. Today, AI is already supporting several of our customer-facing functions, including after-hours interactions, call screening, and certain customer service inquiries. For the upcoming AEP, we plan for AI-enabled call screening to replace the majority of manual screening processes. We are also exploring opportunities to expand our AI deployments into more complex customer service inquiries. Beyond consumer engagement, AI plays an important role across our back-office functions. We have expanded its use within product management, software development, and UX design. These capabilities helped us accelerate development of technology supporting the Lifetime Advisory model in about half the time we would have needed in the past.

Speaker #3: Today, AI is already supporting several of our customer-facing functions, including after-hours interactions, call screening, and certain customer service inquiries. For the upcoming AEP, we plan for AI-enabled call screening to replace the majority of manual screening processes.

Speaker #3: We are also exploring opportunities to expand our AI deployments into more complex customer service inquiries. Beyond consumer engagement, AI plays an important role across our back office functions.

Derrick Duke: We are also exploring opportunities to expand our AI deployments into more complex customer service inquiries. Beyond consumer engagement, AI plays an important role across our back-office functions. We have expanded its use within product management, software development, and UX design. These capabilities helped us accelerate development of technology supporting the Lifetime Advisory model in about half the time we would have needed in the past.

Speaker #3: We have expanded its use within product management, software development, and UX design. These capabilities helped us accelerate development of technology supporting the lifetime advisory model in about half the time we would have needed in the past.

Speaker #3: Another important application involves carrier plan content ingestion, historically one of our most data- and labor-intensive activities. Through AI-enabled automation, we believe we can reduce manual effort substantially while improving accuracy.

Derrick Duke: Another important application involves carrier plan content ingestion, historically one of our most data and labor-intensive activities. Through AI-enabled automation, we believe we can reduce manual efforts substantially while improving accuracy. Looking ahead, we see numerous opportunities across customer-facing workflows, advisor enablement, and internal operations. Collectively, we believe our AI initiatives have the potential to enhance scalability, improve service levels, and reduce costs over time. In addition to Medicare, the second pillar of our three-year strategy is achieving measured, profitable growth within the under 65 consumer market. ICHRA is a key component of that effort. The long-term trend toward ICHRA adoption continues to strengthen as employers seek more flexible and cost-effective healthcare solutions. Industry forecasts suggest ICHRA could cover approximately 5 million lives by 2029. Our strategy is to build a scalable platform that connects employers, employees, brokers, and benefit administrators through a seamless experience.

Speaker #3: Looking ahead, we see numerous opportunities across customer-facing workflows, advisor enablement, and internal operations. Collectively, we believe our AI initiatives have the potential to enhance scalability, improve service levels, and reduce costs over time.

Speaker #3: In addition to Medicare, the second pillar of our three-year strategy is achieving measured profitable growth within the under-65 consumer market, ICRA is a key component of that effort.

Derrick Duke: In addition to Medicare, the second pillar of our three-year strategy is achieving measured, profitable growth within the under 65 consumer market. ICHRA is a key component of that effort. The long-term trend toward ICHRA adoption continues to strengthen as employers seek more flexible and cost-effective healthcare solutions. Industry forecasts suggest ICHRA could cover approximately 5 million lives by 2029. Our strategy is to build a scalable platform that connects employers, employees, brokers, and benefit administrators through a seamless experience.

Speaker #3: The long-term trend toward ICRA adoption continues to strengthen as employers seek more flexible and cost-effective healthcare solutions. Industry forecasts suggest ICRA could cover approximately 5 million lives by 2029.

Speaker #3: Our strategy is to build a scalable platform that connects employers, employees, brokers, and benefit administrators through a seamless experience. While ICRA is not expected to be a significant contributor to our 2026 financial results, with revenue forecasted to remain below $5 million this year, our focus today is on establishing the foundation for future growth.

Derrick Duke: While ICHRA is not expected to be a significant contributor to our 2026 financial results, with revenue forecasted to remain below $5 million this year, our focus today is on establishing the foundation for future growth. That means developing our pipeline, expanding strategic partnerships, strengthening broker relationships, and continuing to refine our operating model. We believe the market opportunity is attractive, and we are pursuing it with the same disciplined, capital-efficient approach that we are applying across the broader organization. To conclude, our priorities for 2026 remain unchanged. First, build and scale the Lifetime Advisory model to deepen member relationships, improve retention, and increase long-term member value. Second, continue improving our cash flow profile with the goal of achieving break-even or better operating cash flow at the midpoint of our guidance. Third, advance diversification initiatives, including ancillary products and ICHRA.

Speaker #3: That means developing our pipeline, expanding strategic partnerships, strengthening broker relationships, and continuing to refine our operating model. We believe the market pursuing it with the same discipline capital-efficient approach that we are applying across the broader organization.

Speaker #3: To conclude, our priorities for 2026 remain unchanged. First, build and scale the lifetime advisory model to deepen member relationships and improve retention and increase long-term member value.

Derrick Duke: First, build and scale the Lifetime Advisory model to deepen member relationships, improve retention, and increase long-term member value. Second, continue improving our cash flow profile with the goal of achieving break-even or better operating cash flow at the midpoint of our guidance. Third, advance diversification initiatives, including ancillary products and ICHRA.

Speaker #3: Second, continue improving our cash flow profile, with a goal of achieving break-even or better operating cash flow at the midpoint of our guidance. Third, advance diversification initiatives, including ancillary products and ICRA.

Speaker #3: Looking ahead, we continue to expect a return to sustainable revenue growth on a streamlined cost foundation beginning in 2027. We believe that growth will be driven by three primary factors: the transition from acquisition-based economics, or recurring relationship economics; growth within ICRA; and selective expansion of our carrier-dedicated business Amplify.

Derrick Duke: Looking ahead, we continue to expect a return to sustainable revenue growth on a streamlined cost foundation beginning in 2027. We believe that growth will be driven by three primary factors: the transition from acquisition-based economics or recurring relationship economics, growth within ICHRA, and selective expansion of our carrier-dedicated business Amplify. We are encouraged by signs of improving stability across the Medicare Advantage ecosystem. While work remains, carrier sentiment and industry fundamentals appear increasingly constructive compared to where they stood a year ago. As we enter the second half of the year, preparations for AEP are underway. We plan to meet with carrier partners, scale our demand generation engine, and begin the operational work necessary to support another successful enrollment season. We believe we are well-positioned to execute against our goals. Thank you for your continued support. I will now turn the call over to our CFO, John Dolan.

Speaker #3: We are encouraged by signs of improving stability across the Medicare Advantage ecosystem, while work remains carrier sentiment and industry fundamentals appear increasingly constructive compared to where they stood a year ago.

Derrick Duke: While work remains, carrier sentiment and industry fundamentals appear increasingly constructive compared to where they stood a year ago. As we enter the second half of the year, preparations for AEP are underway. We plan to meet with carrier partners, scale our demand generation engine, and begin the operational work necessary to support another successful enrollment season. We believe we are well-positioned to execute against our goals. Thank you for your continued support. I will now turn the call over to our CFO, John Dolan.

Speaker #3: As we enter the second half of the year, preparations for AEP are underway. We plan to meet with carrier partners, scale our demand generation engine, and begin the operational work necessary to support another successful enrollment season.

Speaker #3: We believe we are well positioned to execute against our goals. Thank you for your continued support. I'll now turn the call over to our CFO, John Dolan.

Speaker #1: Thank you, Derrick. Good afternoon, everyone. Our second quarter results reflect the launch of our Lifetime Advisory operating model and the benefit of the cost reduction initiatives we implemented earlier this year.

John Dolan: Thank you, Derrick, and good afternoon, everyone. Our Q2 results reflect the launch of our Lifetime Advisory operating model and the benefit of the cost reduction initiatives we implemented earlier this year. Consistent with our strategic priorities, we reduced lead generation spending outside of the key enrollment periods and focused our advisors on member engagement. We also continued making targeted investments in the under 65 opportunity, particularly within ICHRA. These actions result in lower Medicare enrollment volume during Q2 and Q3. They are aligned with our longer-term objectives of improving return on marketing spend and increasing member lifetime value through stronger retention and ancillary product cross-selling. Importantly, we believe we are still on track to achieve our financial objectives for the year, including significant improvement in operating cash flow compared to 2025. Turning now to our Q2 results.

Speaker #1: Consistent with our strategic priorities, we reduced lead generation spending outside of the key enrollment periods and focused our advisors on member engagement. We also continued making targeted investments in the under-65 opportunities, particularly within ICRA.

Speaker #1: These actions result in lower Medicare enrollment volume during the second and third quarters. They are aligned with our longer-term objectives of improving return on marketing spend and increasing member lifetime value through stronger retention and ancillary product cross-selling.

John Dolan: These actions result in lower Medicare enrollment volume during Q2 and Q3. They are aligned with our longer-term objectives of improving return on marketing spend and increasing member lifetime value through stronger retention and ancillary product cross-selling. Importantly, we believe we are still on track to achieve our financial objectives for the year, including significant improvement in operating cash flow compared to 2025. Turning now to our Q2 results.

Speaker #1: Importantly, we believe we are still on track to achieve our financial objectives for the year, including significant improvement in operating cash flow compared to 2025.

Speaker #1: Turning now to our second quarter results, please note that unless otherwise specified, all comparisons are on a year-over-year basis. Second quarter revenue was $33.6 million, down 45%.

John Dolan: Please note that unless otherwise specified, all comparisons are on a year-over-year basis. Q2 revenue was $33.6 million, down 45%. Total commission revenue was $29.8 million, including $7.6 million of net adjustment or tail revenue, which represents the ongoing value generated from previously acquired members. This compares to $17.8 million in tail revenue a year ago. Non-commission revenue was $3.8 million, down 38% from the prior year period. The decline was primarily driven by lower sponsorship revenue as carriers continued to prioritize margin recovery over enrollment growth. This was consistent with our expectations and reflects a broader trend we see across the Medicare landscape. As industry growth normalizes over time, sponsorship revenue could become a meaningful source of upside. Medicare segment revenue was $31.8 million, down 45%, primarily reflecting lower Medicare Advantage approved member volume and lower tail revenue.

Speaker #1: Total commission revenue was $29.8 million, including $7.6 million of net adjustment or tail revenue, which represents the ongoing value generated from previously acquired members.

Speaker #1: This compares to 17.8 million in tail revenue a year ago. Non-commission revenue was $3.8 million, down 38% from the prior year period. The decline was primarily driven by lower sponsorship revenue as carriers continued to prioritize margin recovery over enrollment growth.

John Dolan: Non-commission revenue was $3.8 million, down 38% from the prior year period. The decline was primarily driven by lower sponsorship revenue as carriers continued to prioritize margin recovery over enrollment growth. This was consistent with our expectations and reflects a broader trend we see across the Medicare landscape.

Speaker #1: This was consistent with our expectations and reflects a broader trend we see across the Medicare landscape. As industry growth normalizes over time, sponsorship revenue could become a meaningful source of upside.

John Dolan: As industry growth normalizes over time, sponsorship revenue could become a meaningful source of upside. Medicare segment revenue was $31.8 million, down 45%, primarily reflecting lower Medicare Advantage approved member volume and lower tail revenue.

Speaker #1: Medicare segment revenue was $31.8 million, down 45%, primarily reflecting lower Medicare Advantage approved member volume and lower tail revenue. Medicare submissions declined 44% during the quarter, in line with our expectations.

John Dolan: Medicare submissions declined 44% during the quarter, in line with our expectations. Moving to Medicare profitability and operating metrics. Within our Medicare Segment, variable marketing and advertising expense declined 58%, reflecting our lower enrollment volume targets. The Medicare customer care and enrollment expense declined 21%. On a per approved member basis, total acquisition cost per MA equivalent approved member increased 16% during the quarter. Underneath that figure, customer care and enrollment cost per MA equivalent approved member increased 42%, while variable marketing cost per MA equivalent approved member declined 23%. We have significantly reduced marketing spend outside of the primary enrollment seasons while retaining our core advisor workforce. During Q2 and Q3, those advisors are increasingly focused on member engagement activities and can rapidly pivot to inbound calls once AEP begins.

Speaker #1: Moving to Medicare profitability and operating metrics. Within our Medicare segment, variable marketing and advertising expense declined 58%, reflecting our lower enrollment volume targets. In Medicare, customer care and enrollment expense declined 21%.

Speaker #1: On a per-approved member basis, total acquisition cost per MA-equivalent approved member increased 16% during the quarter. Underneath that figure, customer care and enrollment cost per MA-equivalent approved member increased 42%, while variable marketing cost per MA-equivalent approved member declined 23%.

John Dolan: On a per approved member basis, total acquisition cost per MA equivalent approved member increased 16% during the quarter. Underneath that figure, customer care and enrollment cost per MA equivalent approved member increased 42%, while variable marketing cost per MA equivalent approved member declined 23%.

Speaker #1: We have significantly reduced marketing spend outside of the primary enrollment seasons while retaining our core advisor workforce. During the second and third quarters, those advisors are increasingly focused on member engagement activities, and can rapidly pivot to inbound calls once AEP begins.

John Dolan: We have significantly reduced marketing spend outside of the primary enrollment seasons while retaining our core advisor workforce. During Q2 and Q3, those advisors are increasingly focused on member engagement activities and can rapidly pivot to inbound calls once AEP begins.

Speaker #1: Variable marketing costs and customer care and enrollment costs per member have moved in opposite directions, in line with expectations. Second quarter lifetime value, or LTV, for Medicare Advantage declined 1%, Medicare supplement LTV increased 16%, and Medicare Part D LTV increased 52% compared to a year ago.

John Dolan: Variable marketing costs and customer care and enrollment costs per member have moved in opposite directions, in line with expectations. Q2 lifetime value, or LTV, for Medicare Advantage declined 1%. Medicare Supplement LTV increased 16%, and Medicare Part D LTV increased 52% compared to a year ago. It is important to remember that our unit economics remain largely policy-level metrics. They do not yet fully capture the value being created through higher ancillary product penetration, referrals, and broader member engagement. The increased ancillary product cross-sell rates are expected to become especially impactful as we return to growth and scale. In addition to increasing overall lifetime value, ancillary products generally produce a more favorable cash flow profile because a significant portion of the ancillary commission revenue is received earlier in the member life cycle relative to a Medicare Advantage sale.

Speaker #1: It's important to remember that our unit economics remain largely policy-level metrics. They do not yet fully capture the value being created through higher ancillary product penetration, referrals, and broader member engagement.

John Dolan: They do not yet fully capture the value being created through higher ancillary product penetration, referrals, and broader member engagement. The increased ancillary product cross-sell rates are expected to become especially impactful as we return to growth and scale. In addition to increasing overall lifetime value, ancillary products generally produce a more favorable cash flow profile because a significant portion of the ancillary commission revenue is received earlier in the member life cycle relative to a Medicare Advantage sale.

Speaker #1: The increased ancillary product cross-sell rates are expected to become especially impactful as we return to growth and scale. In addition to increasing overall lifetime value, ancillary products generally produce a more favorable cash flow profile because they're significant portion of the ancillary commission revenue is received earlier in the member lifecycle relative to a Medicare Advantage sale.

Speaker #1: Medicare segment growth profit was 6 million, compared to 19.1 million in the prior year period, reflecting primarily lower enrollment volume and tail revenue. The second quarter is also an important quarter from an actuarial perspective, because it provides greater feasibility into the retention performance of the Medicare cohort enrolled during the most recent AEP.

John Dolan: Medicare Segment gross profit was $6 million, compared to $19.1 million in the prior year period, reflecting primarily lower enrollment volume and tail revenue. Q2 is also an important quarter from an actuarial perspective because it provides greater visibility into the retention performance of the Medicare cohort enrolled during the most recent AEP. Based on our latest review, retention trends are in line with the AEP cohort enrolled in the prior year and ahead of the cohort enrolled 2 years ago. We continue to monitor retention closely, given the significant benefit changes and product adjustments implemented by carriers across the industry over the last 2 years. Our proven approach to booking initial revenue allowed us to continue recognizing positive adjustment revenue again this quarter for a cumulative tail revenue of $284 million since 2018. Turning to the Employer and Individual Segment.

Speaker #1: Based on our latest review, retention trends are in line with the AEP cohort enrolled in the prior year and ahead of their cohort enrolled two years ago.

Speaker #1: We continue to monitor retention closely, given the significant benefit changes and product adjustments implemented by carriers across the industry over the last two years.

John Dolan: We continue to monitor retention closely, given the significant benefit changes and product adjustments implemented by carriers across the industry over the last 2 years. Our proven approach to booking initial revenue allowed us to continue recognizing positive adjustment revenue again this quarter for a cumulative tail revenue of $284 million since 2018. Turning to the Employer and Individual Segment.

Speaker #1: Our proven approach to booking initial revenue allowed us to continue recognizing positive adjustment revenue again this quarter, through cumulative tail revenue of $284 million since 2018.

Speaker #1: Turning to the Employer and Individual segment, revenue in the segment was $1.8 million, compared to $2.7 million. As we continue reducing investment in our traditional direct-to-consumer under-65 business, we expect that decline to eventually be offset, and over time, exceeded by growth in our emerging ICRA platform.

John Dolan: Revenue in the segment was $1.8 million, compared to $2.7 million. As we continue reducing investment in our traditional direct-to-consumer under 65 business, we expect that decline to eventually be offset, and over time, exceeded by growth in our emerging ICHRA platform. As Derrick highlighted earlier, our focus this year remains on building the employer relationships, partner ecosystem, and operational capabilities necessary to support scalable growth in the years ahead. Segment gross loss was $0.8 million compared to a loss of approximately $0.3 million. Turning to overall profitability metrics, Q2 GAAP net loss was $23.6 million compared to $17.4 million, while adjusted EBITDA loss was $21.8 million compared to $14.1 million. Non-GAAP operating expenses declined 25% to $58.6 million, reflecting broad-based reductions across both fixed and variable cost categories. Non-GAAP marketing and advertising expense declined 45%, including a 56% reduction in variable marketing costs.

Speaker #1: As Derrick highlighted earlier, our focus this year remains on building the employer relationships, partner ecosystem, and operational capabilities necessary to support scalable growth in the years ahead.

Speaker #1: Segment growth loss was 0.8 million, compared to a loss of approximately 0.3 million. Turning to overall profitability metrics, second quarter gap net loss was 23.6 million, compared to 17.4 million, while adjusted EBITDA loss was 21.8 million, compared to 14.1 million.

John Dolan: Segment gross loss was $0.8 million compared to a loss of approximately $0.3 million. Turning to overall profitability metrics, Q2 GAAP net loss was $23.6 million compared to $17.4 million, while adjusted EBITDA loss was $21.8 million compared to $14.1 million. Non-GAAP operating expenses declined 25% to $58.6 million, reflecting broad-based reductions across both fixed and variable cost categories. Non-GAAP marketing and advertising expense declined 45%, including a 56% reduction in variable marketing costs.

Speaker #1: Non-GAAP operating expenses declined 25% to 58.6 million, reflecting broad-based reductions across both fixed and variable cost categories. Non-GAAP marketing and advertising expense declined 45%, including a 56% reduction in variable marketing costs.

Speaker #1: Non-GAAP customer care and enrollment expense declined 20%. On the fixed cost side, non-GAAP general and administrative expense declined 26%, while non-GAAP technology and content expense remained relatively stable as we continue to support key strategic initiatives.

John Dolan: Non-GAAP customer care and enrollment expense declined 20%. On the fixed cost side, non-GAAP general and administrative expense declined 26%, while non-GAAP technology and content expense remained relatively stable as we continued to support key strategic initiatives. Q2 operating cash flow was -$5 million, compared to -$41.2 million, representing a substantial year-over-year improvement. We currently expect year-over-year operating cash flow improvement in each of the remaining two quarters of the year. We ended the quarter with $101 million of cash equivalents, and short-term marketable securities, and remain comfortable with our liquidity position to support both operating requirements and strategic investments. We ended the quarter with $1 billion of commission receivables, including both current and long-term balances. That compares to $917 million as of 30 June 2025, representing an increase of 10%.

Speaker #1: Second quarter operating cash flow was negative 5 million, compared to negative 41.2 million, representing a substantial year-over-year improvement. We currently expect year-over-year operating cash flow improvement in each of the remaining two quarters of the year.

John Dolan: We currently expect year-over-year operating cash flow improvement in each of the remaining two quarters of the year. We ended the quarter with $101 million of cash equivalents, and short-term marketable securities, and remain comfortable with our liquidity position to support both operating requirements and strategic investments. We ended the quarter with $1 billion of commission receivables, including both current and long-term balances. That compares to $917 million as of 30 June 2025, representing an increase of 10%.

Speaker #1: We ended the quarter with 101 million of cash, cash equivalents, and short-term marketable securities. The remaining comfortable with our liquidity position to support both operating requirements and strategic investments.

Speaker #1: We ended the quarter with $1 billion of commission receivables, including both current and long-term balances. That compares to $917 million as of June 30, 2025, representing an increase of 10%.

Speaker #1: As we look ahead, we are encouraged by the progress we have made under our new strategy. We have successfully launched the lifetime advisory model and are seeing encouraging early indicators around member engagement and ancillary product adoption.

John Dolan: We look ahead, we are encouraged by the progress we have made under our new strategy. We have successfully launched the Lifetime Advisory model and are seeing encouraging early indicators around member engagement and ancillary product adoption. We remain on track to achieve our financial objectives for 2026, including meaningful cash flow improvement and our fixed and variable cost savings targets. Based on our execution year to date, and with the annual enrollment period still ahead of us, we are maintaining our 2026 guidance ranges for revenue, GAAP net income, adjusted EBITDA, and operating cash flow. We are updating our outlook for 2026 net adjustment revenue, which is now expected to be in the range of $16 to $20 million, to reflect the Q2 2026 net adjustment revenue we recognized.

Speaker #1: We remain on track to achieve our financial objectives for 2026, including meaningful cash flow improvement and our fixed and variable cost savings targets. Based on our execution year-to-date and with the annual enrollment period still ahead of us, we are maintaining our 2026 guidance ranges for revenue, GAAP net income, adjusted EBITDA, and operating cash flow.

John Dolan: Based on our execution year to date, and with the annual enrollment period still ahead of us, we are maintaining our 2026 guidance ranges for revenue, GAAP net income, adjusted EBITDA, and operating cash flow. We are updating our outlook for 2026 net adjustment revenue, which is now expected to be in the range of $16 to $20 million, to reflect the Q2 2026 net adjustment revenue we recognized.

Speaker #1: We are updating our outlook for 2026 net adjustment revenue, which is now expected to be in the range of 16 to 20 million to reflect the second quarter 2026 net adjustment revenue we recognized.

Speaker #1: Perhaps most importantly, we believe we are building the operating and financial foundation necessary to return the business to sustainable growth beginning in 2027. In the third quarter, we plan to reduce our marketing spend to an even greater degree year-over-year compared to the 45% reduction in the second quarter.

John Dolan: Perhaps most importantly, we believe we are building the operating and financial foundation necessary to return the business to sustainable growth beginning in 2027. In the Q3, we plan to reduce our marketing spend to an even greater degree year-over-year compared to the 45% reduction in the Q2. A result, we also expect a greater year-over-year decline in Q3 enrollment volume and revenue. We plan to deploy the majority of our marketing budget for the year in the Q4 across our highest-performing direct channels. With that, operator, please open the line for Q&A.

Speaker #1: As a result, we also expect a greater year-over-year decline in third quarter enrollment volume and revenue. We plan to deploy the majority of our marketing budget for the year in the fourth quarter across our highest-performing direct channels.

John Dolan: As result, we also expect a greater year-over-year decline in Q3 enrollment volume and revenue. We plan to deploy the majority of our marketing budget for the year in the Q4 across our highest-performing direct channels. With that, operator, please open the line for Q&A.

Speaker #1: With that, operator, please open the line for Q&A.

Speaker #2: We will now begin the question and answer session. If you would like to ask a question, please press star 1 to raise your hand.

Operator 2: We will now begin the question and answer session. If you would like to ask a question, please press star one to raise your hand. To withdraw your question, press star one again. We ask that you pick up your handset when asking a question to allow for optimum sound quality. 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 George Hill with Deutsche Bank. 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 to raise your hand. To withdraw your question, press star one again. We ask that you pick up your handset when asking a question to allow for optimum sound quality. 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 George Hill with Deutsche Bank. Your line is open. Please go ahead.

Speaker #2: To withdraw your question, press star 1 again. We ask that you pick up your handset when asking a question to allow for optimal sound quality.

Speaker #2: 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 George Hill with Deutsche Bank.

Speaker #2: Your line is open. Please go ahead.

[Analyst] (Deutsche Bank): Hi. This is Maxine for George. Thanks for taking the question. Could you talk about your expectations for the MA broker commission environment for 2027? Are you anticipating any meaningful changes in carrier commission strategies and potentially a further increase in non-commissionable plans? Thank you.

Maxine Cordero: Hi. This is Maxine for George. Thanks for taking the question. Could you talk about your expectations for the MA broker commission environment for 2027? Are you anticipating any meaningful changes in carrier commission strategies and potentially a further increase in non-commissionable plans? Thank you.

Speaker #3: Hi. Hi. This is Max Young for George. Thanks for taking the question. Could you talk about your expectations for the MA Broker Commission environment for 2027?

Speaker #3: Are you anticipating any meaningful changes in carrier commission strategies and potentially a further increase in non-commissionable plans? Thank you.

Speaker #4: Thanks, Max. It's good to hear from you. Thanks for joining the call. Let me make sure I heard the question appropriately. As it relates to agent commissions from carriers in the upcoming AEP, I think, as you know, CMS printed the maximum rate.

John Dolan: Thanks, Maxine. It's good to hear from you. Thanks for joining the call. Let me make sure I heard the question appropriately. As it relates to agent commissions from carriers in the upcoming AEP, I think as you know, CMS printed the maximum rate, I think, which was roughly 4.5%. Not unlike a year ago, our expectation is that each carrier will deploy a different strategy, and that likely commission rates will differ by plan type, geography type, as carriers finalize their plans for when, where, and how they want to grow their Medicare Advantage book. As it relates to non-commissionable revenue, I think that was the second part of your question. As we discussed, I think in Q1, we still don't see any material change in non-commissionable revenue opportunities as we prepare for AEP. Clearly, our conversations with carriers are ongoing and we're evaluating those opportunities.

Speaker #4: I think which was roughly 4.5%. But not unlike a year ago, our expectation is that each carrier will deploy a different strategy, and that likely commission rates will differ by plan type, geography type, as carrier finalized their plans for when, where, and how they want to grow their Medicare Advantage book.

John Dolan: Not unlike a year ago, our expectation is that each carrier will deploy a different strategy, and that likely commission rates will differ by plan type, geography type, as carriers finalize their plans for when, where, and how they want to grow their Medicare Advantage book. As it relates to non-commissionable revenue, I think that was the second part of your question.

Speaker #4: As it relates to non-commissionable revenue, I think that was the second part of your question. As we discussed, I think in Q1, we still don't see any material change in non-commissionable revenue opportunities as we prepare for AEP.

John Dolan: As we discussed, I think in Q1, we still don't see any material change in non-commissionable revenue opportunities as we prepare for AEP. Clearly, our conversations with carriers are ongoing and we're evaluating those opportunities.

Speaker #4: But clearly, our conversations with carriers are ongoing, and we're evaluating those opportunities. And then I think maybe another question that you asked was about non-commissionable plans.

John Dolan: I think maybe another question that you asked was about non-commissionable plans. Again, we don't expect a material change year over year. We certainly still think carriers will potentially deploy that as a way to manage growth, again, specifically in plan type and geography type. As we've said in prior calls, size and scale matter as we navigate this market, both for our carrier partners as well as for our members. We're comfortable with our plan supply that we'll be able to navigate that well.

Speaker #4: Again, we don't expect a material change year-over-year. We certainly still think carriers will potentially deploy that as a way to manage growth. Again, specifically in plan type and geography type.

Speaker #4: But as we've said in prior calls, size and scale matter as we navigate this market, both for our carrier partners and for our members.

Speaker #4: And so we're comfortable with our plan supply that we'll be able to navigate that well.

Speaker #3: Got it, thanks a lot. You just talked about deeper cuts in marketing spend in Q3. As you prepare for the upcoming AEP, could you talk about how you're thinking about the level and mix of marketing spend relative to last year?

[Analyst] (Deutsche Bank): Got it. Thanks a lot. You just talked about deeper cuts in marketing spend in Q3. As you prepare for the upcoming AEP, could you talk about how you're thinking about the level and mix of marketing spend relative to last year?

Maxine Cordero: Got it. Thanks a lot. You just talked about deeper cuts in marketing spend in Q3. As you prepare for the upcoming AEP, could you talk about how you're thinking about the level and mix of marketing spend relative to last year?

Speaker #4: Yeah. Thanks. I'll start, and then I'll let John and/or Michelle add. So again, we've been very deliberate in our marketing demand generation spend. Over the last few years, as we have navigated away from affiliate spend and those channels, more into our branded marketing channels.

Derrick Duke: Yeah, thanks. I'll start, and then I'll let John and/or Michelle add. Again, we've been very deliberate in our marketing demand generation spend over the last few years as we have navigated away from affiliate spend in most channels, more into our branded marketing channels. There's an important reason why we've done that, and it's linked directly to the quality of Medicare Advantage enrollments, the retention of members that are acquired through those branded channels. We continue to see positive outcomes. As John mentioned, our most recent cohort, in Q1 of this year, the retention looks very similar to last year, where we had similar mixes of branded and affiliate marketing spend. Again, we're continuing to see improvement over years where there was a higher percentage of spend into the affiliate channels.

Speaker #4: And there's an important reason why we've done that, and it's linked directly to the quality of Medicare Advantage enrollments and the retention of members that are acquired through those branded channels.

Derrick Duke: There's an important reason why we've done that, and it's linked directly to the quality of Medicare Advantage enrollments, the retention of members that are acquired through those branded channels. We continue to see positive outcomes. As John mentioned, our most recent cohort, in Q1 of this year, the retention looks very similar to last year, where we had similar mixes of branded and affiliate marketing spend.

Speaker #4: We continue to see positive outcomes. As John mentioned, our most recent cohort in the first quarter of this year, the retention looks very similar to last year, where we had similar mixes of branded and affiliate marketing spend.

Speaker #4: But again, we're continuing to see improvement over years where there was a higher percentage of spend in the affiliate channels. So that's how we're continuing to think about the marketing mix heading into Q4.

Derrick Duke: Again, we're continuing to see improvement over years where there was a higher percentage of spend into the affiliate channels. That's how we're continuing to think about the marketing mix heading into Q4. Again, we're deploying those dollars in the highest LTV to CAC ratio periods.

Derrick Duke: That's how we're continuing to think about the marketing mix heading into Q4. Again, we're deploying those dollars in the highest LTV to CAC ratio periods.

Speaker #4: And again, we're deploying those dollars in the highest LTV to CAC ratio periods.

Speaker #5: I'm Max. This is John Dolan. I just want to add one thing. So obviously, in the third quarter, we'll be in the second quarter of our new lifetime advisory model.

John Dolan: Hi, Maxine. This is John Dolan. I just want to add one thing. Obviously, in Q3, we'll be in Q2 of our new Lifetime Advisory model. In order to create space for our advisors, obviously, we're going to bring down marketing spend, which will give them the capacity to work under that advisory model. With that lower spend, we'll see some lower commission revenue in Q3 and Q4.

Speaker #5: So, in order to create space for our advisors, obviously, we're going to bring down marketing spend, which will give them the capacity to work under that advisory model.

Speaker #5: And so, with that lower spend, we'll see some lower commission revenue during the quarter.

Speaker #3: Thanks for that; that was helpful. I'll hop back into Q.

[Analyst] (Deutsche Bank): Thanks. Very helpful. I'll hop back in the queue.

Maxine Cordero: Thanks. Very helpful. I'll hop back in the queue.

Speaker #2: Your next question comes from the line of George Sutton with Craig Holland. Your line is open. Please go ahead.

Operator 2: Your next question comes from the line of George Sutton with Craig-Hallum. Your line is open. Please go ahead.

Operator: Your next question comes from the line of George Sutton with Craig-Hallum. Your line is open. Please go ahead.

Speaker #6: Hey, guys. Logan on for George. Thanks for taking the question. So Derrick, as you guys launched the lifetime advisory model here, I'm curious what you think is realistic in terms of the tax rates over time.

[Analyst] (Craig-Hallum): Hey, guys. Logan on for George. Thanks for taking the question. Derrick, as you guys launched the Lifetime Advisory model here, I'm curious what you think is realistic in terms of attach rates over time, and when do you really start to measure your success on that front? How long do you think it should take for the motion to mature?

Logan Lillehaug: Hey, guys. Logan on for George. Thanks for taking the question. Derrick, as you guys launched the Lifetime Advisory model here, I'm curious what you think is realistic in terms of attach rates over time, and when do you really start to measure your success on that front? How long do you think it should take for the motion to mature?

Speaker #6: And when do you really start to measure your success on that front? I mean, how long do you think it should take for the motion to mature?

Speaker #4: Yeah. Logan, great to hear from you. And it's a really good question. So again, as we reported in the script, we really pleased with sort of this first quarter.

Derrick Duke: Yeah, Logan, great to hear from you, and it's a really good question. Again, as we reported in the script, we're really pleased with sort of this Q1 and the cross-sell rate that we've experienced in Q2 of this year versus Q2 of a year ago. I do think it's realistic to expect that cross-sell rates will vary by quarter. As it relates to how we think about measuring it as it relates to maybe declaring victory, if that's the right way to think about it, I'd personally like to get through a full cycle, sort of through a full year, sort of through four full quarters, just to see and understand how members respond, how our advisors engage in those types of conversations.

Derrick Duke: Logan, great to hear from you, and it's a really good question. Again, as we reported in the script, we're really pleased with sort of this Q1 and the cross-sell rate that we've experienced in Q2 of this year versus Q2 of a year ago. I do think it's realistic to expect that cross-sell rates will vary by quarter.

Speaker #4: And the cross-sell rate that we've experienced in Q2 of this year versus Q2 of a year ago I do think it's realistic to expect that cross-sell rates will vary by quarter.

Speaker #4: And as it relates to how we think about measuring it as it relates to maybe declaring victory, if that's the right way to think about it, I personally like to get through a full cycle, sort of through a full year, through four full quarters just to see and understand how members respond, how our advisors engage in those types of conversations.

Derrick Duke: As it relates to how we think about measuring it as it relates to maybe declaring victory, if that's the right way to think about it, I'd personally like to get through a full cycle, sort of through a full year, sort of through four full quarters, just to see and understand how members respond, how our advisors engage in those types of conversations.

Derrick Duke: Over time, I don't think it's unrealistic to expect a cross-sell rate in a mature model, and it's hard to, at least at this point, just 1 quarter in, to define how long that we think it takes to get to full maturity. But I don't think it's unrealistic in the Medicare space to assume a cross-sell rate of 0.5. That's the way I personally think about sort of a mature model in the Medicare Advantage space. We're excited to continue deploying the model and learning both how our advisors and how our members respond.

Speaker #4: Over time, I don't think it's unrealistic to expect a cross-sell rate in a mature model. And it's hard to at least at this point, just one quarter in, to define how long that we think it takes to get the full maturity.

Speaker #4: But I don't think it's unrealistic in the Medicare space to assume a cross-sell rate of 0.5. So that's the way I personally think about sort of a mature model.

Speaker #4: In the Medicare Advantage space, but we're excited to continue deploying the model and learning both how our advisors and how our members respond.

Speaker #6: Understood. So one other for me, I mean, last year, planned ed terminations were quite high, especially relative to previous years. I'm curious how you see planned terminations shaping up this year.

[Analyst] (Craig-Hallum): Understood. One other for me. Last year, plan terminations were quite high, especially relative to previous years. I'm curious how you see plan terminations shaping up this year, and on top of that, with the smaller team, the focus on branded channels, how targeted are you able to be in terms of knowing those areas where you're going to have shoppers and conversion might be pretty good?

Logan Lillehaug: Understood. One other for me. Last year, plan terminations were quite high, especially relative to previous years. I'm curious how you see plan terminations shaping up this year, and on top of that, with the smaller team, the focus on branded channels, how targeted are you able to be in terms of knowing those areas where you're going to have shoppers and conversion might be pretty good?

Speaker #6: And on top of that, with the smaller team and the focus on branded channels, how targeted are you able to be in terms of knowing those areas where you're going to have shoppers and conversion might be pretty good?

Speaker #4: Yeah. Again, really good questions. I'll take the first part, and then I'll let Michelle take the second part of that question. So as it relates to planned terminations versus a year ago, I would say, again, it's really early in the cycle.

Derrick Duke: Yeah. Again, really good questions. I'll take the first part, and then I'll let Michelle take the second part of that question. As it relates to plan terminations versus a year ago, I would say, again, it's really early in the cycle. I think we have more to learn as we continuing having conversations with our carrier partners. I am encouraged by some of the early conversations with carriers. Again, it's not the same across the board, so to speak. In some of our conversations, we're hearing our carrier partners seeing stability in their portfolios, and I think that's being reflected as we see our carrier partners that are public, at least, report their Q1 and Q2 earnings. We're seeing margin improvement inside of their Medicare Advantage space.

Speaker #4: I think we have more to learn as we continue having conversations with our carrier partners. But I am encouraged by some of the early conversations with carriers and again, it's not the same across the board, so to speak.

Derrick Duke: Again, it's not the same across the board, so to speak. In some of our conversations, we're hearing our carrier partners seeing stability in their portfolios, and I think that's being reflected as we see our carrier partners that are public, at least, report their Q1 and Q2 earnings. We're seeing margin improvement inside of their Medicare Advantage space.

Speaker #4: So, in some of our conversations, we're hearing our carrier partners seeing stability in their portfolios. And I think that's—we can—I think that's being reflected as we see our carrier partners that are public, at least, report their Q1 and Q2 earnings.

Speaker #4: We're seeing margin improvement inside of their Medicare Advantage space. So we're encouraged that there are places and pockets where it appears as though some stability is returning to the market.

Derrick Duke: We're encouraged that there are places and pockets where it appears as though some stability is returning to the market. We also know that with some carriers, that there's some expectations that have been set that plan terminations will be similar year-over-year to slightly higher. I think that's really more of a reflection maybe of just market share gain in any one AEP, again, as the market sort of settles down and carriers navigate and manage their full portfolio. Michelle?

Speaker #4: But we also know that with some carriers, that there's some expectations that have been set that planned terminations will be similar year over year to slightly higher.

Speaker #4: I think that's really more of a reflection, maybe, of just market share gain in any one AEP. And again, as the market sort of settles down and carriers navigate and manage their full portfolio.

Speaker #4: Michelle?

Speaker #1: Sure. Hi, Logan. It's Michelle. Nice to chat with you. I'll answer a bit of the marketing piece, as well as just termed members in general, because they might think about it in two different components.

Michelle Barbeau: Sure. Hi, Logan, it's Michelle. Nice to chat with you. I'll answer a bit of the marketing piece, as well as just termed members in general. I might think about it in two different components. You know very well we've now had multiple years of success with our brand and our marketing channel performance, and it does perform very well in these years of high plan disruption. We know that we have this very broad carrier mix, and we can assist consumers in a very unbiased way in helping them navigate through those changes. We know the strength of that branded messaging and the channels that we leverage to deploy that, always guided by our LTV to CAC and strong returns. That will help in sort of the broad marketplace channel and broad consumers that are switching, shopping and needing help.

Speaker #1: You know very well, we've now had multiple years of success with our brand and our marketing channel performance. And it does perform very well in these years of high planned disruption.

Speaker #1: We know that we have this very broad carrier mix. And we can assist consumers, right, in a very unbiased way in helping them navigate through those changes.

Michelle Barbeau: We know that we have this very broad carrier mix, and we can assist consumers in a very unbiased way in helping them navigate through those changes. We know the strength of that branded messaging and the channels that we leverage to deploy that, always guided by our LTV to CAC and strong returns. That will help in sort of the broad marketplace channel and broad consumers that are switching, shopping and needing help.

Speaker #1: And so we know the strength of that branded messaging and the channels that we leverage to deploy that always guided by our LTV to CAC and strong returns.

Speaker #1: And so that will help in sort of the broad marketplace channel and broad consumers that are switching, shopping, and needing help. Also, though, right, we even are very acutely aware and surgically keyed in on our own members.

Michelle Barbeau: Also, though, we even are very acutely aware and surgically keyed in on our own members that are impacted, especially by term plans. We really need to make sure that we are reaching them, and we do that through our advisors will help through that. That's email, calls, and making sure that we are proactively reaching out, making sure that they are aware that they are on a plan that no longer. How can we help them navigate through that change?

Speaker #1: That are impacted especially by termed plans, right? We really need to make sure that we are reaching them, and we do that through our advisors—who will help through that, right?

Speaker #1: That’s emails, calls, and making sure that we are proactively reaching out—making sure that they are aware they are on a plan that no longer, and how can we help them navigate through that change.

Speaker #6: Okay. Thanks, guys.

[Analyst] (Craig-Hallum): Okay. Thanks, guys.

Logan Lillehaug: Okay. Thanks, guys.

Speaker #2: Your next question comes from the line of Jonathan Young with UBS. Your line is open. Please go ahead.

Operator 2: Your next question comes from the line of Jonathan Young with UBS. Your line is open. Please go ahead.

Operator: Your next question comes from the line of Jonathan Young with UBS. Your line is open. Please go ahead.

Speaker #5: Hi. Thanks for taking a question. I'm kind of building on the term planned commentary. I guess at least one of the larger public carriers has talked about retaining a fair amount of their term plan members.

Jonathan Young: Hey, thanks for taking a question. Just kind of building on the term planned commentary. I guess at least one of the larger public carriers has talked about retaining a fair amount of their term plan members. I guess, how much of that retention that they're aiming for falls to you directly? Is there a way to kind of parse that in terms of how that would fall to you in terms of additional commission over and above what you would normally get within the bands of the CMS commissions, obviously? Do they give you additional advertising spend? Just any color around that.

Jonathan Yong: Hey, thanks for taking a question. Just kind of building on the term planned commentary. I guess at least one of the larger public carriers has talked about retaining a fair amount of their term plan members. I guess, how much of that retention that they're aiming for falls to you directly? Is there a way to kind of parse that in terms of how that would fall to you in terms of additional commission over and above what you would normally get within the bands of the CMS commissions, obviously? Do they give you additional advertising spend? Just any color around that.

Speaker #5: I guess, how much of that retention that they're aiming for falls to you directly? Is there a way to kind of parse that in terms of how that would fall to you in terms of additional commission over and above what you would normally get within the bands of the CMS commissions, obviously?

Speaker #5: Or do they give you additional advertising spend? Just any color around that?

Speaker #4: Yeah, Jonathan, thanks for the question. Clearly, I'm not sure exactly which carrier or partner you're referring to. But, as we— I mean, clearly, in our own book, we have member retention data.

Derrick Duke: Yeah. Jonathan, thanks for the question. I'm clearly not sure exactly which carrier or partner that you're referring to. Clearly in our own book, we have member retention data. We understand what our membership balance looks like walking into AEP, and we have a concerted effort to reach out specifically to members where either we know that plans are going to terminate or where we believe they're at risk of terminating. We have an effort within our sales organization to retain as many of those members possible. I don't think we have, at least at this point, an indication of what that opportunity looks like yet for us. Again, we'll learn more as we lean into carrier conversations in Q3 as it relates to AEP preparation.

Speaker #4: We understand what our membership balance looks like walking into AEP. We have a concerted effort to reach out specifically to members where we believe—either we know that plans are going to terminate, or where we believe they're at risk of terminating.

Speaker #4: And so, we have an effort within our sales organization to retain as many of those members as possible. But I don't think we have, at least at this point, an indication of what that opportunity looks like yet for us.

Derrick Duke: We have an effort within our sales organization to retain as many of those members possible. I don't think we have, at least at this point, an indication of what that opportunity looks like yet for us. Again, we'll learn more as we lean into carrier conversations in Q3 as it relates to AEP preparation.

Speaker #4: Again, we'll learn more as we lean into carrier conversations in Q3, as it relates to AEP preparation.

Speaker #5: Okay. And then, just given that this is kind of a midterm election period, is there any consideration for how advertising spend may kind of spike up or what have you in the fourth quarter?

Jonathan Young: Okay. Then just given this is kind of a midterm election period, is there any consideration for how advertising spend may kind of spike up or what have you in Q4 and how you may be planning around that? Thanks.

Jonathan Yong: Okay. Then just given this is kind of a midterm election period, is there any consideration for how advertising spend may kind of spike up or what have you in Q4 and how you may be planning around that? Thanks.

Speaker #5: And how you may be planning around that? Thanks.

Speaker #4: Yeah, Jonathan, thanks. We'll let Michelle take that question.

Derrick Duke: Yeah. Jonathan, thanks. I'll let Michelle take that question.

Speaker #1: Yeah, thanks, Jonathan. Appreciate the question. I could go back to even two years ago when we had the full election. I wouldn't say that you see a huge spike in rates, or at least, the way that we buy media, we are able to mitigate that.

Michelle Barbeau: Yeah. Thanks, Jonathan. Appreciate the question. I could go back to even 2 years ago when we had the full election. I wouldn't say that you see a huge spike in rates or at least the way that we buy media, we are able to mitigate that. What you see is maybe different performance on types of content in media. Think news stations may have higher levels of engagement. We will make sure that we lean in as we're seeing the strong performance there.

Speaker #1: What you see is maybe different performance on types of content and media, so think news stations may have higher levels of engagement.

Speaker #1: And so we will make sure that we lean in as we're seeing the strong performance there.

Speaker #5: Okay. Thanks.

Jonathan Young: Okay, thanks.

Jonathan Yong: Okay, thanks.

Speaker #2: Your next question comes from the line of Ben Hendricks with RBC Capital Markets. Your line is open. Please go ahead.

Operator 2: Your next question comes from the line of Ben Hendrix with RBC Capital Markets. Your line is open. Please go ahead.

Operator: Your next question comes from the line of Ben Hendrix with RBC Capital Markets. Your line is open. Please go ahead.

Michael Murray: Hi, this is Michael Murray on for Ben. Thanks for taking my question. I just wanted to discuss cash flow. I appreciate that you're expecting operating cash flow breakeven at the midpoint of your guidance in 2026. If you expect to return to growth next year, how should we be thinking about the puts and takes cash flow in 2027? Thanks.

Speaker #6: Hi. This is Michael Murray on for Ben. Thanks for taking my question. I just wanted to discuss cash flow. I appreciate that you're expecting operating cash flow break even at the midpoint of your guidance in 2026.

Speaker #6: But if you expect to return to growth next year, how should we be thinking about the puts and takes cash flow in 2027? Thanks.

Speaker #4: Yeah. Thanks, Michael. I'll let John take that.

Derrick Duke: Yeah. Thanks, Michael. I'll let John take that.

Speaker #7: Yeah, so, hi Michael. How are you? Thanks for the question. So, yeah, our midpoint of our guidance for 2026 does have our operating cash flow at basically slightly positive.

John Dolan: Hi, Michael. How are you? Thanks for the question. Our midpoint of our guidance for 2026 does have our operating cash flow at basically slightly positive. Last quarter, we put out our long-range plan and some guidance there on where we think our cash flow will wind up, and we continue to look for opportunities to improve on our cash flow. We think after the successful launch of our Lifetime Advisory model and our expense reductions in 2026, as we enter into 2027, we will be operating off a different operating base. With our plans for AEP, we are tracking to generate positive operating cash flow in 2027.

Speaker #7: Last quarter, we put out our long-range plan and some guidance there on where we think our cash flow will wind up. We continue to look for opportunities to improve on our cash flow.

Speaker #7: We think that, after the success of our lifetime advisory model launch and our expense reductions in 2026, as we enter 2027, we'll be operating from a different operating base.

John Dolan: We think after the successful launch of our Lifetime Advisory model and our expense reductions in 2026, as we enter into 2027, we will be operating off a different operating base. With our plans for AEP, we are tracking to generate positive operating cash flow in 2027.

Speaker #7: And with our plans for AEP, we're tracking to generate positive operating cash flow in 2027.

Speaker #4: Yeah, Michael, maybe I'll just add a little bit. If you think about the core tenets of the lifetime advisory model and what we believe that will help us achieve, it really starts with member engagement that leads to higher retention.

Derrick Duke: Michael, maybe I will just add a little bit. If you think about the core tenets of the Lifetime Advisory model and what we believe it will help us achieve, it really starts with member engagement that leads to higher retention. Higher retention inside of a portfolio of MA business leads to higher cash flow. On top of that, increasing ancillary product offerings that meet needs of consumers. Again, what we are endeavoring to do here is to broaden the product portfolio so that we give our advisors the opportunity to meet whatever need, potentially, that a Medicare Advantage member may have based on the plans that they choose. Higher ancillary cross-sell rates lead to higher cash flow as well. On top of that, the timing of the cash flow related to ancillary products is much more favorable than MA plans.

Speaker #4: And so higher retention inside of a portfolio of MA business leads to higher cash flow. On top of that, increasing ancillary product offerings that meet the needs of consumers, and again, what we're endeavoring to do here is to broaden the product portfolio so that we give our advisors the opportunity to meet whatever need, potentially, that a Medicare Advantage member may have based on the plans that they choose.

Derrick Duke: On top of that, increasing ancillary product offerings that meet needs of consumers. Again, what we are endeavoring to do here is to broaden the product portfolio so that we give our advisors the opportunity to meet whatever need, potentially, that a Medicare Advantage member may have based on the plans that they choose. Higher ancillary cross-sell rates lead to higher cash flow as well. On top of that, the timing of the cash flow related to ancillary products is much more favorable than MA plans.

Speaker #4: So higher ancillary cross-sell rates lead to higher cash flow as well. And on top of that, the timing of the cash flow related to ancillary products is much more favorable than MA plans.

Speaker #4: So we get more of the cash up front. So that leads to a higher cash flow profile in future years. And then the last thing I would just say is we, again, endeavor on the ICRA expansion that product profile and that cash flow profile of that type of business is also favorable relative to Medicare Advantage business.

Derrick Duke: We get more of the cash up front, that leads to a higher cash flow profile in future years. The last thing I would just say is we, again, endeavor on the ICHRA expansion. That product profile and that cash flow profile of that type of business is also favorable relative to Medicare Advantage business. It is really all of those things in the future as we continue to expand our capabilities and our product offerings that will allow us to continue to build on the meaningful progress that we are making this year in our operating cash flow profile.

Speaker #4: So it's really all of those things in the future, as we continue to expand our capabilities and our product offerings, that will allow us to continue to build on the meaningful progress that we're making this year in our operating cash flow profile.

Speaker #6: Okay. That's helpful. And then just a follow-up on AI. I wanted to see how these initiatives are helping you increase your efficiency, reduce costs, and how you're thinking about potential operating leverage driven by AI.

Michael Murray: Okay, that is helpful. Just a follow-up on AI. Wanted to see how these initiatives are helping you increase your efficiency, reduce costs, and how you are thinking about potential operating leverage driven by AI. Thanks.

Speaker #6: Thanks.

Speaker #4: Yeah, yeah, great question. So I'll just point to two things. I think we mentioned it in the script. Number one, on the front end, our AI screener.

Derrick Duke: Yeah. Great question. I'll just point to two things. I think we mentioned it in the script. Number one, on the front end, our AI screeners. Just as a reminder, I think about roughly this time a year ago, the company had piloted AI screeners, and the initial feedback that we got from our members and our consumers was really positive. It was deployed at scale during AEP a year ago, to where I think by the end of AEP, our AI screeners were answering roughly 80% to 85% of the incoming phone calls. Our plan this year is that those screeners will answer 100% of the calls. Where in prior periods we've employed human FTEs to be screeners of calls, we've been able to reduce that expense and use our AI screeners to achieve that outcome.

Speaker #4: So it just is a reminder, I think about roughly this time of year ago, the company had piloted AI screeners, and the initial feedback that we got from our members and our consumers was really positive.

Speaker #4: So, it was deployed at scale during AEP a year ago, to where I think by the end of AEP, our AI screeners were answering roughly 80 to 85 percent of the incoming phone calls.

Derrick Duke: It was deployed at scale during AEP a year ago, to where I think by the end of AEP, our AI screeners were answering roughly 80% to 85% of the incoming phone calls. Our plan this year is that those screeners will answer 100% of the calls. Where in prior periods we've employed human FTEs to be screeners of calls, we've been able to reduce that expense and use our AI screeners to achieve that outcome.

Speaker #4: Our plan this year is that those screeners will answer 100% of the calls. So, whereas in prior periods we've employed human FTEs to be screeners of calls, we've been able to reduce that expense and use our AI screeners to achieve that outcome.

Speaker #4: And then again, I would say what we observed in our past AEP is that, for calls that were answered by our AI screeners, once they were transferred to an advisor, the call times were lower than a human screener call that had been transferred.

Derrick Duke: Again, I would say what we observed in our past AEP is that for calls that were answered by our AI screeners, that once they were transferred to an advisor, that the call times were lower than a human screener call that had been transferred, and our conversion rates were higher. Now, I feel compelled to say, almost like an investment manager, past performance doesn't indicate future performance. We are optimistic that what we've learned in that process, that we'll continue to see the benefits of the AI screener capabilities that we have. That's an example on the front end of engaging with consumers. In the back end, again, we mentioned this in the script, that one of the very time-consuming and high cost initiatives we have on an annual basis is when we're receiving updates from our carrier partners on plans.

Speaker #4: And our conversion rates were higher. Now, I feel compelled to say almost like an investment manager or past performance doesn't indicate future performance. But we are optimistic that what we've learned in that process that will continue to see the benefits of the AI screener capabilities that we have.

Derrick Duke: We are optimistic that what we've learned in that process, that we'll continue to see the benefits of the AI screener capabilities that we have. That's an example on the front end of engaging with consumers. In the back end, again, we mentioned this in the script, that one of the very time-consuming and high cost initiatives we have on an annual basis is when we're receiving updates from our carrier partners on plans.

Speaker #4: So that's sort of an example on the front end of engaging with consumers. On the back end, again, we mentioned this in the script, that one of the very time-consuming and high-cost initiatives we have on an annual basis is when we're receiving updates from our carrier partners on plans.

Derrick Duke: Plans, plan designs, benefit changes, networks, all the things that just go into maintaining that information across our ecosystem. It historically has been a very manual process, a very time-consuming process. The fact that it was manual by humans potentially led to the opportunity for there to be mistakes or errors. As we walk into this AEP, specifically around I think our Medicare Advantage book of business, we're transitioning that and using AI and an AI tool to ingest all of that material from our carrier partners. Again, reduced fixed cost savings from a headcount perspective. We'll be able to ingest the material much quicker, and we believe at a much higher rate of quality. That's reflected in our full year fixed cost reduction in our plan.

Speaker #4: Plans, plan designs, benefit changes, networks—all the things that go into maintaining that information across our ecosystem. Historically, it has been a very manual process, a very time-consuming process.

Speaker #4: And the fact that it was manual by humans potentially led to the opportunity for there to be mistakes or errors. As we walk into this AEP, specifically around, I think, our Medicare Advantage book of business, we're transitioning that and using AI and an AI tool to ingest all of that material from our carrier partners.

Derrick Duke: As we walk into this AEP, specifically around I think our Medicare Advantage book of business, we're transitioning that and using AI and an AI tool to ingest all of that material from our carrier partners. Again, reduced fixed cost savings from a headcount perspective. We'll be able to ingest the material much quicker, and we believe at a much higher rate of quality. That's reflected in our full year fixed cost reduction in our plan.

Speaker #4: So again, reduced fixed cost savings from a headcount perspective—we'll be able to ingest the material much quicker, and we believe at a much higher rate of quality.

Speaker #4: And so that's reflected in our full-year fixed cost reduction in our plan.

Speaker #6: All right. Thank you.

Michael Murray: All right. Thank you.

Speaker #1: Your next question comes from the line of George Hill with Deutsche Bank. Your line is open. Please go ahead.

Operator 2: Your next question comes from the line of George Hill with Deutsche Bank. Your line is open. Please go ahead.

Operator: Your next question comes from the line of George Hill with Deutsche Bank. Your line is open. Please go ahead.

Speaker #5: Hey guys, I think you got the actual George this time. Maxie and I didn't coordinate well on which of us was going to get on the call.

George Hill: Hey, guys. I think you got the actual George this time. Me and Maxine didn't coordinate well on which of us was going to get on the call. I apologize for that. My quick question, I kind of have like, I'll call it two and a half quick questions. Number one, is it too early to talk about or have thoughts on whether we should expect an elevated churn year in MA this year like we saw last year? Will we need to see Plan Finder come out to see that? Number two, which I think is my more important question, is can you talk about kind of thoughts on any progress or discussions that might be being had as it relates to the converts from the balance sheet and the ability to clean up the balance sheet? Thanks.

Speaker #5: So, I apologize for that. My quick question—I kind of have, I'll call it, two, two and a half quick questions. Number one, is it too early to talk about or have thoughts on whether we should expect an elevated churn year in MA this year, like we saw last year?

Speaker #5: Or will we need to see Planfinder come out to see that? And number two, which I think is my more important question, is: Can you talk about your thoughts on any progress or discussions that might be being had as it relates to the converts on the balance sheet and the ability to clean up the balance sheet?

George Hill: Number two, which I think is my more important question, is can you talk about kind of thoughts on any progress or discussions that might be being had as it relates to the converts from the balance sheet and the ability to clean up the balance sheet? Thanks.

Speaker #5: Thanks.

Derrick Duke: Great. George, thanks. It's great to hear from you, and great to get your questions. As it relates to elevated churn, again, I would just remind you and others that the way we've described sort of the disruption in the marketplace is we've described it as one event that we thought and believed a year plus ago that would occur over multi years. That's exactly what we've seen play out. Again, we know from some of our carrier partners that have publicly stated that they expect similar to slightly elevated plan terms than they experienced in the prior year. We've heard from other carrier partners that they don't expect the same level of churn. I would just say, I think it's too early for us to make a call on the totality of the market.

Speaker #4: Great, George, thanks. It's great to hear from you and great to get your questions. So, as it relates to elevated churn, again, I would just remind you and others that the way we've described sort of the disruption in the marketplace is we've described it as one event that we thought and believed a year plus ago would occur over multiple years.

Speaker #4: And that's exactly what we've seen play out. And so again, we know from some of our carrier partners that have publicly stated that they expect similar to slightly elevated plan terms compared to what they experienced in the prior year.

Derrick Duke: Again, we know from some of our carrier partners that have publicly stated that they expect similar to slightly elevated plan terms than they experienced in the prior year. We've heard from other carrier partners that they don't expect the same level of churn. I would just say, I think it's too early for us to make a call on the totality of the market.

Speaker #4: We've heard from other carrier partners that they don't expect the same level of churn. So I would just say, I think it's too early for us to make a call on the totality of the market.

Speaker #4: But again, we're encouraged, at least, that we're hearing from some of our carrier partners that they believe stability is returning. And again, as I mentioned earlier in a question, I think that's reflected in Q1 and Q2 earnings announcements from our carrier partners and how they're reporting improved margin as it relates to their MA book of business.

Derrick Duke: Again, we're encouraged at least that we're hearing from some of our carrier partners that they believe that stability is returning. Again, as I mentioned earlier in a question, I think that's reflected in Q1, Q2 earnings announcements from our carrier partners and how they're reporting improved margin as it relates to their MA book of business. As it relates to H.I.G., again, we're continuing to have conversations with our preferred partner. As a reminder, the April of 2027 date that is getting closer is not a debt maturity date. Again, I would remind you and others that at the end of the year, when we announced our Comvest financing, the board announced the formation of a strategy committee, which H.I.G. is actively participating in.

Speaker #4: As it relates to HIG, again, I would say we're continuing to have conversations with our preferred partner. As a reminder, the April 2017 date that is getting closer is not a debt maturity date.

Derrick Duke: As a reminder, the April of 2027 date that is getting closer is not a debt maturity date. Again, I would remind you and others that at the end of the year, when we announced our Comvest financing, the board announced the formation of a strategy committee, which H.I.G. is actively participating in.

Speaker #4: Again, I would remind you and others that, at the end of the year, when we announced our Comvest financing, the Board announced the formation of a strategy committee.

Speaker #4: Which HIG is actively participating in. And so we're continuing again to have those conversations, and the goal of the conversations is to get finally, optimally, to a resolution that benefits all stakeholders.

Derrick Duke: We're continuing, again, to have those conversations and the goal of the conversations is to get finally, optimally to a resolution that benefits all stakeholders. Nothing new material to report on that other than to just say that we're continuing in that effort with HIG.

Speaker #4: And so nothing new material to report on that other than to just say that we're continuing in that effort with HIG.

Speaker #5: Appreciate the caller. Thank you.

George Hill: Appreciate the color. Thank you.

Operator 2: There are no further questions at this time. I will now turn the call back to Derrick Duke for closing remarks.

Operator: There are no further questions at this time. I will now turn the call back to Derrick Duke for closing remarks.

Speaker #1: There are no further questions at this time. I will now turn the call back to Derrick Duke for closing remarks.

Speaker #4: Thank you all for joining us today, and thank you for your questions. Before we wrap up, I just want to reinforce how we're thinking about 2026.

Derrick Duke: Thank you all for joining us today, and thank you for your questions. Before we wrap up, I just want to reinforce how we're thinking about 2026. This is a bridge year for eHealth as we transition to our new Lifetime Advisory operating model. A model that starts with deepening member relationships and leads to improved retention and increased member lifetime value that we create across the full range of products and services that we deliver. As that model matures and as we continue expanding in the under 65 market, particularly through ICHRA, we believe that we're building a business with a stronger cash flow profile and a more durable earnings power over time. That's the foundation behind the three-year targets we shared last quarter, including a return to revenue growth in 2027 and meaningful expansion in EBITDA margin.

Speaker #4: This is a bridge year for eHealth as we transition to our new lifetime advisory operating model—a model that starts with deepening member relationships and leads to improved retention and increased member lifetime value that we create across the full range of products and services we deliver.

Speaker #4: And as that model matures and as we continue to expanding in the under-65 market, particularly through ICRA, we believe that we're building a business with a stronger cash flow profile and a more durable earnings power over time.

Derrick Duke: As that model matures and as we continue expanding in the under 65 market, particularly through ICHRA, we believe that we're building a business with a stronger cash flow profile and a more durable earnings power over time. That's the foundation behind the three-year targets we shared last quarter, including a return to revenue growth in 2027 and meaningful expansion in EBITDA margin.

Speaker #4: That's the foundation behind the three-year targets we shared last quarter including a return to revenue growth in 2027 and meaningful expansion in EBITDA margin.

Speaker #4: I also want to thank our employees for their hard work and for continuing to bring our one-team mindset to life every day. We appreciate your continued interest in eHealth, and we look forward to updating you on our progress next quarter.

Derrick Duke: I also want to thank our employees for their hard work and for continuing to bring our one team mindset to life every day. We appreciate your continued interest in eHealth, and we look forward to updating you on our progress next quarter. Thank you.

Speaker #4: Thank you.

Operator 2: This concludes today's call. Thank you for attending. You may now disconnect.

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

Q2 2026 eHealth Inc Earnings Call

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