SelectQuote Q4 2025 Earnings Call Transcript

Quartr
Provided by Quartr
August 21, 2025

Key Takeaways

  • Positive Sentiment: SelectQuote reported consolidated revenue of $1.5 billion in fiscal 2025, up 16% year over year, and delivered adjusted EBITDA of $126 million with an 8% margin.
  • Positive Sentiment: The Senior Medicare Advantage segment achieved record agent productivity (+24%) and above-target EBITDA margins for the third straight year despite a 26% smaller agent force and market headwinds.
  • Positive Sentiment: Healthcare Services (SelectRx) revenue surged ~55% to $743 million with adjusted EBITDA of $25 million, and management expects EBITDA to exceed $50 million in fiscal 2026 as scale drives margin expansion.
  • Positive Sentiment: For fiscal 2026, SelectQuote plans to balance growth and profitability, targeting positive operating cash flow by shifting toward its higher-cash-flow Healthcare Services business while maintaining senior segment margins above 20%.
  • Neutral Sentiment: Guidance for fiscal 2026 calls for revenue of $1.65 billion–$1.75 billion (≈11% growth), adjusted EBITDA of $120 million–$150 million, and a first-quarter EBITDA loss of $25 million–$30 million due to seasonal factors.
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Earnings Conference Call
SelectQuote Q4 2025
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Operator

Welcome to SelectQuote's Fourth Quarter Earnings Conference Call. All lines have been placed on mute to prevent any background noise. After the speakers' remarks, there will be a question and answer there Thank you. It's now my pleasure to introduce Matt Mr. Gunter, you may begin the conference.

Matt Gunter
Matt Gunter
Chief Communication Officer at SelectQuote

Thank you, and good morning, everyone. Welcome to SelectQuote's fiscal fourth quarter earnings call. Before we begin our call, I would like to mention that on our website, we have provided a slide presentation to help guide our discussion. After today's call, a replay will also be available on our website. Joining me from the company, I have our Chief Executive Officer, Tim Danker and Chief Financial Officer, Ryan Clement.

Matt Gunter
Matt Gunter
Chief Communication Officer at SelectQuote

Following Tim and Ryan's comments today, we will have a question and answer session. As referenced on Slide two, during this call, we will be discussing some non GAAP financial measures. The most directly comparable GAAP financial measures and a reconciliation of the differences between the GAAP and non GAAP financial measures are available in our earnings release and investor presentation on our website. And finally, a reminder that certain statements made today may be forward looking statements. These statements are made based upon management's current expectations and beliefs concerning future events impacting the company and therefore involve a number of uncertainties and risks, including but not limited to those described in our earnings release, annual report on Form 10 ks for the period ended 06/30/2025 and other filings with the SEC.

Matt Gunter
Matt Gunter
Chief Communication Officer at SelectQuote

Therefore, the actual results of operations or financial condition of the company could differ materially from those expressed or implied in our forward looking statements. And with that, I'd like to turn the call over to our Chief Executive Officer, Tim Denker. Tim?

Timothy Danker
Timothy Danker
CEO & Director at SelectQuote

Thank you, Matt, and thanks to everyone on the call. Today, I will start with a review of fiscal twenty twenty five, which will be brief given the drivers of another successful year have been consistent with the recent past. I'll then provide additional color on the unique environment we saw this past quarter. I'll then spend the bulk of my time on what we're planning for the years ahead. Additionally, I'll contextualize the near term strategic goals for SelectQuote relative to the broad market opportunity we've spoken to in the past.

Timothy Danker
Timothy Danker
CEO & Director at SelectQuote

So with that as the outline, let me begin on Slide three with an overview of our performance highlights for fiscal twenty twenty five. We ended the year with consolidated revenue of $1,500,000,000 which grew 16% compared to a year ago. As we've noted all year, the top line increase has been a function of the rapid growth of our Healthcare Services business and specifically SelectRx. Full year Healthcare Services revenue grew by approximately 55% to nearly $500,000,000 This is an incredible result in just a four year history for the business. Our Senior Medicare Advantage business performed very well against the challenging market backdrop for the industry.

Timothy Danker
Timothy Danker
CEO & Director at SelectQuote

With significant plan changes by carriers this season as well as new SEP parameters for beneficiary eligibility, American seniors relied on SelectQuote and our agents to advise and help find the best plans to fit their individual needs. We're most proud of how our model and agents performed under pressure, where we drove another year of record agent productivity, up 24% and ultimately drove above target EBITDA margins for the third straight year. On a consolidated basis, SelectQuote drove $126,000,000 of adjusted EBITDA, which represents an EBITDA margin of 8%. Margins were relatively in line with last year's result despite adding $264,000,000 and incremental revenue from our lower margin health care services business. In short, we're very proud of what the team accomplished this year and how we are set up for the future.

Timothy Danker
Timothy Danker
CEO & Director at SelectQuote

If we turn to Slide four, let me put those accomplishments in more detail. We have presented these metrics in the past, and I want to highlight them one more time to emphasize the consistency we have achieved in our senior Medicare business. As you remember, we reset our strategic priorities back in 2022, and since then, our focus on profitability and repeatability has been paramount. We're very pleased with the efficiency gains we've been able to yield in the senior business. We've become more efficient in the throughput of how policyholders are assisted via our year round agent model and our ever expanding use of technology.

Timothy Danker
Timothy Danker
CEO & Director at SelectQuote

We've become steadily efficient in how our services are marketed, in which leads we pursue in a given season or intra season. It is also important to note that these decisions are rooted in the North Star of driving profitability and cash flow. As a result, Sunflip Senior has been able to drive near record margins in each of the last three years despite wide variations in Medicare selling environments from one season to the next. And finally, SelectQuote continues to leverage our information and connectivity advantage within healthcare, which you can see in our revenue to CAC ratios. We are increasingly able to help more beneficiaries, caregivers and payers by offering a wider set of health care solutions.

Timothy Danker
Timothy Danker
CEO & Director at SelectQuote

Best of all, the model is well aligned that when our stakeholders do well, SelectQuote and our shareholders do well. The revenue to cap ratio, which includes both our senior and health care services revenues, is how we track the reach of our model. Over the past three years, we've expanded our revenue to customer acquisition cost ratio from 1.7 times to 6.1 times. We're excited about the year ahead for healthcare services and believe we are in the early innings of how we can leverage our information advantage, technology and distribution to connect more services between those receiving care and those that provide it. We're immensely proud of the ways our differentiated model and approach to health care serves such a wide breadth of Americans, but we're equally excited about the implications for our company's return and cash flow.

Timothy Danker
Timothy Danker
CEO & Director at SelectQuote

Before I get to that, on Slide five, let's review the highlights of our year in Healthcare Services, primarily driven by SelectRx. As I've noted, it was another strong year of growth with revenue of $743,000,000 Most importantly, we made meaningful progress on the scale and profitability of the business despite concurrent investments and our new state of the art distribution facility in Olathe, Kansas. We ended the fiscal year with adjusted EBITDA of $25,000,000 which is up significantly year over year, but still small from a margin perspective relative to what we believe is ultimately possible. The best representation of that operating leverage potential is the difference in growth between our revenues and membership in fiscal twenty twenty five. As noted, revenues grew nearly 55% over the last year, while our membership grew roughly 31%.

Timothy Danker
Timothy Danker
CEO & Director at SelectQuote

As we mentioned last quarter, we believe this year has been a pivotal one in terms of scale of membership. To be clear, we believe there is significant growth capacity for new members on the platform, especially with the addition of our state of the art Kansas distribution facility, which significantly increases our potential capacity. With that said, we expect to see increased margin and cash flow contribution in fiscal twenty twenty six from SelectRX as scale from seasoned members continues to drive results. It is clear that a revenue base nearing $0.07 $5,000,000,000 is a significant asset and one that we are very focused on leveraging in 2026 and beyond. If we turn to Slide six, let me quickly review our strategic vision for SelectQuote as a broader connector within the healthcare ecosystem.

Timothy Danker
Timothy Danker
CEO & Director at SelectQuote

To date, we have clearly driven scale in both our Senior Medicare Advantage and SelectRx businesses. More importantly, we have operated these businesses with a growing track record of profitability and have done so in a range of market environments for both Medicare Advantage and prescription drugs. As we've noted in the past, we believe SelectQuote's ultimate value is as a holistic solution provider across the $5,000,000,000,000 U. S. Health care market.

Timothy Danker
Timothy Danker
CEO & Director at SelectQuote

While there is a significant growth and value creation opportunity for shareholders in this endeavor, we also note that our integrated model can be a solution for what has historically been a very inefficient system. The information we harness, the connectivity we create as an intermediary in the health care ecosystem is tangibly valuable in a wide number of ways. Americans get better and more tailored care based on individual needs. Payer expenses are reduced because patients have better treatment adherence, which leads to better health outcomes. And ultimately, the broader health care system benefits because Americans are directed to payers and caregivers that create the best and most efficient patient results.

Timothy Danker
Timothy Danker
CEO & Director at SelectQuote

This is particularly important given the traditionally underserved communities we serve, which skew more rural, lower income and with more chronic conditions than the general population. This alignment across patients, payers, caregivers, taxpayers and shareholders is why we believe we are just getting started and what is ultimately a very value enhancing opportunity in health care. Today, our challenge is not how to grow, as evidenced by the rapid adoption of our SelectRx platform, but instead it is how we balance growth while simultaneously generating a growing stream of sustainable cash flows. This is a good problem to have. We believe our current revenue to CAC ratio of 6.1x is a compelling proof point in our ability to address the much broader health care market and areas including HealthCare Select and Select patient management.

Timothy Danker
Timothy Danker
CEO & Director at SelectQuote

That brings me to Slide seven, where I'd like to provide additional detail on our evergreen work to drive operational and cash efficiency. First, I'll emphasize that SelectQuote has been using technology and computing power to automate tasks and optimize decision making since our founding forty years ago. That has not changed, and it never will. We are highlighting it here given we see AI as critical to our goal to become a comprehensive health care services platform, and we believe SelectQuote has a significant head start versus the competition. In our view, the reasons automation and technology are so important are threefold.

Timothy Danker
Timothy Danker
CEO & Director at SelectQuote

First, technology is foundational to SelectQuote, and we know that our customers and partners get a higher level of service quality and reliability because of it. Second, our technology is dynamic and has the flexibility to solve for different market environments. The evidence is in the stability of our financial results relative to the different Medicare Advantage markets we have operated through the past three years. Third and most pertinent in today's SelectQuote, technology represents a fixed investment that could be scaled efficiently. Put another way, our technology has been part of SelectQuote since the beginning.

Timothy Danker
Timothy Danker
CEO & Director at SelectQuote

It's not something that we are initiating with the advent of AI. In fact, AI will only amplify our tech enabled model. The power of that leverage is evident in the efficiency metrics I shared for senior as well as the metrics at the bottom of this page. Bucklet has routed over 7,500,000 calls through intelligent automation, and AI has powered more than 300,000 unique health care services interactions. Technology is critical in organizing and optimizing those customer touch points, and to do so at our high level of customer service is a significant feat.

Timothy Danker
Timothy Danker
CEO & Director at SelectQuote

We are not just a volume processor. Enrollment time has improved by 25% over the past year. Our technology also makes a difference in the lives of our customers, most importantly through better health care service fit and process efficiency. Our technology has also reduced the time in our health needs assessment calls with customers by 30%. Most importantly, our technology is critical to our ongoing strategy to drive scaled revenues across the ecosystem, which results in compounding and sustainable cash flows, which brings me to Slide eight.

Timothy Danker
Timothy Danker
CEO & Director at SelectQuote

Historically, we've talked a lot about the growth and profitability of our Senior and Healthcare Services segment separately, but we created this view to highlight an emerging attribute of our diversified platform that we believe is underappreciated. As you know, the cash flows for our senior business are different than our health care services business. The diversity of that mix is a valuable input for how we manage the business and ultimately drive value for shareholders. Specifically, Health Care Services revenues and EBITDA are effectively immediate from a cash perspective, whereas our Medicare Advantage revenues accrue over the life of a policy as it renews year after year. As our healthcare services business has continued to scale, it provides us better optionality in how we think about capital allocation from one season to the next.

Timothy Danker
Timothy Danker
CEO & Director at SelectQuote

We believe and we've heard from shareholders that a sustainable and growing base of cash flow is important. In fiscal twenty twenty six, we believe our differentiated ability to accelerate cash flow generation through business mix is the right strategy to drive shareholder value. For context, we know that Medicare Advantage currently is and will remain in flux for fiscal twenty twenty six. This has been well documented in the results of carrier partners and others in the industry over the past few earnings cycles. As I discussed earlier, we've demonstrated our ability to deliver attractive returns in our senior business over the past three years through three very different Medicare selling seasons.

Timothy Danker
Timothy Danker
CEO & Director at SelectQuote

That said, the scale of our healthcare services platform now gives us strategic optionality that we didn't have before. In the year ahead, as we continue to balance cash flow production with growth, we plan for a flatter year in Medicare Advantage submissions through our senior distribution business. To be clear, we believe growth in MA is a choice and we've built a nimble engine that is primed for growth at short notice. We remain highly confident in our view that 20% plus EBITDA margins are achievable for the segment driven by our technology and agent led model. On the last point I'll make, and Ryan will elaborate on, is that while our fiscal 'twenty six forecast shows a dampening effect on EBITDA margins because of the higher mix of SelectRx, it is important for analysts and investors to recognize the opposite will be true with regard to cash flow generation.

Timothy Danker
Timothy Danker
CEO & Director at SelectQuote

In fact, we expect FICO to be operating cash flow generative in fiscal twenty twenty six, and much of that will be driven by our view that Healthcare Services EBITDA will grow and will exceed $50,000,000 As we've noted in our strategic redesign, our focus is to prioritize cash flow and profitability. We're excited about the overall business' embedded cash flow potential given our commissions receivable balance of approximately $1,000,000,000 and our growing healthcare services business, which is approaching $1,000,000,000 in annual recurring revenue with an improving margin profile. We believe the decision to drive incremental cash flow will pay significant dividends and how we can compound and deploy that cash flow for more profitable growth and shareholder value in the future. The range of ways that that can unlock the value is broad, from future growth in MA and new healthcare service offerings to continuing to lower our cost of capital. I'll turn the call over to Ryan to detail our financials, but I'll conclude by saying Blackwood has never been better positioned to harvest the gains of our strategy than we are today. Brian?

Ryan Clement
Ryan Clement
Chief Financial Officer at SelectQuote

Thanks, Tim. On Slide nine, I'll start with our fiscal twenty twenty five results. As Tim noted, it was another successful year across the organization, with both revenue and EBITDA beating our original guidance set last September. SelectQuote grew revenue 15.5% to $1,530,000,000 Our full year adjusted EBITDA totaled $126,000,000 which grew 8% compared to a year ago. For the full year, our adjusted EBITDA margin was relatively stable, which we view very positively considering the majority of our revenue growth was generated by our lower margin, but increasingly profitable and cash generative Healthcare Services segment.

Ryan Clement
Ryan Clement
Chief Financial Officer at SelectQuote

Let's shift to slide 10 to review our Senior segment, where full year revenue totaled $600,000,000 and adjusted EBITDA totaled $162,000,000 As we noted earlier in the year, our agent led model performed extremely well in a unique season. With policy features in flux and a significant number of planned cancellations by carrier, we delivered strong results during the season with an agent force that was approximately 26% smaller than in fiscal twenty twenty four. We are most proud of the operating efficiency exhibited over the year with this smaller agent workforce. Our revenues were only 8% lower, and more importantly, we drove EBITDA margins that were about 200 basis points higher, which ultimately drove similar EBITDA dollars compared to 2024. Turning to slide 11, let me detail our production and LTV metrics.

Ryan Clement
Ryan Clement
Chief Financial Officer at SelectQuote

For the full year, approved MA policies totaled 593,000 compared to 625,000 in fiscal twenty twenty four. The 5% decline was the strategic agent staffing choice, but we drove 24% more policies per agent compared to last year. That agent efficiency combined with lower marketing expense per policy were the key drivers of our margin expansion for the year. In the fourth quarter, our senior segment produced 85,000 approved MA policies, down 20% year over year due to the lower agent headcount and the changes to the SEP. LTV for full year 2025 was $884 per policy, which is 3% lower compared to 2024.

Ryan Clement
Ryan Clement
Chief Financial Officer at SelectQuote

As we've mentioned previously, the decline was primarily a function of commission mix and timing. LTV for the fourth quarter of $837,000,000 was 1% lower compared to 2024, which was in line with our expectations. On Slide 12, let's move to our Healthcare Services results. We continue to see strong demand for our SelectRx platform, where year end members grew 31% compared to fiscal twenty twenty four. In the fourth quarter, we grew membership by an additional 2,500.

Ryan Clement
Ryan Clement
Chief Financial Officer at SelectQuote

As a reminder, we believe there is significant runway to broaden this important and valuable service for both our senior Medicare Advantage customers and for all Americans with the need for reliable and convenient prescription drug delivery. While the addressable market for our SelectRx is massive, our business and shareholders can also benefit through the ability to drive higher cash conversion. You can begin to see the impact of our focus on efficiency and refined member targeting in the charts on the right side of the slide. In the fourth quarter, we drove $12,000,000 of adjusted EBITDA in Healthcare Services, which represents a margin of 5.5%, which on a year over year basis compares to a quarter where we effectively broke even for this segment. I'll share more on our outlook for Healthcare Services in a moment.

Ryan Clement
Ryan Clement
Chief Financial Officer at SelectQuote

But as Tim noted, it's an exciting time at SelectQuote to have an additional growth engine to not just drive revenue, but increasingly contribute to our profit and cash flow. Moving to Slide 13. Our Life division also performed well in the year and the quarter. Revenues grew 10% for the full year to total $173,000,000 The fourth quarter was even stronger with growth of 14% driven predominantly by our final expense product. As a result, the segment grew adjusted EBITDA by an impressive 32% for the year to $27,000,000 which represents a 15% margin or more than two fifty basis points higher compared to fiscal twenty twenty four.

Ryan Clement
Ryan Clement
Chief Financial Officer at SelectQuote

This was particularly welcome given the attractive cash flow dynamics of this segment. On Slide 14, I'll be brief regarding our ongoing priority to improve SelectQuote's cost of capital and leverage profile. Here, we outline what we've accomplished over the past calendar year. While we do not have any specific update over the past quarter, we would simply reiterate that the improving cash efficiency of our model is an increasingly important driver to optimize our balance sheet. The October securitization and the February preferred equity offering significantly improved our operational flexibility and did so at a lower overall cost of capital.

Ryan Clement
Ryan Clement
Chief Financial Officer at SelectQuote

We believe the structure can be further improved and expect future transactions will lead to extended maturity, increased operating flexibility and a lower cost of capital. We look forward to sharing more regarding this initiative as we believe a lower cost of funding will be a more readily apparent part of SelectQuote's value creation for shareholders. Turning to Slide 15. We are excited to introduce our fiscal twenty twenty six guidance. As we talked about extensively, SelectQuote has built an MA engine that is prime for growth when the market allows, and we have a rapidly growing and increasingly cash generative health care services business.

Ryan Clement
Ryan Clement
Chief Financial Officer at SelectQuote

Overall, we are managing both businesses to drive increasing cash flow, which will generate long term value for our shareholders. We expect revenue in the range of 1,650,000,000.00 to $1,750,000,000 which represents year over year growth of approximately 11% at the midpoint. This range assumes relatively flat senior policy volumes for the year based on our ongoing strategy to balance current period EBITDA with cash flow generation. Similarly, our agent productivity was exceptional this past season and our 2026 forecast assumes a reversion to a more historical average productivity level as we onboard new agents. This measured year for senior will be offset by continued strong growth in healthcare services, where we expect revenue growth of around 20%.

Ryan Clement
Ryan Clement
Chief Financial Officer at SelectQuote

Moving to adjusted EBITDA. We expect to end the year in the range of 120,000,000 to $150,000,000 which represents year over year growth of 7% at the midpoint. While we expect margins from our senior segment to come down slightly from the mid to high 20s that we've delivered over the past few years, we expect margins to remain attractive and to exceed 20%. For the first quarter specifically, we expect approximately 10% of our annual senior production to come in the quarter given the SAP dynamics that Tim discussed. This coupled with additional AEP hiring is expected to lead to a consolidated adjusted EBITDA loss of around 25,000,000 to $30,000,000 for the first quarter.

Ryan Clement
Ryan Clement
Chief Financial Officer at SelectQuote

In Healthcare Services, we expect to generate more than $50,000,000 in adjusted EBITDA for fiscal twenty twenty six as we continue to focus client acquisition on the patients that benefit most from the service and have the best unit economics. From a margin perspective, we expect relatively flat sequential margins in the first quarter as we ramp investments in preparation for AUP enrollment and then modest sequential expansion as we move through the remainder of the year. Over the last few years, you've heard us speak to the incredible long term value we see within the health care services space. We believe the scale level of profitability we expect in 2026 for a business that will only be five years old demonstrates that value creation opportunity and is just the start of what we think is possible in the future. We also anticipate another strong year for our Life division, where we expect double digit revenue and EBITDA growth with a similar margin profile in fiscal twenty twenty five.

Ryan Clement
Ryan Clement
Chief Financial Officer at SelectQuote

Finally, we anticipate generating positive operating cash flow in 2026. This is an important step for us, and we see a path toward meaningful cash flow generation in the years ahead. On an annual basis, we expect to be operating cash flow positive for the foreseeable future as we continue to transition to a comprehensive health care services platform. With that, I'll turn the call over to the operator for Q and A.

Operator

Your first question comes from the line of Ben Hendrix with RBC Capital Markets. Your line is open.

Ben Hendrix
Ben Hendrix
Vice President at RBC Capital Markets

Hey, thanks guys. Congratulations on the quarter. I appreciate the commentary on the healthcare services growth and it seems like you've seen impressive revenue growth versus member growth this year. I just want to talk a little bit about margins and the commentary about the scaled margin as you see more seasoned SelectRx members. Maybe you can kind of talk about the path to your target margins and how you're thinking about that?

Ben Hendrix
Ben Hendrix
Vice President at RBC Capital Markets

And as we get to a more scaled margin, how do the fixed and variable cost dynamics work, to get to kind of a target margin from a scaled member? Thanks.

Timothy Danker
Timothy Danker
CEO & Director at SelectQuote

Hey, good morning, Ben. This is Tim. For the question. Hey, Bob, why don't you cover the color on the margin progression and the drivers and then we'll hand it over to Ryan. Thanks, Bob.

Robert Grant
President at SelectQuote

That sounds great, Tim. So on the margin progression, as we get larger, Ben, and continue to refine our business, have more tenured members, but also to the point you made later, really drive the variable cost down as we are scaled and can make more optimizations. I would expect that to continue into the future, and pretty meaningfully, right? We are really, really excited about what we can do now that we're at scale from both a you know, COGS perspective and, you know, just general buying, due to the fact that we're buying so many scripts now. But then also on automation and streamlining and really taking the time to refine the operation through opening Kansas City and then ultimately retrofitting the other facilities that we have.

Robert Grant
President at SelectQuote

We've got a lot of good findings. We're rolling out a lot of new technology, that we are incredibly excited about, what that'll do. And I think you've seen the power of what it already can do given the margin progression we've had. So we are very confident that we can get the margins to what we've shared and have a meaningful kind of path ahead of us to continue to enhance the cash flow dynamics of that really powerful business. Ryan?

Ryan Clement
Ryan Clement
Chief Financial Officer at SelectQuote

Yeah. And then I think, you know, obviously, as we, you know, ramp our membership, associated with within the Kansas facility, we do see a path to margin enhancements. And we hear it on the call earlier today. You know, we expect our first quarter to be relatively in line with what we had this most recent quarter that was, you know, five and a half percent, which we're really pleased with. And then as the year progresses, you know, we see modest margin expansion.

Ryan Clement
Ryan Clement
Chief Financial Officer at SelectQuote

There will be some investment as we prepare for the AEP season and onboarding new, new members. But, also, we do expect, the business will produce north of $50,000,000 in EBITDA in fiscal twenty twenty six.

Ben Hendrix
Ben Hendrix
Vice President at RBC Capital Markets

Great. Thank you very much. And if I could just one follow-up. You know, as we think about scaling up this business and getting, you know, more margin from the health care services, it seems like this could be a really powerful driver for the securitization program. I wanted to just based on your conversations with the market and with lenders, is there any kind of catalytic level of either EBITDA contribution or margin from this business, you know, that could really kind of accelerate the securitization program? Thanks.

Robert Grant
President at SelectQuote

Yeah. That's that's that's a great question. What I'd

Ryan Clement
Ryan Clement
Chief Financial Officer at SelectQuote

say is there's not a, you know, a threshold, if you will. What I will say is the progression and the EBITDA generation, it's it's obviously becoming significant. And that obviously opens up a number of different paths with respect to the capital structure. So securitization is still very much a path, but also as we generate more and more cash flow, which we do expect this coming year, we'll be generating meaningful unlevered operating cash flow, We'll be positive operating cash flow for fiscal twenty twenty six. And on the annual basis, on a go forward basis, we would expect to be you know, to see that grow sequentially in in future periods.

Ryan Clement
Ryan Clement
Chief Financial Officer at SelectQuote

So I do expect to be operating cash flow positive for the foreseeable future.

Ben Hendrix
Ben Hendrix
Vice President at RBC Capital Markets

Great. Thanks, guys.

Operator

Your next question comes from the line of George Stottman with Craig Hallum. Your line is open.

George Sutton
Senior Research Analyst at Craig-Hallum Capital Group LLC

Thank you. I just wanted to go back a quarter. Your message, I think, coming out of the last quarter was you were refining the marketing. There was a notable caution, I think, in how fast you were growing SelectRx. It sounds like you're more optimistic now, maybe have found some solutions.

George Sutton
Senior Research Analyst at Craig-Hallum Capital Group LLC

Can you just walk through sort of the dynamics that have changed quarter over quarter there?

Robert Grant
President at SelectQuote

Yeah. On on that, you know, this is different than a growth from a membership and and revenue standpoint. And and, George, where we were talking a little bit last quarter was that. Right? We are far more focused now on EBITDA growth and expansion and what I talked about kind of getting variable costs down and getting your cost of goods sold, so cost of your hard product down and enhancing our margins.

Robert Grant
President at SelectQuote

I would expect the kind of membership, we're not commenting on it too much, but to grow at a lesser pace than we've seen just given we grew so fast in that. I'd also say that we're not going to have quite we'll still have good healthy revenue growth, but not quite what we've seen in years past, again, kind of essentially going from zero to where we are today. So that's a little bit of a clarification to what we were talking about last quarter. But I would expect our EBITDA to continue to progress and materially grow, given the opportunity we have in refinements. And just the deep partnership we have with a lot of our carriers now, as far as the clinical services that we provide.

Robert Grant
President at SelectQuote

And again, really last quarter talking about membership growth, we'll have really healthy revenue growth of north of 20% like we talked about. Again, not to the degree of going from zero to what we've come to.

George Sutton
Senior Research Analyst at Craig-Hallum Capital Group LLC

Gotcha. I wonder if you could discuss the actual AEP hiring plans that you have and and how significant you are using AI as part of the mechanism to serve more customers. You mentioned the 300,000 plus interactions.

Timothy Danker
Timothy Danker
CEO & Director at SelectQuote

Yeah. George, let me start. This is Tim, and then, Bob, you can comment on AI. I think, just kind of macro here, for the AET season, we are expecting an elevated level of planned disruption again this year, some similarities to last year given where carriers are with respect to their kind of profitability get well plans. And so while we don't have full visibility to what those plan designs are gonna look like just yet, we do expect, you know, further benefits pullbacks, plan terminations.

Timothy Danker
Timothy Danker
CEO & Director at SelectQuote

Last year, that certainly, aided our front end customer acquisition dynamics, things like close rates and agent productivity. From a retention perspective, certainly, given the level of disruption last year, we were really pleased with the outcome. We've had good experience there. We're making incremental investments. We'll be prepared.

Timothy Danker
Timothy Danker
CEO & Director at SelectQuote

Bob, you wanna speak to the technology and AI point?

Robert Grant
President at SelectQuote

Yeah. I mean, I think that, you know, the tech team on our end has done a really, really nice job of continuing to supplement our agents and drive more efficiency. It's what we've chatted in the past that we use technology and AI to make simple interactions faster and more efficient and ultimately save our agents time. And then that that's the same on the the health care services side. We will continue doing that.

Robert Grant
President at SelectQuote

We are not in any you know, we don't think anybody is close to fully replacing the forty five minute very, very high powered conversations, right, that our agents have and or complex interactions that our health care services business has. But we've made a ton of progress in making them more efficient, which is why you've seen our productivity per agent continue to rise. We're confident we can continue to do that. As they said, we're going to continue to invest in the same way we have in the past in technology. And we are very hopeful that that will continue to lead to time savings, for our agents, which every minute is extremely precious to us.

Robert Grant
President at SelectQuote

So we've seen 25% reductions in enrollment time for our agents specifically. That's not necessarily for our customer. And we've also seen for less complex conversations, as we touted, you know, Bill's team, have more than 300,000 interactions on the health care services side with just using AI standalone.

George Sutton
Senior Research Analyst at Craig-Hallum Capital Group LLC

Just, one other question on select patients. Could you give us any details in terms of where you're headed there? What kind of contribution you expect in '26 from that segment?

Robert Grant
President at SelectQuote

Yeah. We're continuing to make really, really good progress on, select patient management and then FlexSync Medical, which is our telemedicine practice as a whole. Right? There's complexity there on, carrier contracts and what we're doing, but we are building that the right way. And we do think in the future, it will provide material value.

Robert Grant
President at SelectQuote

In 2026, we don't think it will scale right as quickly and provide meaningful EBITDA this year. But again, it is a huge path to our future. So we're really excited about what we can do. And I think we've proven our ability to scale businesses with LHA and with SelectRx. We think that that's another door that's a big opportunity for us, given the fact that our clients, a lot of them, you know, don't have access to quality care.

Robert Grant
President at SelectQuote

They're homebound, and they really need to virtually interact. And we think there's a big gap in the marketplace today where where that is.

George Sutton
Senior Research Analyst at Craig-Hallum Capital Group LLC

Okay. Thanks guys.

Operator

Your next question comes from the line of Matt McCann with NOBLE Capital Markets. Your line is open.

Patrick McCann
Equity Research Analyst at Noble Capital Markets

Hey. Thanks for taking my questions. I just wanted to piggyback really quickly on George's question about the AI usage. I think, you know, you have the you have the slide on that in this quarter. And I know that's something that that you have been using previously, trying to use technology to increase agent efficiency.

Patrick McCann
Equity Research Analyst at Noble Capital Markets

But I was wondering if you could talk a little bit about to what extent there have been significant recent enhancements on that front, and if you could provide any further details on maybe some examples of of, you know, what what new additions you've made to the agent process in terms of added technology and AI.

Robert Grant
President at SelectQuote

Yeah. So we have made a ton of recent advancements, and and that's you know, when we say, for example, like, health care services side, that's really an extension of our agents because that was work that they transfer over. And those interactions are brand new to us. Again, the our technology team did an incredibly nice job, with that. When you look also higher level, every step of the funnel we use to our enrollments and taking, you know, kind of the the mundane work out of that and and pushing that over to AI.

Robert Grant
President at SelectQuote

Those are all big levers that we continue to enhance. And what we really focus on is, you know, let's say right now we're saving five minutes per enrollment, by using technology. Can we push that to six, seven, eight, and make those, more complex enrollments? Because, again, every minute is extremely valuable to us. We think the same thing on the agent side.

Robert Grant
President at SelectQuote

Right? Can we automate certain functions, whether that's gathering data, whether that's, you know, gathering, prescription drug? Those types of things, those are all big levers for us that we are continually trying and optimizing. And, you know, again, some, don't pan out, but mostly ours do. And we've been, really, really, really proud of that.

Robert Grant
President at SelectQuote

I think, too, I would love Bill to talk about how we're using it on, the retention side and ultimately the compliance kind of QA side because I think we're using it as a big enhancement there too. Bill?

William Grant
William Grant
COO at SelectQuote

Yeah. Sure. I mean, in terms of specific examples, I mean, we've, really, really ramped up kind of our overall usage. We use it all the way through from, you know, our initial recruiting process. Our initial scoring now is based on AI in terms of understanding how we're we're understanding, applicants relative to their ability to to produce for us.

William Grant
William Grant
COO at SelectQuote

We use it a lot in our training process in terms of our QA and providing real time coaching, so call listening as opposed to having to be kind of more retro. We can be proactive, and we can be real time and provide instant feedback. We use it a lot in our recaptures and basically our ability to look at our block of business and analyze it quickly and decide how we're going to treat people and understanding what plans they're on to try recapture them. We use it also in our plan scoring to help us decide, okay, are they on the right are we making sure our plan rank is as accurate as it possibly can be? So really kind of list goes on and on, but we're using it more and more.

William Grant
William Grant
COO at SelectQuote

It's really, we think, having a compounding effect on our business.

Timothy Danker
Timothy Danker
CEO & Director at SelectQuote

Pat, great question. Sorry for the long answer, but one final point. The proof is really in the results. If you look at all these things that Bob and Bill spoke to, you can see this evidenced in our margins, you know, three consecutive years of EBITDA margins in senior, you know, in the mid to high twenties. You're this also ramp through our health care services business and our comments on, you know, our confidence around, you know, creating diversified cash generative platform.

Timothy Danker
Timothy Danker
CEO & Director at SelectQuote

We think we are finding through technology with highly skilled human agents. Right? We're getting the best of both worlds, data driven, high touch. We're doing it at scale, and we think the results speak for themselves.

Patrick McCann
Equity Research Analyst at Noble Capital Markets

Great. I really appreciate that. And I'll just ask one more regarding, capital allocation. I was just wondering if you could say any more about how you're thinking about how, you know, your priorities in terms of additional balance sheet improvement versus, you know, maybe a potential acquisition or or things that you know, anything you might do to to expand your health care services platform. And and when it comes to, yeah, when it comes to capital allocation, what are your priorities there?

Patrick McCann
Equity Research Analyst at Noble Capital Markets

And how do you think about potentially making expansions in health care services while, being able to continue to prioritize improving the balance sheet as well?

Timothy Danker
Timothy Danker
CEO & Director at SelectQuote

Great question, Pat. I'll start and see if Ryan has additional comments. I mean, immediate focus, you know, for the business, hopefully, came through in our prepared remarks, is balancing, right, balancing growth in the underlying market opportunity with driving, you know, a strong cash generative business. We know that by driving a strong cash flow business, that's the key to a better balance sheet as many other benefits. You started to highlight, some of those.

Timothy Danker
Timothy Danker
CEO & Director at SelectQuote

Right? Optionality that we have from capital allocation around future growth in MA to new health care service offerings, certainly to a better cost of capital. So, we're gonna, in the near term, be very focused on, you know, execution of this plan that we've outlined, driving stronger cash flow. We certainly, and Bob did a good job highlighting and the results have demonstrated what we've been able to do in SelectRx, the green shoots and Select patient management. And so we see additional opportunity on the horizon, but that's really kind of our our near term focus.

Timothy Danker
Timothy Danker
CEO & Director at SelectQuote

We think that we are proving that we can make a meaningful impact on health care that helps improve health outcomes while also being beneficial to the shareholder. Ryan, any, additional comments you'd make from a capital allocation perspective?

Ryan Clement
Ryan Clement
Chief Financial Officer at SelectQuote

No, really think you laid it out well. The capital structure is our our priority. We're obviously we see lots of opportunity to grow the health care services business, but, we also see a lot of opportunity to improve the capital structure, which really sets the stage for those subsequent actions and growth within health care services. And so the capital structure is the focus the moment. But we are making great progress, and we feel great about the financial plan and the guidance we shared today.

Ryan Clement
Ryan Clement
Chief Financial Officer at SelectQuote

We expect to generate, meaningful unlevered operating cash flow, which we think, you know, certainly sets the stage for additional transactions to to improve the balance sheet.

Patrick McCann
Equity Research Analyst at Noble Capital Markets

Great. Thanks. That's it for me.

Operator

I will now turn the call back to Tim Denker, CEO, for closing remarks.

Timothy Danker
Timothy Danker
CEO & Director at SelectQuote

Yeah. I wanna thank you all again for taking time this morning. A very big thank you to our team here at SelectQuote for a very successful fiscal twenty twenty five. We all should be very proud of what we've accomplished thus far. I'll close the call with one piece of perspective.

Timothy Danker
Timothy Danker
CEO & Director at SelectQuote

We've spoken over the past three years about the operational stability we've built into SelectQuote since our strategic reset in 2022. If that was an initial stage, I believe 2026 and the years ahead represent the realization of the model we built on that foundation. It's exciting time for the company. We appreciate your time and support as we show you what SelectQuote can be. And thank you again. Have a great rest of your week.

Operator

Ladies and gentlemen, that concludes today's call. You can disconnect. Thank you, and have a great day.

Executives
    • Matt Gunter
      Matt Gunter
      Chief Communication Officer
    • Timothy Danker
      Timothy Danker
      CEO & Director
    • Ryan Clement
      Ryan Clement
      Chief Financial Officer
    • William Grant
      William Grant
      COO
Analysts
    • Ben Hendrix
      Vice President at RBC Capital Markets
    • Robert Grant
      President at SelectQuote
    • George Sutton
      Senior Research Analyst at Craig-Hallum Capital Group LLC
    • Patrick McCann
      Equity Research Analyst at Noble Capital Markets
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