0001794783false00017947832024-05-092024-05-09




UNITED STATES
SECURITIES AND EXCHANGE COMMISSION
Washington, D.C. 20549
_______________________________________

FORM 8-K
_______________________________________

CURRENT REPORT
Pursuant to Section 13 or 15(d)
of the Securities Exchange Act of 1934

Date of Report (Date of earliest event reported): May 9, 2024
_____________________________________

SELECTQUOTE, INC.
(Exact name of registrant as specified in its charter)
_____________________________________
Delaware
 001-39295
94-3339273
(State or other jurisdiction of incorporation)
(Commission File Number)
(I.R.S. Employer Identification No.)
6800 West 115th Street, Suite 2511
Overland Park, Kansas 66211
(Address of principal executive offices) (Zip code)
(913) 599-9225
(Registrant’s telephone number, including area code)
No change since last report
(Former Name or Address, If Changed Since Last Report)

Check the appropriate box below if the Form 8-K filing is intended to simultaneously satisfy the filing obligation of the registrant under any of the following provisions:

☐
Written communications pursuant to Rule 425 under the Securities Act (17 CFR 230.425)
☐Soliciting material pursuant to Rule 14a-12 under the Exchange Act (17 CFR 240.14a-12)
☐Pre-commencement communications pursuant to Rule 14d-2(b) under the Exchange Act (17 CFR 240.14d-2(b))
☐Pre-commencement communications pursuant to Rule 13e-4(c) under the Exchange Act (17 CFR 240.13e-4(c))

Securities registered pursuant to Section 12(b) of the Act:
Title of each classTrading SymbolName of each exchange on which registered
Common Stock, $0.01 par valueSLQTNew York Stock Exchange

Indicate by check mark whether the registrant is an emerging growth company as defined in Rule 405 of the Securities Act of 1933 (§230.405 of this chapter) or Rule 12b-2 of the Securities Exchange Act of 1934 (§240.12b-2 of this chapter).

Emerging growth company ☐

If an emerging growth company, indicate by check mark if the registrant has elected not to use the extended transition period for complying with any new or revised financial accounting standards provided pursuant to Section 13(a) of the Exchange Act. ☐


Item 2.02    Results of Operations and Financial Condition.

On May 9, 2024, the Company reported its financial results for the third quarter ended March 31, 2024. A copy of the related press release and investor presentation are attached hereto as Exhibits 99.1 and 99.2, respectively.

These exhibits are being furnished pursuant to Item 2.02, and the information contained therein shall not be deemed “filed” for purposes of Section 18 of the Securities Exchange Act of 1934, as amended (the “Exchange Act”), or otherwise subject to the liabilities of that section, nor shall either of them be deemed incorporated by reference in any filing under the Securities Act of 1933, as amended, or the Exchange Act, except as shall be expressly set forth by specific reference in such filing.

Item 9.01 Financial Statements and Exhibits.

(d) Exhibits
Exhibit No.
Description of Exhibit
Press Release
Investor Presentation
104Cover Page Interactive Data File (embedded within the Inline XBRL document)



SIGNATURES

Pursuant to the requirements of the Securities Exchange Act of 1934, as amended, the registrant has duly caused this report to be signed on its behalf by the undersigned hereunto duly authorized.

SELECTQUOTE, INC.

Date: May 9, 2024
By: /s/ Ryan Clement         
Name: Ryan Clement
Title: Chief Financial Officer




Exhibit 99.1
SelectQuote, Inc. Reports Third Quarter 2024 Results

Third Quarter of Fiscal Year 2024 – Consolidated Earnings Highlights

•Revenue of $376.4 million
•Net income of $8.6 million
•Adjusted EBITDA* of $46.6 million

Raising Fiscal Year 2024 Guidance Ranges:

•Revenue expected in a range of $1.25 billion to $1.3 billion vs prior range of $1.23 billion to $1.3 billion
•Net loss expected in a range of $34 million to $21 million vs prior range of $45 million to $22 million
•Adjusted EBITDA* expected in a range of $100 million to $110 million vs prior range of $90 million to $105 million

Third Quarter of Fiscal Year 2024 – Segment Highlights

Senior
•Revenue of $204.3 million
•Adjusted EBITDA* of $61.5 million
•Approved Medicare Advantage policies of 185,716

Healthcare Services
•Revenue of $124.2 million
•Adjusted EBITDA* of $1.6 million
•Over 75,000 SelectRx members

Life
•Revenue of $40.7 million
•Adjusted EBITDA* of $3.1 million

Auto & Home
•Revenue of $9.1 million
•Adjusted EBITDA* of $3.6 million

OVERLAND PARK, Kan., May 9, 2024--(BUSINESS WIRE)--SelectQuote, Inc. (NYSE: SLQT) reported consolidated revenue for the third quarter of fiscal year 2024 of $376.4 million, compared to consolidated revenue for the third quarter of fiscal year 2023 of $299.4 million. Consolidated net income for the third quarter of fiscal year 2024 was $8.6 million, compared to consolidated net income for the third quarter of fiscal year 2023 of $9.3 million. Finally, consolidated Adjusted EBITDA* for the third quarter of fiscal year 2024 was $46.6 million, compared to consolidated Adjusted EBITDA* for the third quarter of fiscal year 2023 of $44.0 million.

Chief Executive Officer Tim Danker commented, “SelectQuote outperformed our own expectations for the 9th consecutive quarter, and the company has never been better positioned to drive shareholder value. We firmly believe SelectQuote can amplify the strong operating results achieved over the past two years since our foundational strategic redesign.”

“Our Senior business completed another highly successful Medicare Advantage busy season in the quarter, which produced stable and attractive economics across both policy growth, LTV expansion, and operating efficiency. The segment’s core tenured agents helped over 185,000 Americans find the right Medicare Advantage policy and did so with strong overall cost per policy and efficient close rates, which drove a Senior Adjusted EBITDA margin above 30% in one of our highest open enrollment period (OEP) quarters for revenue in company history. The success in our Senior business also enhanced the continued expansion of our Healthcare Services business, which saw SelectRx grow by over 12,000 members, significantly exceeding our original outlook. Overall, our holistic healthcare platform created new customers at a highly efficient revenue to customer acquisition cost of over 4x, which will drive significant Adjusted EBITDA contribution as Healthcare Services continues to scale.”

*See “Non-GAAP Financial Measures” below.


Mr. Danker concluded, “The teams at SelectQuote and our leadership are energized about the successes experienced year-to-date. We have conviction that 2024 will prove to be an inflection point in our company’s history, and SelectQuote is poised to leverage our unique healthcare platform to drive attractive returns for our shareholders in the quarters and years ahead.”

Segment Results

We currently report on four segments: 1) Senior, 2) Healthcare Services, 3) Life, and 4) Auto & Home. The performance measures of the segments include total revenue, Adjusted EBITDA,* and Adjusted EBITDA Margin.* Costs of revenue, cost of goods sold-pharmacy revenue, marketing and advertising, selling, general, and administrative, and technical development operating expenses that are directly attributable to a segment are reported within the applicable segment. Indirect costs of revenue, marketing and advertising, selling, general, and administrative, and technical development operating expenses are allocated to each segment based on varying metrics such as headcount. Adjusted EBITDA is calculated as total revenue for the applicable segment less direct and allocated costs of revenue, cost of goods sold, marketing and advertising, technical development, and selling, general, and administrative operating costs and expenses, excluding depreciation and amortization expense; gain or loss on disposal of property, equipment, and software; share-based compensation expense; and non-recurring expenses such as severance payments and transaction costs.

Senior

Financial Results

The following table provides the financial results for the Senior segment for the periods presented:

Three Months Ended March 31,Nine Months Ended March 31,
(in thousands)20242023% Change20242023% Change
Revenue$204,259 $185,200 10 %$541,705 $486,541 11 %
Adjusted EBITDA*61,494 59,166 4 %138,871 138,933 — %
Adjusted EBITDA Margin*30 %32 %26 %29 %

Operating Metrics

Submitted Policies

Submitted policies are counted when an individual completes an application with our licensed agent and provides authorization to the agent to submit the application to the insurance carrier partner. The applicant may have additional actions to take before the application will be reviewed by the insurance carrier.

The following table shows the number of submitted policies for the periods presented:

Three Months Ended March 31,Nine Months Ended March 31,
20242023% Change20242023% Change
Medicare Advantage226,692 196,372 15 %602,936 538,247 12 %
Medicare Supplement650 675 (4)%2,334 2,905 (20)%
Dental, Vision and Hearing16,588 21,175 (22)%48,892 59,513 (18)%
Prescription Drug Plan665 416 60 %2,696 2,082 29 %
Other774 1,864 (58)%3,724 5,402 (31)%
Total245,369 220,502 11 %660,582 608,149 9 %



*See “Non-GAAP Financial Measures” below.
2


Approved Policies

Approved policies represents the number of submitted policies that were approved by our insurance carrier partners for the identified product during the indicated period. Not all approved policies will go in force.

The following table shows the number of approved policies for the periods presented:

Three Months Ended March 31,Nine Months Ended March 31,
20242023% Change20242023% Change
Medicare Advantage185,716 165,530 12 %517,973 467,540 11 %
Medicare Supplement445 557 (20)%1,578 2,184 (28)%
Dental, Vision and Hearing14,042 16,968 (17)%41,474 47,940 (13)%
Prescription Drug Plan1,114 521 114 %2,684 1,794 50 %
Other789 1,029 (23)%2,834 3,932 (28)%
Total202,106 184,605 9 %566,543 523,390 8 %

Lifetime Value of Commissions per Approved Policy

Lifetime value of commissions per approved policy represents commissions estimated to be collected over the estimated life of an approved policy based on multiple factors, including but not limited to, contracted commission rates, carrier mix and expected policy persistency with applied constraints. The lifetime value of commissions per approved policy is equal to the sum of the commission revenue due upon the initial sale of a policy, and when applicable, an estimate of future renewal commissions.

The following table shows the lifetime value of commissions per approved policy for the periods presented:

Three Months Ended March 31,Nine Months Ended March 31,
(dollars per policy):20242023% Change20242023% Change
Medicare Advantage$995 $965 3 %$923 $888 4 %
Medicare Supplement1,271 871 46 %1,108 994 11 %
Dental, Vision and Hearing101 91 11 %100 95 5 %
Prescription Drug Plan237 194 22 %237 211 12 %
Other36 123 (71)%(3)100 (103)%

Healthcare Services

Financial Results

The following table provides the financial results for the Healthcare Services segment for the periods presented:

Three Months Ended March 31,Nine Months Ended March 31,
(in thousands)20242023% Change20242023% Change
Revenue$124,207 $70,725 76 %$333,284 $169,270 97 %
Adjusted EBITDA*1,609 (3,366)148 %6,911 (24,456)128 %
Adjusted EBITDA Margin*1 %(5)%2 %(14)%



*See “Non-GAAP Financial Measures” below.
3


Operating Metrics

Total Members

The total number of SelectRx members represents the amount of customers to which an order has been shipped, as this is the primary key driver of revenue for Healthcare Services.

The following table shows the total number of SelectRx members for the date presented:

March 31, 2024March 31, 2023
Total SelectRx Members75,07444,993

Prescriptions Per Day

Prescriptions per day represents the total average prescriptions shipped per business day, as this is a primary key driver of revenue for Healthcare Services.

The following table shows the prescriptions shipped per day for the periods presented:

Three Months Ended March 31,Nine Months Ended March 31,
2024202320242023
Prescriptions Per Day
20,21611,73717,5829,753

Combined Senior and Healthcare Services - Consumer Per Unit Economics

The opportunity to leverage our existing database and distribution model to improve access to healthcare services for our consumers has created a need for us to review our key metrics related to our per unit economics. As we think about the revenue and expenses for Healthcare Services, we note that they are derived from the marketing acquisition costs associated with the sale of an MA or MS policy, some of which costs are allocated directly to Healthcare Services, and therefore determined that our per unit economics measure should include components from both Senior and Healthcare Services. See details of revenue and expense items included in the calculation below.

Combined Senior and Healthcare Services consumer per unit economics represents total MA and MS commissions; other product commissions; other revenues, including revenues from Healthcare Services; and operating expenses associated with Senior and Healthcare Services, each shown per number of approved MA and MS policies over a given time period. Management assesses the business on a per-unit basis to help ensure that the revenue opportunity associated with a successful policy sale is attractive relative to the marketing acquisition cost. Because not all acquired leads result in a successful policy sale, all per-policy metrics are based on approved policies, which is the measure that triggers revenue recognition.

The MA and MS commission per MA/MS policy represents the LTV for policies sold in the period. Other commission per MA/MS policy represents the LTV for other products sold in the period, including DVH prescription drug plan, and other products, which management views as additional commission revenue on our agents’ core function of MA/MS policy sales. Pharmacy revenue per MA/MS policy represents revenue from SelectRx, and other revenue per MA/MS policy represents revenue from Population Health, production bonuses, marketing development funds, lead generation revenue, and adjustments from the Company’s reassessment of its cohorts’ transaction prices. Total operating expenses per MA/MS policy represents all of the operating expenses within Senior and Healthcare Services. The revenue to customer acquisition cost (“CAC”) multiple represents total revenue as a multiple of total marketing acquisition costs, which represents the direct costs of acquiring leads. These costs are included in marketing and advertising expense within the total operating expenses per MA/MS policy.



*See “Non-GAAP Financial Measures” below.
4

The following table shows combined Senior and Healthcare Services consumer per unit economics for the periods presented. Based on the seasonality of Senior and the fluctuations between quarters, we believe that the most relevant view of per unit economics is on a rolling 12-month basis. All per MA/MS policy metrics below are based on the sum of approved MA/MS policies, as both products have similar commission profiles.

Twelve Months Ended March 31,
(dollars per approved policy):20242023
Medicare Advantage and Medicare Supplement approved policies630,013586,238
Medicare Advantage and Medicare Supplement commission per MA/MS policy$907 $886 
Other commission per MA/MS policy10 15 
Pharmacy revenue per MA/MS policy641 320 
Other revenue per MA/MS policy126 66 
Total revenue per MA/MS policy1,684 1,287 
Total operating expenses per MA/MS policy(1,425)(1,167)
Adjusted EBITDA per MA/MS policy (1)
$259 $120 
Adjusted EBITDA Margin per MA/MS policy (1)
15 %9 %
Revenue/CAC multiple 4.2X  3.5X
(1) These financial measures are not calculated in accordance with GAAP. See “Management’s Discussion and Analysis of Financial Condition and Results of Operations—Non-GAAP Financial Measures” in the Company’s Quarterly Report on Form 10-Q for information regarding our use of these non-GAAP financial measures and a reconciliation of such measures to their nearest comparable financial measures calculated and presented in accordance with GAAP.

Total revenue per MA/MS policy increased 31% for the twelve months ended March 31, 2024, compared to the twelve months ended March 31, 2023, primarily due to the increase in pharmacy revenue. Total operating expenses per MA/MS policy increased 22% for the twelve months ended March 31, 2024, compared to the twelve months ended March 31, 2023, primarily driven by increase in cost of goods sold-pharmacy revenue for SelectRx due to the growth of the business.

Life

Financial Results

The following table provides the financial results for the Life segment for the periods presented:

Three Months Ended March 31,Nine Months Ended March 31,
(in thousands)20242023% Change20242023% Change
Revenue$40,686 $36,950 10 %$115,855 $107,780 7 %
Adjusted EBITDA*3,138 5,303 (41)%12,945 16,371 (21)%
Adjusted EBITDA Margin*8 %14 %11 %15 %

Operating Metrics

Life premium represents the total premium value for all policies that were approved by the relevant insurance carrier partner and for which the policy document was sent to the policyholder and payment information was received by the relevant insurance carrier partner during the indicated period. Because our commissions are earned based on a percentage of total premium, total premium volume for a given period is the key driver of revenue for our Life segment.



*See “Non-GAAP Financial Measures” below.
5


The following table shows term and final expense premiums for the periods presented:

Three Months Ended March 31,Nine Months Ended March 31,
(in thousands)20242023% Change20242023% Change
Term Premiums$16,788 $17,512 (4)%$52,376 $48,433 8 %
Final Expense Premiums23,724 19,308 23 %62,811 58,766 7 %
Total$40,512 $36,820 10 %115,187 107,199 7 %

Auto & Home

Financial Results

The following table provides the financial results for the Auto & Home segment for the periods presented:

Three Months Ended March 31,Nine Months Ended March 31,
(in thousands)20242023% Change20242023% Change
Revenue$9,134 $8,238 11 %$28,649 $23,128 24 %
Adjusted EBITDA*3,609 2,591 39 %11,654 7,315 59 %
Adjusted EBITDA Margin*40 %31 %41 %32 %

Operating Metrics

Auto & Home premium represents the total premium value of all new policies that were approved by our insurance carrier partners during the indicated period. Because our commissions are earned based on a percentage of total premium, total premium volume for a given period is the key driver of revenue for our Auto & Home segment.

The following table shows premiums for the periods presented:

Three Months Ended March 31,Nine Months Ended March 31,
(in thousands):20242023% Change20242023% Change
Premiums$14,180 $12,828 11 %$42,746 $36,456 17 %

Amendment to Credit Agreement

On May 8, 2024, the Company and its lenders agreed to amend the Company’s credit agreement to extend the maturity date with respect to $683.8 million of extended term loans from February 15, 2025 to May 15, 2025. The amendment also provides for a minimum asset coverage ratio and minimum liquidity requirements for the extension period. Additional information regarding the amendment will be included in the Company’s Quarterly Report on Form 10-Q for the period ended March 31, 2024.

Earnings Conference Call

SelectQuote, Inc. will host a conference call with the investment community today, Thursday, May 9, 2024, beginning at 9:00 a.m. ET. To register for this conference call, please use this link: https://www.netroadshow.com/events/login?show=2a79382d&confId=63927. After registering, a confirmation will be sent via email, including dial-in details and unique conference call codes for entry. Registration is open through the live call, but to ensure you are connected for the full call we suggest registering at least 10 minutes before the start of the call. The event will also be webcasted live via our investor relations website https://ir.selectquote.com/investor-home/default.aspx.


*See “Non-GAAP Financial Measures” below.
6


Non-GAAP Financial Measures

This release includes certain non-GAAP financial measures intended to supplement, not substitute for, comparable GAAP measures. To supplement our financial statements presented in accordance with GAAP and to provide investors with additional information regarding our GAAP financial results, we have presented in this release Adjusted EBITDA and Adjusted EBITDA Margin, which are non-GAAP financial measures. These non-GAAP financial measures are not based on any standardized methodology prescribed by GAAP and are not necessarily comparable to similarly titled measures presented by other companies. We define Adjusted EBITDA as income (loss) before interest expense, income tax expense (benefit), depreciation and amortization, and certain add-backs for non-cash or non-recurring expenses, including restructuring and share-based compensation expenses. The most directly comparable GAAP measure is net income (loss). We define Adjusted EBITDA Margin as Adjusted EBITDA divided by revenue. The most directly comparable GAAP measure is net income margin. We monitor and have presented in this release Adjusted EBITDA and Adjusted EBITDA Margin because they are key measures used by our management and Board of Directors to understand and evaluate our operating performance, to establish budgets and to develop operational goals for managing our business. In particular, we believe that excluding the impact of these expenses in calculating Adjusted EBITDA can provide a useful measure for period-to-period comparisons of our core operating performance.

We believe that these non-GAAP financial measures help identify underlying trends in our business that could otherwise be masked by the effect of the expenses that we exclude in the calculations of these non-GAAP financial measures. Accordingly, we believe these financial measures provide useful information to investors and others in understanding and evaluating our operating results, enhancing the overall understanding of our past performance and future prospects. Reconciliations of the differences between the non-GAAP financial measures included herein and their most directly comparable GAAP financial measures are set forth below beginning on page 12.

Forward Looking Statements

This release contains forward-looking statements. These forward-looking statements reflect our current views with respect to, among other things, future events and our financial performance. These statements are often, but not always, made through the use of words or phrases such as “may,” “should,” “could,” “predict,” “potential,” “believe,” “will likely result,” “expect,” “continue,” “will,” “anticipate,” “seek,” “estimate,” “intend,” “plan,” “projection,” “would” and “outlook,” or the negative version of those words or other comparable words or phrases of a future or forward-looking nature. These forward-looking statements are not historical facts, and are based on current expectations, estimates and projections about our industry, management’s beliefs and certain assumptions made by management, many of which, by their nature, are inherently uncertain and beyond our control. Accordingly, we caution you that any such forward-looking statements are not guarantees of future performance and are subject to risks, assumptions and uncertainties that are difficult to predict. Although we believe that the expectations reflected in these forward-looking statements are reasonable as of the date made, actual results may prove to be materially different from the results expressed or implied by the forward-looking statements.
 
There are or will be important factors that could cause our actual results to differ materially from those indicated in these forward-looking statements, including, but not limited to, the following: the impacts of the COVID-19 pandemic and any other public health events, our reliance on a limited number of insurance carrier partners and any potential termination of those relationships or failure to develop new relationships; existing and future laws and regulations affecting the health insurance market; changes in health insurance products offered by our insurance carrier partners and the health insurance market generally; insurance carriers offering products and services directly to consumers; changes to commissions paid by insurance carriers and underwriting practices; competition with brokers, including exclusively online brokers and carriers who opt to sell policies directly to consumers; competition from government-run health insurance exchanges; developments in the U.S. health insurance system; our dependence on revenue from carriers in our senior segment and downturns in the senior health as well as life, automotive and home insurance industries; our ability to develop new offerings and penetrate new vertical markets; risks from third-party products; failure to enroll individuals during the Medicare annual enrollment period; our ability to attract, integrate and retain qualified personnel; our dependence on lead providers and ability to compete for leads; failure to obtain and/or convert sales leads to actual sales of insurance policies; access to data from consumers and insurance carriers; accuracy of information provided from and to consumers during the insurance shopping process; cost-effective advertisement through internet search engines; ability to contact consumers and
7

market products by telephone; global economic conditions, including inflation; disruption to operations as a result of future acquisitions; significant estimates and assumptions in the preparation of our financial statements; impairment of goodwill; potential litigation and other legal proceedings or inquiries; our existing and future indebtedness; our ability to maintain compliance with our debt covenants and meet our scheduled repayment obligations under our debt arrangements; our ability to access additional capital on acceptable terms; failure to protect our intellectual property and our brand; fluctuations in our financial results caused by seasonality; accuracy and timeliness of commissions reports from insurance carriers; timing of insurance carriers’ approval and payment practices; factors that impact our estimate of the constrained lifetime value of commissions per policyholder; changes in accounting rules, tax legislation and other legislation; disruptions or failures of our technological infrastructure and platform; failure to maintain relationships with third-party service providers; cybersecurity breaches or other attacks involving our systems or those of our insurance carrier partners or third-party service providers; our ability to protect consumer information and other data; failure to market and sell Medicare plans effectively or in compliance with laws; and other factors related to our pharmacy business, including manufacturing or supply chain disruptions, access to and demand for prescription drugs, and regulatory changes or other industry developments that may affect our pharmacy operations. For a further discussion of these and other risk factors that could impact our future results and performance, see the section entitled “Risk Factors” in the most recent Annual Report on Form 10-K and subsequent periodic reports filed by us with the Securities and Exchange Commission. Accordingly, you should not place undue reliance on any such forward-looking statements. Any forward-looking statement speaks only as of the date on which it is made, and, except as otherwise required by law, we do not undertake any obligation to publicly update or review any forward-looking statement, whether as a result of new information, future developments or otherwise.

About SelectQuote:

Founded in 1985, SelectQuote (NYSE: SLQT) provides solutions that help consumers protect their most valuable assets: their families, health, and property. The company pioneered the model of providing unbiased comparisons from multiple, highly-rated insurance companies allowing consumers to choose the policy and terms that best meet their unique needs. Two foundational pillars underpin SelectQuote’s success: a strong force of highly-trained and skilled agents who provide a consultative needs analysis for every consumer, and proprietary technology that sources and routes high-quality leads.

With an ecosystem offering high touchpoints for consumers across insurance, medicare, pharmacy, and value-based care, the company now has four core business lines: SelectQuote Senior, SelectQuote Healthcare Services, SelectQuote Life, and SelectQuote Auto and Home. SelectQuote Senior serves the needs of a demographic that sees around 10,000 people turn 65 each day with a range of Medicare Advantage and Medicare Supplement plans. SelectQuote Healthcare Services is comprised of the SelectRx Pharmacy, a Patient-Centered Pharmacy Home™ (PCPH) accredited pharmacy, and Population Health, which proactively connects consumers with a wide breadth of healthcare services supporting their needs.

Investor Relations:
Sloan Bohlen
877-678-4083
investorrelations@selectquote.com

Media:
Matt Gunter
913-286-4931
matt.gunter@selectquote.com

Source: SelectQuote, Inc.
8


SELECTQUOTE, INC. AND SUBSIDIARIES
CONDENSED CONSOLIDATED BALANCE SHEETS
(Unaudited)
(In thousands)
March 31, 2024June 30, 2023
ASSETS
CURRENT ASSETS:
Cash and cash equivalents$37,808 $83,156 
Accounts receivable, net of allowances of $6.5 million and $2.7 million, respectively253,083 154,565 
Commissions receivable-current69,165 111,148 
Other current assets24,115 14,355 
Total current assets384,171 363,224 
COMMISSIONS RECEIVABLE—Net763,958 729,350 
PROPERTY AND EQUIPMENT—Net22,536 27,452 
SOFTWARE—Net13,952 14,740 
OPERATING LEASE RIGHT-OF-USE ASSETS19,341 23,563 
INTANGIBLE ASSETS—Net7,926 10,200 
GOODWILL29,136 29,136 
OTHER ASSETS4,119 21,586 
TOTAL ASSETS$1,245,139 $1,219,251 
LIABILITIES AND SHAREHOLDERS’ EQUITY
CURRENT LIABILITIES:
Accounts payable$61,168 $27,577 
Accrued expenses21,058 16,993 
Accrued compensation and benefits57,483 49,966 
Operating lease liabilities—current4,663 5,175 
Current portion of long-term debt37,717 33,883 
Contract liabilities3,655 1,691 
Other current liabilities4,227 1,972 
Total current liabilities189,971 137,257 
LONG-TERM DEBT, NET—less current portion648,331 664,625 
DEFERRED INCOME TAXES35,057 39,581 
OPERATING LEASE LIABILITIES22,326 27,892 
OTHER LIABILITIES2,649 2,926 
Total liabilities898,334 872,281 
COMMITMENTS AND CONTINGENCIES
SHAREHOLDERS’ EQUITY:
Common stock, $0.01 par value1,692 1,669 
Additional paid-in capital577,389 567,266 
Accumulated deficit(238,752)(235,644)
Accumulated other comprehensive income6,476 13,679 
Total shareholders’ equity346,805 346,970 
TOTAL LIABILITIES AND SHAREHOLDERS’ EQUITY$1,245,139 $1,219,251 



9

SELECTQUOTE, INC. AND SUBSIDIARIES
CONDENSED CONSOLIDATED STATEMENTS OF COMPREHENSIVE LOSS
(Unaudited)
(In thousands)

Three Months Ended March 31,Nine Months Ended March 31,
2024202320242023
REVENUE:
Commission$230,763 $197,258 $611,744 $533,627 
Pharmacy120,282 66,948 323,865 159,641 
Other25,355 35,192 78,958 87,802 
Total revenue376,400 299,398 1,014,567 781,070 
OPERATING COSTS AND EXPENSES:
Cost of revenue84,315 79,186 254,250 235,827 
Cost of goods sold—pharmacy revenue106,172 62,302 284,360 154,753 
Marketing and advertising109,276 90,205 288,676 237,724 
Selling, general, and administrative34,971 27,544 97,049 86,662 
Technical development8,604 6,434 24,291 18,860 
Total operating costs and expenses343,338 265,671 948,626 733,826 
INCOME FROM OPERATIONS
33,062 33,727 65,941 47,244 
INTEREST EXPENSE, NET(24,330)(21,105)(70,141)(58,885)
OTHER INCOME (EXPENSE,) NET
(12)(206)(51)(118)
INCOME (LOSS) BEFORE INCOME TAX EXPENSE (BENEFIT)
8,720 12,416 (4,251)(11,759)
INCOME TAX EXPENSE (BENEFIT)
169 3,152 (1,143)(1,053)
NET INCOME (LOSS)
$8,551 $9,264 $(3,108)$(10,706)
NET INCOME (LOSS) PER SHARE:
Basic$0.05 $0.06 $(0.02)$(0.06)
Diluted$0.05 $0.06 $(0.02)$(0.06)
WEIGHTED-AVERAGE COMMON STOCK OUTSTANDING USED IN PER SHARE AMOUNTS:
Basic169,070 166,543 168,291 165,951 
Diluted170,956 167,905 168,291 165,951 
OTHER COMPREHENSIVE INCOME (LOSS) NET OF TAX:
Gain (loss) on cash flow hedge(1,771)(2,661)(7,203)1,358 
OTHER COMPREHENSIVE INCOME (LOSS)(1,771)(2,661)(7,203)1,358 
COMPREHENSIVE INCOME (LOSS)
$6,780 $6,603 $(10,311)$(9,348)
10

SELECTQUOTE, INC. AND SUBSIDIARIES
CONDENSED CONSOLIDATED STATEMENTS OF CASH FLOWS
(Unaudited)
(In thousands)

Nine Months Ended March 31,
20242023
CASH FLOWS FROM OPERATING ACTIVITIES:
Net loss$(3,108)$(10,706)
Adjustments to reconcile net loss to net cash and cash equivalents used in operating activities:
Depreciation and amortization18,591 21,087 
Loss on disposal of property, equipment, and software13 390 
Share-based compensation expense10,512 8,525 
Deferred income taxes(2,151)(1,416)
Amortization of debt issuance costs and debt discount4,863 6,250 
Write-off of debt issuance costs293 710 
Accrued interest payable in kind14,323 8,450 
Non-cash lease expense1,945 3,115 
Changes in operating assets and liabilities:
Accounts receivable, net(98,519)(62,738)
Commissions receivable7,375 17,092 
Other assets(2,620)3,166 
Accounts payable and accrued expenses36,073 6,440 
Operating lease liabilities(3,802)(4,331)
Other liabilities11,453 (8,869)
Net cash used in operating activities(4,759)(12,835)
CASH FLOWS FROM INVESTING ACTIVITIES:
Purchases of property and equipment(3,114)(1,056)
Proceeds from sales of property and equipment253 — 
Purchases of software and capitalized software development costs(6,065)(5,804)
Net cash used in investing activities(8,926)(6,860)
CASH FLOWS FROM FINANCING ACTIVITIES:
Payments on Term Loans(30,412)(17,833)
Payments on other debt(112)(123)
Proceeds from common stock options exercised and employee stock purchase plan8 1,187 
Payments of tax withholdings related to net share settlement of equity awards(374)(40)
Payments of debt issuance costs(773)(10,110)
Payment of acquisition holdback— (2,335)
Net cash used in financing activities
(31,663)(29,254)
NET DECREASE IN CASH AND CASH EQUIVALENTS(45,348)(48,949)
CASH AND CASH EQUIVALENTS—Beginning of period83,156 140,997 
CASH AND CASH EQUIVALENTS—End of period$37,808 $92,048 

11

SELECTQUOTE, INC. AND SUBSIDIARIES
Net Income (Loss) to Adjusted EBITDA Reconciliation
(Unaudited)

Three Months Ended March 31, 2024
(in thousands)SeniorHealthcare ServicesLifeAuto & HomeCorp & ElimsConsolidated
Revenue$204,259 $124,207 $40,686 $9,134 $(1,886)$376,400 
Operating expenses(142,765)(122,598)(37,548)(5,524)(21,355)(329,790)
Other income (expense), net— — — (1)(11)(12)
Adjusted EBITDA$61,494 $1,609 $3,138 $3,609 $(23,252)$46,598 
Share-based compensation expense(3,515)
Transaction costs(3,325)
Depreciation and amortization(6,704)
Loss on disposal of property, equipment, and software(4)
Interest expense, net(24,330)
Income tax expense
(169)
Net income
$8,551 

Three Months Ended March 31, 2023
(in thousands)SeniorHealthcare ServicesLifeAuto & HomeCorp & ElimsConsolidated
Revenue$185,200 $70,725 $36,950 $8,238 $(1,715)$299,398 
Operating expenses(126,034)(74,091)(31,446)(5,648)(17,947)(255,166)
Other income (expense), net— — (201)1 (6)(206)
Adjusted EBITDA$59,166 $(3,366)$5,303 $2,591 $(19,668)$44,026 
Share-based compensation expense(2,959)
Transaction costs(433)
Depreciation and amortization(7,098)
Loss on disposal of property, equipment, and software(15)
Interest expense, net(21,105)
Income tax expense
(3,152)
Net income
$9,264 




12

Nine Months Ended March 31, 2024
(in thousands)SeniorHealthcare ServicesLifeAuto & HomeCorp & ElimsConsolidated
Revenue$541,705 $333,284 $115,855 $28,649 $(4,926)$1,014,567 
Operating expenses(402,834)(326,373)(102,910)(16,994)(62,770)(911,881)
Other income (expense), net———(1)(50)(51)
Adjusted EBITDA$138,871 $6,911 $12,945 $11,654 $(67,746)$102,635 
Share-based compensation expense(10,512)
Transaction costs(7,629)
Depreciation and amortization(18,591)
Loss on disposal of property, equipment, and software(13)
Interest expense, net(70,141)
Income tax benefit
1,143
Net loss
$(3,108)

Nine Months Ended March 31, 2023
(in thousands)SeniorHealthcare ServicesLifeAuto & HomeCorp & ElimsConsolidated
Revenue$486,541 $169,270 $107,780 $23,128 $(5,649)$781,070 
Operating expenses(347,608)(193,726)(91,409)(15,812)(52,270)(700,825)
Other income (expense), net———(1)(117)(118)
Adjusted EBITDA$138,933 $(24,456)$16,371 $7,315 $(58,036)$80,127 
Share-based compensation expense(8,525)
Transaction costs(3,003)
Depreciation and amortization(21,087)
Loss on disposal of property, equipment, and software(386)
Interest expense, net(58,885)
Income tax benefit
1,053
Net loss
$(10,706)





13

SELECTQUOTE, INC. AND SUBSIDIARIES
Net Loss to Adjusted EBITDA Reconciliation
(Unaudited)



Guidance net loss to Adjusted EBITDA reconciliation, year ending June 30, 2024:

(in thousands)Range
Net loss$(34,000)$(21,000)
Income tax benefit(12,000)(8,000)
Interest expense, net96,000 94,000 
Depreciation and amortization26,000 24,000 
Share-based compensation expense14,000 13,000 
Non-recurring expenses10,000 8,000 
Adjusted EBITDA$100,000 $110,000 



14
| We shop. You save. 3rd Quarter Fiscal 2024 Earnings Conference Call Presentation May 9, 2024

 
| We shop. You save. Forward-Looking Statements This presentation contains forward-looking statements. These forward-looking statements reflect our current views with respect to, among other things, future events and our financial performance. These statements are often, but not always, made through the use of words or phrases such as “may,” “should,” “could,” “predict,” “potential,” “believe,” “will likely result,” “expect,” “continue,” “will,” “anticipate,” “seek,” “estimate,” “intend,” “plan,” “projection,” “would” and “outlook,” or the negative version of those words or other comparable words or phrases of a future or forward-looking nature. These forward-looking statements are not historical facts and are based on current expectations, estimates and projections about our industry, management’s beliefs and certain assumptions made by management, many of which, by their nature, are inherently uncertain and beyond our control. Accordingly, we caution you that any such forward-looking statements are not guarantees of future performance and are subject to risks, assumptions and uncertainties that are difficult to predict. Although we believe that the expectations reflected in these forward-looking statements are reasonable as of the date made, actual results may prove to be materially different from the results expressed or implied by the forward-looking statements. There are or will be important factors that could cause our actual results to differ materially from those indicated in these forward-looking statements, including, but not limited to, the following: impacts of the COVID-19 pandemic and any other significant public health events; our reliance on a limited number of insurance carrier partners and any potential termination of those relationships or failure to develop new relationships; existing and future laws and regulations affecting the health insurance market; changes in health insurance products offered by our insurance carrier partners and the health insurance market generally; insurance carriers offering products and services directly to consumers; changes to commissions paid by insurance carriers and underwriting practices; competition with brokers, exclusively online brokers and carriers who opt to sell policies directly to consumers; competition from government-run health insurance exchanges; developments in the U.S. health insurance system; our dependence on revenue from carriers in our senior segment and downturns in the senior health as well as life, automotive and home insurance industries; our ability to develop new offerings and penetrate new vertical markets; risks from third-party products; failure to enroll individuals during the Medicare annual enrollment period; our ability to attract, integrate and retain qualified personnel; our dependence on lead providers and ability to compete for leads; failure to obtain and/or convert sales leads to actual sales of insurance policies; access to data from consumers and insurance carriers; accuracy of information provided from and to consumers during the insurance shopping process; cost-effective advertisement through internet search engines; ability to contact consumers and market products by telephone; global economic conditions, including inflation; disruption to operations as a result of future acquisitions; significant estimates and assumptions in the preparation of our financial statements; impairment of goodwill; our ability to regain and maintain compliance with NYSE listing standards; potential litigation and other legal proceedings or inquiries; our existing and future indebtedness; our ability to maintain compliance with our debt covenants; access to additional capital; failure to protect our intellectual property and our brand; fluctuations in our financial results caused by seasonality; accuracy and timeliness of commissions reports from insurance carriers; timing of insurance carriers’ approval and payment practices; factors that impact our estimate of the constrained lifetime value of commissions per policyholder; changes in accounting rules, tax legislation and other legislation; disruptions or failures of our technological infrastructure and platform; failure to maintain relationships with third-party service providers; cybersecurity breaches or other attacks involving our systems or those of our insurance carrier partners or third-party service providers; our ability to protect consumer information and other data; failure to market and sell Medicare plans effectively or in compliance with laws; and and other factors related to our pharmacy business, including manufacturing or supply chain disruptions, access to and demand for prescription drugs, and regulatory changes or other industry developments that may affect our pharmacy operations. For a further discussion of these and other risk factors that could impact our future results and performance, see the section entitled “Risk Factors” in the most recent Annual Report on Form 10-K (the “Annual Report”) and subsequent periodic reports filed by us with the Securities and Exchange Commission. Accordingly, you should not place undue reliance on any such forward-looking statements. Any forward-looking statement speaks only as of the date on which it is made, and, except as otherwise required by law, we do not undertake any obligation to publicly update or review any forward- looking statement, whether as a result of new information, future developments or otherwise. Certain information contained in this presentation and statements made orally during this presentation relate to or are based on publications and other data obtained from third-party sources. While we believe these third-party sources to be reliable as of the date of this presentation, we have not independently verified, and make no representation as to the adequacy, fairness, accuracy or completeness of, any information obtained from such third-party sources. No Offer or Solicitation; Further Information This presentation is for informational purposes only and is not an offer to sell with respect to any securities. This presentation should be read together with “Management’s Discussion and Analysis of Financial Condition and Results of Operations” and the consolidated financial statements and the related notes thereto included in the Annual Report and subsequent quarterly reports. Non-GAAP Financial Measures This presentation includes certain non-GAAP financial measures intended to supplement, not substitute for, comparable GAAP measures. To supplement our financial statements presented in accordance with GAAP and to provide investors with additional information regarding our GAAP financial results, we have presented in this presentation Adjusted EBITDA, which is a non-GAAP financial measure. This non-GAAP financial measure is not based on any standardized methodology prescribed by GAAP and is not necessarily comparable to any similarly titled measure presented by other companies. We define Adjusted EBITDA as income (loss) before interest expense, income tax expense (benefit), depreciation and amortization, and certain add-backs for non-cash or non-recurring expenses, including restructuring and share-based compensation expenses. The most directly comparable GAAP measure is net income (loss). We monitor and have presented in this presentation Adjusted EBITDA because it is a key measure used by our management and Board of Directors to understand and evaluate our operating performance, establish budgets, and develop operational goals for managing our business. In particular, we believe that excluding the impact of these expenses in calculating Adjusted EBITDA can provide a useful measure for period-to-period comparisons of our core operating performance. For further discussion regarding these non-GAAP measures, please see today’s press release. Disclaimer 2

 
| We shop. You save. 3Q FY2024 Earnings 3 *See "Non-GAAP Financial Measures" above on slide 2 $ in millions 3Q24 3Q23 % Revenue $376.4 $299.4 +26% Adjusted EBITDA* $46.6 $44.0 +6% • Consolidated Company Highlights ◦ On pace to deliver positive operating cash flow and approach free cash flow breakeven for fiscal year 2024 ◦ Increasing Revenue and Adjusted EBITDA guidance for full fiscal year 2024 • Senior ◦ Two+ years of strong, stable operating performance since executing strategic redesign ◦ Strong close rates fueled production ahead of internal forecasts ◦ Indicators point to continued stability in customer retention metrics • Healthcare Services ◦ Positive Adjusted EBITDA* for a fourth consecutive quarter despite continued growth investment ◦ SelectRx surpassed 75,000 members, far exceeding original forecast

 
| We shop. You save. Revenue/CAC*** 1.8 3.5 4.2 LTM 3/31/22 LTM 3/31/23 LTM 3/31/24 Operating Expense Per Policy* $1,073 $765 $778 LTM 3/31/22 LTM 3/31/23 LTM 3/31/24 *Represents Senior operating costs divided by approved MA/MS policies. **Represents Senior marketing costs divided by approved MA/MS policies. 4 Senior Efficiency Metrics Marketing Expense Per Policy** $613 $391 $421 LTM 3/31/22 LTM 3/31/23 LTM 3/31/24 ***The revenue to customer acquisition cost (“CAC”) multiple represents total revenue as a multiple of total marketing acquisition costs for the Senior and Healthcare Services divisions, which represents the direct costs of acquiring leads.

 
| We shop. You save. 5 Securitization Would Pull Forward New Policy Payback Period Op Ex Year 1 Year 2 Year 3 Year 4 Year 5 Year 6 Year 7 Legacy MA/MS Revenue Model* Op Ex Year 1 Year 2 Year 3 Year 4 Year 5 Year 6 Year 7 Securitization MA/MS Revenue Model* • No impact to product LTVs and provides for lower cost of capital • SelectQuote maintains control of the customer relationship as broker of record • SelectQuote retains all tail commissions of associated policies after the payable has been repaid • Payback period improves from over 2 years to approximately 1 year on new MA policy production Highlights *This slide is intended to illustrate the anticipated impact of a future securitization of our commissions receivables and is not representative of any existing financing arrangements. The charts presented on this slide are for illustrative purposes only and are not intended to represent actual revenue projections.

 
| We shop. You save. Revenue $MM Adjusted EBITDA* $MM $299 $376 3Q23 3Q24 $44 $47 3Q23 3Q24 6 Consolidated Financial Summary *See "Non-GAAP Financial Measures" above on slide 2.

 
| We shop. You save. Revenue $MM Adjusted EBITDA* $MM $185 $204 3Q23 3Q24 $59 $61 3Q23 3Q24 7 Senior Financial Summary *See "Non-GAAP Financial Measures" above on slide 2. 31.9% 30.1%Margin %

 
| We shop. You save. 8 Senior KPIs 185 202 166 186 19 16 MA Other 3Q23 3Q24 Total Policies Approved 000s MA LTV $965 $995 3Q23 3Q24

 
| We shop. You save. SELECTRX Members 3Q23 4Q23 1Q24 2Q24 3Q24 — 5,000 10,000 15,000 20,000 25,000 30,000 35,000 40,000 45,000 50,000 55,000 60,000 65,000 70,000 75,000 80,000 Revenue & Adjusted EBITDA* $MM 9 $(3) $2 $2 $3 $2 $71 $83 $97 $112 $124 3Q23 4Q23 1Q24 2Q24 3Q24 Healthcare Services KPIs Revenue Adjusted EBITDA* *See "Non-GAAP Financial Measures" above on slide 2.

 
| We shop. You save. Revenue $MM Adjusted EBITDA* 10 $37 $41 $8 $9 Life Auto & Home 3Q23 3Q24 $5 $3 $3 $4 Life Auto & Home 3Q23 3Q24 $MM *See "Non-GAAP Financial Measures" above on slide 2. Life and Auto & Home

 
| We shop. You save. Revised FY24 Financial Guidance REVENUE 11 +27% YoY At the Midpoint $1.25B ADJUSTED EBITDA** NET LOSS to $1.3B $100m to $110m $(34)m to $(21)m +41% YoY At the Midpoint +53% YoY At the Midpoint from $1.23 billion to $1.3 billion* from $90 million to $105 million* from ($45) million to ($22) million* *Revised FY24 Guidance provided on February 7, 2024 **See "Non-GAAP Financial Measures" above on slide 2.

 
| We shop. You save. Supplemental Information 12

 
| We shop. You save. Net Loss to Adjusted EBITDA Reconciliation 3Q FY 2024 (in thousands) Senior Healthcare Services Life Auto & Home Corp & Elims Consolidated Revenue $ 204,259 $ 124,207 $ 40,686 $ 9,134 $ (1,886) $ 376,400 Operating expenses (142,765) (122,598) (37,548) (5,524) (21,355) (329,790) Other income (expense), net — — — (1) (11) (12) Adjusted EBITDA 61,494 1,609 3,138 3,609 (23,252) 46,598 Share-based compensation expense (3,515) Transaction costs (3,325) Depreciation and amortization (6,704) Loss on disposal of property, equipment, and software (4) Interest expense, net (24,330) Income tax expense (169) Net income $ 8,551 13 3Q FY 2023 (in thousands) Senior Healthcare Services Life Auto & Home Corp & Elims Consolidated Revenue $ 185,200 $ 70,725 $ 36,950 $ 8,238 $ (1,715) $ 299,398 Operating expenses (126,034) (74,091) (31,446) (5,648) (17,947) (255,166) Other income (expense), net — — (201) 1 (6) (206) Adjusted EBITDA 59,166 (3,366) 5,303 2,591 (19,668) 44,026 Share-based compensation expense (2,959) Transaction costs (433) Depreciation and amortization (7,098) Loss on disposal of property, equipment, and software (15) Interest expense, net (21,105) Income tax expense (3,152) Net income $ 9,264

 
| We shop. You save. (in thousands) Range Net loss $ (34,000) $ (21,000) Income tax benefit (12,000) (8,000) Interest expense, net 96,000 94,000 Depreciation and amortization 26,000 24,000 Share-based compensation expense 14,000 13,000 Non-recurring expenses 10,000 8,000 Adjusted EBITDA $ 100,000 $ 110,000 Net Loss to Adjusted EBITDA Reconciliation FY24 Guidance 14

 
| We shop. You save. 15 SelectQuote Inc. 6800 West 115th Street Suite 2511 Overland Park, Kansas 66211 Phone: (913) 599-9225 Investor Relations investorrelations@selectquote.com

 
v3.24.1.u1
Cover
May 09, 2024
Cover [Abstract]  
Document Type 8-K
Document Period End Date May 09, 2024
Entity Registrant Name SELECTQUOTE, INC.
Entity Incorporation, State or Country Code DE
Entity File Number 001-39295
Entity Tax Identification Number 94-3339273
Entity Address, Address Line Two Suite 2511
Entity Address, Address Line One 6800 West 115th Street
Entity Address, City or Town Overland Park
Entity Address, State or Province KS
Entity Address, Postal Zip Code 66211
City Area Code 913
Local Phone Number 599-9225
Written Communications false
Soliciting Material false
Pre-commencement Tender Offer false
Pre-commencement Issuer Tender Offer false
Title of 12(b) Security Common Stock, $0.01 par value
Trading Symbol SLQT
Security Exchange Name NYSE
Entity Emerging Growth Company false
Entity Central Index Key 0001794783
Amendment Flag false
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