Financial Data and Key Metrics Changes - Total revenue for Q3 2025 was approximately $53.9 million, down 8% year-over-year [14] - GAAP net loss improved to $31.7 million from $42.5 million, and adjusted EBITDA loss was $34 million, an improvement from a loss of $34.8 million last year [15] - Positive net adjustment revenue (TEL revenue) for Q3 was $12.1 million, compared to $1.1 million last year, contributing to improved profitability [15][17] Business Line Data and Key Metrics Changes - Medicare segment revenue was $49.9 million, down from $53.2 million, reflecting lower enrollment volume but partially offset by TEL revenue [15] - Total Medicare applications declined by 26%, attributed to the impact of new dual-eligible enrollment rules [15] - Employer and individual segment revenue was $3.9 million, down from $5.2 million, due to shifts in market dynamics and reduced marketing spend [17] Market Data and Key Metrics Changes - The company noted a solid year-over-year increase in commission rates, indicating strong relationships with carriers [7] - The overall Medicare Advantage membership is expected to decline by about 3%, but long-term growth is anticipated as Medicare Advantage is projected to represent a larger percentage of total Medicare by 2030 [38] Company Strategy and Development Direction - The company is focused on executing the Annual Enrollment Period (AEP) effectively and is well-prepared compared to competitors [5] - Plans to refresh three-year financial targets and enhance capital structure were mentioned, including extending the maturity of a term loan [5][19] - The company aims to leverage its technology and AI capabilities to improve operational efficiencies and consumer experience [10][12] Management's Comments on Operating Environment and Future Outlook - Management expressed confidence in the strategic decisions made to prepare for elevated consumer activity during AEP [14] - The company raised its 2025 GAAP net income and adjusted EBITDA guidance ranges, reflecting strong performance through Q3 [12][21] - Management emphasized the importance of member retention and the effectiveness of new initiatives aimed at improving engagement [16][31] Other Important Information - The company ended Q3 with $75.3 million in cash and equivalents, down from $105.2 million last year [18] - Operating cash flow was negative $25.3 million, an improvement from negative $29.3 million last year [18] Q&A Session Summary Question: Can you discuss the disruption relative to AEP and its implications? - Management noted that similar levels of demand year-over-year are tied to carrier disruption, with results aligning with expectations so far [24][25] Question: What does being opportunistic during AEP look like? - The company is focusing on investing in marketing channels with better economics and higher LTV to CAC ratios [26][28] Question: How is retention being improved? - Management highlighted increased outbound calls and investments in brand and retention initiatives, leading to improved retention metrics [30][31] Question: Are the current enrollments commissionable? - Management confirmed that the enrollments are in commissionable plans, expecting to receive commissions on the production [41] Question: What are the expectations for tail revenue and adjusted EBITDA? - Management explained the increase in tail revenue guidance and its relationship to overall revenue expectations, indicating potential upside in Q4 [45]