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    SelectQuote, Inc. Reports Third Quarter of Fiscal Year 2025 Results

    5/12/25 7:30:00 AM ET
    $SLQT
    Specialty Insurers
    Finance
    Get the next $SLQT alert in real time by email

    Third Quarter of Fiscal Year 2025 – Consolidated Earnings Highlights

    • Revenue of $408.2 million
    • Net income of $26.0 million
    • Adjusted EBITDA* of $37.7 million

    Fiscal Year 2025 Guidance Ranges:

    • Revenue expected in a range of $1.500 billion to $1.575 billion
    • Net income (loss) expected in a range of $(1) million to $28 million
    • Adjusted EBITDA* expected in a range of $115 million to $140 million

    Third Quarter Fiscal Year 2025 – Segment Highlights

    Senior

    • Revenue of $169.4 million
    • Adjusted EBITDA* of $45.7 million
    • Approved Medicare Advantage policies of 168,001

    Healthcare Services

    • Revenue of $189.6 million
    • Adjusted EBITDA* of $6.4 million
    • 105,523 SelectRx members

    Life

    • Revenue of $45.8 million
    • Adjusted EBITDA* of $6.4 million

    SelectQuote, Inc. (NYSE:SLQT) reported consolidated revenue for the third quarter of fiscal year 2025 of $408.2 million compared to consolidated revenue for the third quarter of fiscal year 2024 of $376.4 million. Consolidated net income for the third quarter of fiscal year 2025 was $26.0 million compared to consolidated net income for the third quarter of fiscal year 2024 of $8.6 million. Finally, consolidated Adjusted EBITDA* for the third quarter of fiscal year 2025 was $37.7 million compared to consolidated Adjusted EBITDA* for the third quarter of fiscal year 2024 of $46.6 million.

    SelectQuote Chief Executive Officer, Tim Danker, remarked, "We are very proud of the service and value we delivered to America's seniors over this past year's highly unique Medicare Advantage season. SelectQuote's agent-led model paired with our technology-enabled information advantage made our platform more valuable than ever to participants in the healthcare ecosystem. Policy features changed materially and plan termination activity from carriers was significantly higher than historical averages. Through that volatility and confusion, SelectQuote's agents again delivered remarkable and efficient service, highlighted by a 15% increase in year-over-year policy close rates. SelectQuote is organized to help each and every customer as an individual and despite significant change, our agents were able to help a higher percentage of them this year than last. Strong execution in our Senior business paired with continued performance in Healthcare Services and our Life division all contributed to successful consolidated results for our fiscal 3rd quarter."

    * See "Non-GAAP Financial Measures" below.

    Segment Results

    We currently have three reportable segments: 1) Senior, 2) Healthcare Services and 3) Life. The performance measures of the segments include total revenue and Adjusted EBITDA.* Costs of commissions and other services 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 our segment profit measure to evaluate the operating performance of our business. We define Adjusted EBITDA as income (loss) before income tax expense (benefit) plus: (i) interest expense, net; (ii) depreciation and amortization; (iii) share-based compensation; (iv) goodwill, long-lived asset, and intangible assets impairments; (v) transaction costs; (vi) loss on disposal of property, equipment and software, net; (vii) other non-recurring expenses and income; (viii) changes in fair value of warrant liabilities. Adjusted EBITDA Margin is calculated as Adjusted EBITDA divided by revenue.

    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)

    2025

     

    2024

    % Change

    2025

     

    2024

    % Change

    Revenue

    $

    169,442

     

     

    $

    204,259

     

    (17)%

    $

    517,930

     

     

    $

    541,705

     

    (4)%

    Adjusted EBITDA*

     

    45,701

     

     

     

    61,494

     

    (26)%

     

    153,949

     

     

     

    138,871

     

    11 %

    Adjusted EBITDA Margin*

     

    27

    %

     

     

    30

    %

     

     

    30

    %

     

     

    26

    %

     

    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,

     

     

    2025

     

    2024

     

    % Change

    2025

     

    2024

     

    % Change

    Medicare Advantage

    201,817

     

    226,692

     

    (11)%

    588,872

     

    602,936

     

    (2)%

    All other (1)

    22,858

     

    18,677

     

    22 %

    65,975

     

    57,646

     

    14 %

    Total

    224,675

     

    245,369

     

    (8)%

    654,847

     

    660,582

     

    (1)%

    (1) Represents the submitted policies for medicare supplement, dental, vision and hearing, prescription drug plan and other.

    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.

    * See "Non-GAAP Financial Measures" below.

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

     

    Three Months Ended

    March 31,

     

     

    Nine Months Ended

    March 31,

     

     

     

    2025

     

    2024

     

    % Change

    2025

     

    2024

     

    % Change

    Medicare Advantage

    168,001

     

    185,716

     

    (10)%

    507,530

     

    517,973

     

    (2)%

    All other (1)

    17,623

     

    16,390

     

    8 %

    50,316

     

    48,570

     

    4 %

    Total

    185,624

     

    202,106

     

    (8)%

    557,846

     

    566,543

     

    (2)%

    (1) Represents the approved policies for medicare supplement, dental, vision and hearing, prescription drug plan and other.

    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):

    2025

     

    2024

     

    % Change

    2025

     

    2024

     

    % Change

    Medicare Advantage

    $

    915

     

    $

    995

     

    (8)%

    $

    892

     

    $

    923

     

    (3)%

    All other (1)

     

    151

     

     

    139

     

    9 %

     

    139

     

     

    134

     

    4 %

    (1) Represents the weighted average LTV per approved policy.

    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)

    2025

     

    2024

     

    % Change

    2025

     

    2024

     

    % Change

    Revenue

    $

    189,569

     

     

    $

    124,207

     

     

    53 %

    $

    528,677

     

     

    $

    333,284

     

     

    59 %

    Adjusted EBITDA*

     

    6,445

     

     

     

    1,609

     

     

    301 %

     

    13,534

     

     

     

    6,911

     

     

    96 %

    Adjusted EBITDA Margin*

     

    3

    %

     

     

    1

    %

     

     

     

    3

    %

     

     

    2

    %

     

     

    Operating Metrics

    Members

    The total number of SelectRx members represents the amount of active customers to which an order has been shipped and the prescriptions per day represents the total average prescriptions shipped per business day. These two metrics are the primary drivers of revenue for Healthcare Services.

    * See "Non-GAAP Financial Measures" below.

    The following table shows the total number of SelectRx members as of the periods presented:

     

    March 31, 2025

    March 31, 2024

    Total SelectRx Members

    105,523

    75,074

    The total number of SelectRx members increased by 41% as of March 31, 2025, compared to March 31, 2024, due to our strategy to grow SelectRx membership.

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

     

     

    Three Months Ended

    March 31,

    Nine Months Ended

    March 31,

     

    2025

    2024

    2025

    2024

    Prescriptions Per Day

    29,015

    20,216

     

    26,942

    17,582

    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 primarily driven by 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 cost, 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.

    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):

    2025

     

    2024

    MA and MS approved policies

     

    616,379

     

     

     

    630,013

     

    MA and MS commission per MA / MS policy

    $

    885

     

     

    $

    907

     

    Other commission per MA/MS policy

     

    13

     

     

     

    10

     

    Pharmacy revenue per MA/MS policy

     

    1,063

     

     

     

    641

     

    Other revenue per MA/MS policy

     

    103

     

     

     

    126

     

    Total revenue per MA / MS policy

     

    2,064

     

     

     

    1,684

     

    Total operating expenses per MA / MS policy

     

    (1,794

    )

     

     

    (1,425

    )

    Adjusted EBITDA per MA/MS policy *

    $

    270

     

     

    $

    259

     

    Adjusted EBITDA Margin per MA/MS policy *

     

    13

    %

     

     

    15

    %

    Revenue / CAC multiple

    5.8X

     

    4.2X

    Total revenue per MA/MS policy increased 23% for the twelve months ended March 31, 2025, compared to the twelve months ended March 31, 2024, primarily due to the increase in pharmacy revenue. Total operating expenses per MA/MS policy increased 26% for the twelve months ended March 31, 2025, compared to the twelve months ended March 31, 2024, driven by an increase in cost of goods sold-pharmacy revenue for Healthcare Services 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)

    2025

    2024

    % Change

    2025

    2024

    % Change

    Revenue

    $

    45,842

     

    $

    40,686

     

     

    13 %

    $

    124,993

     

    $

    115,855

     

     

    8 %

    Adjusted EBITDA*

     

    6,364

     

     

    3,138

     

    103 %

     

    19,747

     

     

    12,945

     

    53 %

    Adjusted EBITDA Margin*

     

    14

    %

     

    8

    %

     

     

    16

    %

     

    11

    %

     

     

    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.

    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)

    2025

     

    2024

     

    % Change

     

    2025

     

    2024

    % Change

    Term Premiums

    $

    18,930

     

    $

    16,788

     

    13 %

     

    $

    51,459

     

    $

    52,376

     

    (2)%

    Final Expense Premiums

     

    27,681

     

     

    23,724

     

    17 %

     

     

    74,292

     

     

    62,811

     

    18 %

    Total

    $

    46,611

     

    $

    40,512

     

    15 %

     

    $

    125,751

     

    $

    115,187

     

    9 %

    * See "Non-GAAP Financial Measures" below.

    Earnings Conference Call

    SelectQuote, Inc. will host a conference call with the investment community on May 12, 2025, beginning at 8:30 a.m. ET. To register for this conference call, please use this link: https://registrations.events/direct/Q4I54780976. 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.

    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 net income (loss) before income tax expense (benefit), plus interest expense, depreciation and amortization, changes in fair value of warrant liabilities, 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 income (loss) before tax expense (benefit). 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 that 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 net income (loss) before income tax expense (benefit) to Adjusted EBITDA are presented 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: 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; 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.

    About SelectQuote:

    Founded in 1985, SelectQuote (NYSE:SLQT) 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. Today, the Company operates an ecosystem offering high touchpoints for consumers across insurance, pharmacy, and virtual care.

    With an ecosystem offering engagement points for consumers across insurance, Medicare, pharmacy, and value-based care, the company now has three core business lines: SelectQuote Senior, SelectQuote Healthcare Services, and SelectQuote Life. 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, SelectPatient Management, a provider of chronic care management services, and Healthcare Select which proactively connects consumers with a wide breadth of healthcare services supporting their needs.

    Source: SelectQuote, Inc.

     

    SELECTQUOTE, INC. AND SUBSIDIARIES

    CONDENSED CONSOLIDATED BALANCE SHEETS

    (Unaudited)

    (In thousands)

     

    March 31, 2025

     

    June 30, 2024

    ASSETS

     

     

     

    CURRENT ASSETS:

     

     

     

    Cash, cash equivalents, and restricted cash

    $

    84,795

     

     

    $

    42,690

     

    Accounts receivable, net of allowances of $12.0 million and $8.2 million, respectively

     

    184,879

     

     

     

    150,035

     

    Commissions receivable-current

     

    75,326

     

     

     

    119,871

     

    Other current assets

     

    15,216

     

     

     

    20,327

     

    Total current assets

     

    360,216

     

     

     

    332,923

     

    COMMISSIONS RECEIVABLE—Net

     

    839,757

     

     

     

    761,446

     

    PROPERTY AND EQUIPMENT—Net

     

    15,411

     

     

     

    18,973

     

    SOFTWARE—Net

     

    14,425

     

     

     

    13,978

     

    OPERATING LEASE RIGHT-OF-USE ASSETS

     

    24,799

     

     

     

    23,437

     

    INTANGIBLE ASSETS—Net

     

    7,098

     

     

     

    10,194

     

    GOODWILL

     

    29,438

     

     

     

    29,438

     

    OTHER ASSETS

     

    4,689

     

     

     

    3,519

     

    TOTAL ASSETS

    $

    1,295,833

     

     

    $

    1,193,908

     

     

     

     

     

    LIABILITIES, PREFERRED STOCK, AND SHAREHOLDERS' EQUITY

     

     

     

    CURRENT LIABILITIES:

     

     

     

    Accounts payable

    $

    77,713

     

     

    $

    36,587

     

    Accrued expenses

     

    17,481

     

     

     

    16,904

     

    Accrued compensation and benefits

     

    59,257

     

     

     

    57,594

     

    Operating lease liabilities—current

     

    4,847

     

     

     

    4,709

     

    Current portion of long-term debt

     

    28,991

     

     

     

    45,854

     

    Contract liabilities

     

    945

     

     

     

    8,066

     

    Other current liabilities

     

    4,469

     

     

     

    4,873

     

    Total current liabilities

     

    193,703

     

     

     

    174,587

     

    LONG-TERM DEBT, NET—less current portion

     

    362,493

     

     

     

    637,480

     

    DEFERRED INCOME TAXES

     

    39,980

     

     

     

    37,478

     

    OPERATING LEASE LIABILITIES

     

    26,183

     

     

     

    25,685

     

    OTHER LIABILITIES

     

    115,649

     

     

     

    1,877

     

    Total liabilities

     

    738,008

     

     

     

    877,107

     

     

     

     

     

    COMMITMENTS AND CONTINGENCIES

     

     

     

    PREFERRED STOCK:

     

     

     

    Senior Non-Convertible Preferred Stock, $0.01 par value, 350,000 shares and no shares issued and outstanding as of March 31, 2025 and June 30, 2024, respectively, current liquidation preference of $354.4 million and $0.0 million as of March 31, 2025 and June 30, 2024, respectively

     

    207,613

     

     

     

    —

     

    SHAREHOLDERS' EQUITY:

     

     

     

    Common stock, $0.01 par value

     

    1,727

     

     

     

    1,694

     

    Additional paid-in capital

     

    583,542

     

     

     

    580,764

     

    Accumulated deficit

     

    (235,057

    )

     

     

    (269,769

    )

    Accumulated other comprehensive income

     

    —

     

     

     

    4,112

     

    Total shareholders' equity

     

    350,212

     

     

     

    316,801

     

    TOTAL LIABILITIES, PREFERRED STOCK, AND SHAREHOLDERS' EQUITY

    $

    1,295,833

     

     

    $

    1,193,908

     

     

    SELECTQUOTE, INC. AND SUBSIDIARIES

    CONDENSED CONSOLIDATED STATEMENTS OF COMPREHENSIVE INCOME (LOSS)

    (Unaudited)

    (In thousands)

     

    Three Months Ended March 31,

     

    Nine Months Ended March 31,

     

    2025

     

    2024

     

    2025

     

    2024

    REVENUE:

     

     

     

     

     

     

     

    Commissions and other services

    $

    222,889

     

     

    $

    256,118

     

     

    $

    663,338

     

     

    $

    690,702

     

    Pharmacy

     

    185,271

     

     

     

    120,282

     

     

     

    518,154

     

     

     

    323,865

     

    Total revenue

     

    408,160

     

     

     

    376,400

     

     

     

    1,181,492

     

     

     

    1,014,567

     

     

     

     

     

     

     

     

     

    OPERATING COSTS AND EXPENSES:

     

     

     

     

     

     

     

    Cost of commissions and other services revenue

     

    79,412

     

     

     

    84,315

     

     

     

    246,283

     

     

     

    254,250

     

    Cost of goods sold—pharmacy revenue

     

    162,304

     

     

     

    106,172

     

     

     

    448,029

     

     

     

    284,360

     

    Marketing and advertising

     

    92,733

     

     

     

    109,276

     

     

     

    254,222

     

     

     

    288,676

     

    Selling, general, and administrative

     

    41,685

     

     

     

    34,971

     

     

     

    122,850

     

     

     

    97,049

     

    Technical development

     

    9,967

     

     

     

    8,604

     

     

     

    29,086

     

     

     

    24,291

     

    Total operating costs and expenses

     

    386,101

     

     

     

    343,338

     

     

     

    1,100,470

     

     

     

    948,626

     

     

     

     

     

     

     

     

     

    INCOME FROM OPERATIONS

     

    22,059

     

     

     

    33,062

     

     

     

    81,022

     

     

     

    65,941

     

     

     

     

     

     

     

     

     

    INTEREST EXPENSE, NET

     

    (20,407

    )

     

     

    (24,330

    )

     

     

    (67,160

    )

     

     

    (70,141

    )

    CHANGE IN FAIR VALUE OF WARRANTS

     

    32,986

     

     

     

    —

     

     

     

    25,344

     

     

     

    —

     

    OTHER EXPENSE, NET

     

    (37

    )

     

     

    (12

    )

     

     

    (70

    )

     

     

    (51

    )

    INCOME (LOSS) BEFORE INCOME TAX EXPENSE (BENEFIT)

     

    34,601

     

     

     

    8,720

     

     

     

    39,136

     

     

     

    (4,251

    )

    INCOME TAX EXPENSE (BENEFIT)

     

    8,579

     

     

     

    169

     

     

     

    4,424

     

     

     

    (1,143

    )

     

     

     

     

     

     

     

     

    NET INCOME (LOSS)

    $

    26,022

     

     

    $

    8,551

     

     

    $

    34,712

     

     

    $

    (3,108

    )

    Senior Non-Convertible Preferred Stock accumulated dividends and accretion

    $

    (5,787

    )

     

    $

    —

     

     

    $

    (5,787

    )

     

    $

    —

     

    NET INCOME (LOSS) ATTRIBUTABLE TO COMMON SHAREHOLDERS

    $

    20,235

     

     

    $

    8,551

     

     

    $

    28,925

     

     

    $

    (3,108

    )

     

     

     

     

     

     

     

     

    NET INCOME (LOSS) ATTRIBUTABLE TO COMMON SHAREHOLDERS PER SHARE:

     

     

     

     

     

     

     

    Basic

    $

    0.11

     

     

    $

    0.05

     

     

    $

    0.17

     

     

    $

    (0.02

    )

    Diluted

    $

    0.03

     

     

    $

    0.05

     

     

    $

    0.13

     

     

    $

    (0.02

    )

     

     

     

     

     

     

     

     

    WEIGHTED-AVERAGE COMMON STOCK OUTSTANDING USED IN PER SHARE AMOUNTS:

     

     

     

     

     

     

     

    Basic

     

    178,156

     

     

     

    169,070

     

     

     

    173,462

     

     

     

    168,291

     

    Diluted

     

    186,639

     

     

     

    170,956

     

     

     

    178,895

     

     

     

    168,291

     

     

     

     

     

     

     

     

     

    OTHER COMPREHENSIVE LOSS NET OF TAX:

     

     

     

     

     

     

     

    Change in cash flow hedge

     

    —

     

     

     

    (1,771

    )

     

     

    (4,112

    )

     

     

    (7,203

    )

    OTHER COMPREHENSIVE LOSS

     

    —

     

     

     

    (1,771

    )

     

     

    (4,112

    )

     

     

    (7,203

    )

    COMPREHENSIVE INCOME (LOSS)

    $

    26,022

     

     

    $

    6,780

     

     

    $

    30,600

     

     

    $

    (10,311

    )

     

    SELECTQUOTE, INC. AND SUBSIDIARIES

    CONDENSED CONSOLIDATED STATEMENTS OF CASH FLOWS

    (Unaudited)

    (In thousands)

     

     

     

    Nine months ended March 31,

     

     

    2025

     

    2024

    CASH FLOWS FROM OPERATING ACTIVITIES:

     

     

     

     

    Net income (loss)

     

    $

    34,712

     

     

    $

    (3,108

    )

    Adjustments to reconcile net income (loss) to net cash, cash equivalents, and restricted cash used in operating activities:

     

     

     

     

    Depreciation and amortization

     

     

    15,584

     

     

     

    18,591

     

    Loss on disposal of property, equipment, and software

     

     

    160

     

     

     

    13

     

    Share-based compensation expense

     

     

    13,505

     

     

     

    10,512

     

    Deferred income taxes

     

     

    4,424

     

     

     

    (2,151

    )

    Amortization of debt issuance costs and debt discount

     

     

    3,880

     

     

     

    4,863

     

    Write-off of debt issuance costs

     

     

    93

     

     

     

    293

     

    Accrued interest payable in kind

     

     

    13,301

     

     

     

    14,323

     

    Change in fair value of warrants

     

     

    (25,344

    )

     

     

    —

     

    Non-cash lease expense

     

     

    2,849

     

     

     

    1,945

     

    Bad debt expense

     

     

    4,203

     

     

     

    4,602

     

    Changes in operating assets and liabilities:

     

     

     

     

    Accounts receivable, net

     

     

    (39,047

    )

     

     

    (103,121

    )

    Commissions receivable

     

     

    (33,765

    )

     

     

    7,375

     

    Other assets

     

     

    (343

    )

     

     

    (2,620

    )

    Accounts payable and accrued expenses

     

     

    41,163

     

     

     

    36,073

     

    Operating lease liabilities

     

     

    (3,574

    )

     

     

    (3,802

    )

    Other liabilities

     

     

    (5,985

    )

     

     

    11,453

     

    Net cash provided by (used in) operating activities

     

     

    25,816

     

     

     

    (4,759

    )

    CASH FLOWS FROM INVESTING ACTIVITIES:

     

     

     

     

    Purchases of property and equipment

     

     

    (1,690

    )

     

     

    (3,114

    )

    Proceeds from sales of property and equipment

     

     

    —

     

     

     

    253

     

    Purchases of software and capitalized software development costs

     

     

    (6,513

    )

     

     

    (6,065

    )

    Net cash used in investing activities

     

     

    (8,203

    )

     

     

    (8,926

    )

    CASH FLOWS FROM FINANCING ACTIVITIES:

     

     

     

     

    Proceeds from revolving line of credit

     

     

    166,900

     

     

     

    —

     

    Payments on revolving line of credit

     

     

    (166,900

    )

     

     

    —

     

    Payments on Term Loans

     

     

    (384,644

    )

     

     

    (30,412

    )

    Proceeds on ABS Notes

     

     

    99,095

     

     

     

    —

     

    Payments on ABS Notes

     

     

    (11,723

    )

     

     

    —

     

    Payments on other debt

     

     

    (202

    )

     

     

    (112

    )

    Proceeds from common stock options exercised and employee stock purchase plan

     

     

    112

     

     

     

    8

     

    Proceeds from issuance of Senior Non-Convertible Preferred Stock

     

     

    337,855

     

     

     

    —

     

    Senior Non-Convertible Preferred Stock issuance costs

     

     

    (7,076

    )

     

     

    —

     

    Payments of tax withholdings related to net share settlement of equity awards

     

     

    (5,019

    )

     

     

    (374

    )

    Payments of debt issuance costs

     

     

    (2,479

    )

     

     

    (773

    )

    Net cash provided by (used in) financing activities

     

     

    25,919

     

     

     

    (31,663

    )

    NET INCREASE (DECREASE) IN CASH, CASH EQUIVALENTS AND RESTRICTED CASH

     

     

    43,532

     

     

     

    (45,348

    )

    CASH, CASH EQUIVALENTS AND RESTRICTED CASH —Beginning of period

     

     

    42,690

     

     

     

    83,156

     

    CASH, CASH EQUIVALENTS AND RESTRICTED CASH —End of period

     

    $

    86,222

     

     

    $

    37,808

     

     

    SELECTQUOTE, INC. AND SUBSIDIARIES

    Adjusted EBITDA to Income (Loss) before income tax expense (benefit) Reconciliation

    (Unaudited)

     

     

    Three Months Ended March 31, 2025

    (in thousands)

    Senior

     

    Healthcare Services

     

    Life

     

    Total

    Adjusted Segment EBITDA

    $

    45,701

     

    $

    6,445

     

    $

    6,364

     

    $

    58,510

     

    All other Adjusted EBITDA

     

     

     

     

     

     

     

    3,549

     

    Corporate & elimination of intersegment profits

     

     

     

     

     

     

     

    (24,336

    )

    Adjusted EBITDA

     

     

     

     

     

     

    $

    37,723

     

     

     

     

     

     

     

     

     

    Share-based compensation expense

     

     

     

     

     

     

     

    (4,960

    )

    Transaction costs

     

     

     

     

     

     

     

    (5,813

    )

    Depreciation and amortization

     

     

     

     

     

     

     

    (4,925

    )

    Loss on disposal of property, equipment, and software, net

     

     

     

     

     

     

     

    (3

    )

    Change in fair value of warrants

     

     

     

     

     

     

     

    32,986

     

    Interest expense, net

     

     

     

     

     

     

     

    (20,407

    )

    Income before income tax expense (benefit)

     

     

     

     

     

     

    $

    34,601

     

     

     

    Three Months Ended March 31, 2024

    (in thousands)

    Senior

     

    Healthcare Services

     

    Life

     

    Total

    Adjusted Segment EBITDA

    $

    61,494

     

    $

    1,609

     

    $

    3,138

     

    $

    66,241

     

    All other Adjusted EBITDA

     

     

     

     

     

     

     

    3,609

     

    Corporate & elimination of intersegment profits

     

     

     

     

     

     

     

    (23,252

    )

    Adjusted EBITDA

     

     

     

     

     

     

    $

    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, net

     

     

     

     

     

     

     

    (4

    )

    Interest expense, net

     

     

     

     

     

     

     

    (24,330

    )

    Income before income tax expense (benefit)

     

     

     

     

     

     

    $

    8,720

     

     

    SELECTQUOTE, INC. AND SUBSIDIARIES

    Adjusted EBITDA to Income (Loss) before income tax expense (benefit) Reconciliation

    (Unaudited)

     

     

    Nine Months Ended March 31, 2025

    (in thousands)

    Senior

     

    Healthcare Services

     

    Life

     

    Total

    Adjusted Segment EBITDA

    $

    153,949

     

    $

    13,534

     

    $

    19,747

     

    $

    187,230

     

    All other Adjusted EBITDA

     

     

     

     

     

     

     

    9,645

     

    Corporate & elimination of intersegment profits

     

     

     

     

     

     

     

    (73,316

    )

    Adjusted EBITDA

     

     

     

     

     

     

    $

    123,559

     

     

     

     

     

     

     

     

     

    Share-based compensation expense

     

     

     

     

     

     

     

    (13,505

    )

    Transaction costs

     

     

     

     

     

     

     

    (13,358

    )

    Depreciation and amortization

     

     

     

     

     

     

     

    (15,584

    )

    Loss on disposal of property, equipment, and software, net

     

     

     

     

     

     

     

    (160

    )

    Change in fair value of warrants

     

     

     

     

     

     

     

    25,344

     

    Interest expense, net

     

     

     

     

     

     

     

    (67,160

    )

    Income before income tax expense (benefit)

     

     

     

     

     

     

    $

    39,136

     

     

    Nine Months Ended March 31, 2024

    (in thousands)

    Senior

     

    Healthcare Services

     

    Life

     

    Total

    Adjusted Segment EBITDA

    $

    138,871

     

    $

    6,911

     

    $

    12,945

     

    $

    158,727

     

    All other Adjusted EBITDA

     

     

     

     

     

     

     

    11,654

     

    Corporate & elimination of intersegment profits

     

     

     

     

     

     

     

    (67,746

    )

    Adjusted EBITDA

     

     

     

     

     

     

    $

    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, net

     

     

     

     

     

     

     

    (13

    )

    Interest expense, net

     

     

     

     

     

     

     

    (70,141

    )

    Loss before income tax expense (benefit)

     

     

     

     

     

     

    $

    (4,251

    )

     

    SELECTQUOTE, INC. AND SUBSIDIARIES

    Net Income (Loss) to Adjusted EBITDA Reconciliation

    (Unaudited)

     

    Guidance Net income (loss) to Adjusted EBITDA reconciliation, year ending June 30, 2025:

     

    (in thousands)

    Range

    Net income (loss)

    $

    (1,000

    )

     

    $

    28,000

     

    Income tax expense (benefit)

     

    —

     

     

     

    10,000

     

    Interest expense, net

     

    82,000

     

     

     

    75,000

     

    Depreciation and amortization

     

    22,000

     

     

     

    20,000

     

    Share-based compensation expense

     

    19,000

     

     

     

    16,000

     

    Change in FV of warrant liability

     

    (25,000

    )

     

     

    (25,000

    )

    Transaction costs

     

    18,000

     

     

     

    16,000

     

    Adjusted EBITDA

    $

    115,000

     

     

    $

    140,000

     

     

    View source version on businesswire.com: https://www.businesswire.com/news/home/20250512623560/en/

    Investor Relations:

    Sloan Bohlen

    877-678-4083

    [email protected]

    Media:

    Matt Gunter

    913-286-4931

    [email protected]

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      7/2/25 5:26:27 PM ET
      $SLQT
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    • SEC Form 10-Q filed by SelectQuote Inc.

      10-Q - SelectQuote, Inc. (0001794783) (Filer)

      5/12/25 4:12:38 PM ET
      $SLQT
      Specialty Insurers
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    • SelectQuote Inc. filed SEC Form 8-K: Results of Operations and Financial Condition, Financial Statements and Exhibits

      8-K - SelectQuote, Inc. (0001794783) (Filer)

      5/12/25 7:33:00 AM ET
      $SLQT
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    $SLQT
    Analyst Ratings

    Analyst ratings in real time. Analyst ratings have a very high impact on the underlying stock. See them live in this feed.

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    • Jefferies initiated coverage on SelectQuote with a new price target

      Jefferies initiated coverage of SelectQuote with a rating of Hold and set a new price target of $2.75

      5/21/25 8:59:27 AM ET
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    • Craig Hallum initiated coverage on SelectQuote with a new price target

      Craig Hallum initiated coverage of SelectQuote with a rating of Buy and set a new price target of $4.50

      9/30/24 8:47:10 AM ET
      $SLQT
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    • Noble Capital Markets initiated coverage on SelectQuote with a new price target

      Noble Capital Markets initiated coverage of SelectQuote with a rating of Outperform and set a new price target of $5.00

      2/29/24 8:29:44 AM ET
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    $SLQT
    Insider Purchases

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    • Director Devine Denise L bought $14,460 worth of shares (4,000 units at $3.62), increasing direct ownership by 1% to 318,583 units (SEC Form 4)

      4 - SelectQuote, Inc. (0001794783) (Issuer)

      3/19/25 4:54:26 PM ET
      $SLQT
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    • SEC Form 4: Matthews Joshua Brandon bought $113,295 worth of shares (97,500 units at $1.16), increasing direct ownership by 32% to 400,937 units

      4 - SelectQuote, Inc. (0001794783) (Issuer)

      9/18/23 6:29:01 PM ET
      $SLQT
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    • SEC Form 4: Grant William Thomas Iii bought $179,250 worth of shares (150,000 units at $1.20), increasing direct ownership by 9% to 1,913,851 units

      4 - SelectQuote, Inc. (0001794783) (Issuer)

      9/18/23 6:28:20 PM ET
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    $SLQT
    Insider Trading

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    • CHIEF OPERATING OFFICER Grant William Thomas Iii transferred by will 448,474 shares), increasing direct ownership by 20% to 2,672,050 units (SEC Form 4)

      4 - SelectQuote, Inc. (0001794783) (Issuer)

      7/3/25 9:03:53 AM ET
      $SLQT
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    • PRESIDENT Grant Robert Clay transferred by will 448,474 shares), increasing direct ownership by 22% to 2,464,408 units (SEC Form 4)

      4 - SelectQuote, Inc. (0001794783) (Issuer)

      7/3/25 9:03:07 AM ET
      $SLQT
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    • Director Devine Denise L bought $14,460 worth of shares (4,000 units at $3.62), increasing direct ownership by 1% to 318,583 units (SEC Form 4)

      4 - SelectQuote, Inc. (0001794783) (Issuer)

      3/19/25 4:54:26 PM ET
      $SLQT
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    $SLQT
    Financials

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    • SelectQuote, Inc. Reports Third Quarter of Fiscal Year 2025 Results

      Third Quarter of Fiscal Year 2025 – Consolidated Earnings Highlights Revenue of $408.2 million Net income of $26.0 million Adjusted EBITDA* of $37.7 million Fiscal Year 2025 Guidance Ranges: Revenue expected in a range of $1.500 billion to $1.575 billion Net income (loss) expected in a range of $(1) million to $28 million Adjusted EBITDA* expected in a range of $115 million to $140 million Third Quarter Fiscal Year 2025 – Segment Highlights Senior Revenue of $169.4 million Adjusted EBITDA* of $45.7 million Approved Medicare Advantage policies of 168,001 Healthcare Services Revenue of $189.6 million Adjusted EBITDA* of $6.4 million 105,523 SelectRx members Li

      5/12/25 7:30:00 AM ET
      $SLQT
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    • SelectQuote to Release Fiscal Third Quarter 2025 Earnings on May 12

      SelectQuote, Inc. (NYSE:SLQT), a leading distributor of Medicare insurance policies and owner of a rapidly growing Healthcare Services platform, today announced it will release its third quarter 2025 financial results before market open on Monday, May 12, 2025. Chief Executive Officer, Tim Danker, and Chief Financial Officer, Ryan Clement, will host a conference call on the day of the release (May 12, 2025) at 8:30 am ET to discuss the results. To register for this conference call, please use this link: https://registrations.events/direct/Q4I54780976. After registering, a confirmation will be sent via email, including dial in details and unique conference call codes for entry. Registratio

      5/5/25 8:00:00 AM ET
      $SLQT
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    • SelectQuote, Inc. Reports Second Quarter of Fiscal Year 2025 Results

      Second Quarter of Fiscal Year 2025 – Consolidated Earnings Highlights Revenue of $481.1 million Net income of $53.2 million Adjusted EBITDA* of $87.5 million Fiscal Year 2025 Guidance Ranges: Revenue expected in a range of $1.500 billion to $1.575 billion Net income (loss) expected in a range of $(24) million to $11 million Adjusted EBITDA* expected in a range of $115 million to $140 million Second Quarter Fiscal Year 2025 – Segment Highlights Senior Revenue of $255.6 million Adjusted EBITDA* of $100.5 million Approved Medicare Advantage policies of 247,849 Healthcare Services Revenue of $183.4 million Adjusted EBITDA* of $2.2 million 96,695 Se

      2/10/25 4:05:00 PM ET
      $SLQT
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    $SLQT
    Leadership Updates

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    • SelectQuote Names Ryan Clement as Chief Financial Officer

      Clement has served as Interim CFO since May 2022 SelectQuote, Inc. (NYSE:SLQT) today announced that the Board of Directors appointed Ryan Clement, SVP of Financial Planning & Analysis, to serve as the company's Chief Financial Officer. Clement was named interim CFO in May 2022. CEO Tim Danker commented, "Over the last year, Ryan has excelled as our Interim CFO and has demonstrated both the financial acumen and leadership qualities we are looking for in the company's next permanent CFO. Ryan has played a critical role in our strategic redesign that has vastly improved SelectQuote's operating results and financial stability and positions the company to execute on our objectives in the futur

      2/22/23 8:00:00 AM ET
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    $SLQT
    Large Ownership Changes

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    • SEC Form SC 13G/A filed by SelectQuote Inc. (Amendment)

      SC 13G/A - SelectQuote, Inc. (0001794783) (Subject)

      1/29/24 3:26:24 PM ET
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    • SEC Form SC 13G/A filed by SelectQuote Inc. (Amendment)

      SC 13G/A - SelectQuote, Inc. (0001794783) (Subject)

      2/14/23 1:42:28 PM ET
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    • SEC Form SC 13G/A filed by SelectQuote Inc. (Amendment)

      SC 13G/A - SelectQuote, Inc. (0001794783) (Subject)

      2/1/23 4:54:05 PM ET
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