Scott, afternoon, everyone. good and Thanks,
quarter IFP internal our annual a the agent in Medicare strength significant our in of Second reflect period. growth and in ahead Medicare business higher-than-expected results force enrollment enrollments, investment the
Medicare compared and with Negative a plans line attributable and quarter new a that, partially that shift Medicare approved largely expectations is growth lifetime factors. from to PDP our being tail declined members. or of strong Underneath revenue compared Medicare revenue tail primarily segment year in Medicare second grew negative in commission offset impact $XX.X X% X% Medicare XX% values Advantage a our decline year in product residual Advantage the enrollments revenue Medicare continuing by X% was year-over-year, drug growth stand-alone on demand revenue a line to business other million of in our quarter consumer the to impacted Second in from driven our The by was in ago. enrollment ago. away revenue by MA a
membership Medicare number the ago. quarter approximately increasing was of or a an commission-generating members to at Our of of compared Advantage increase XX% XX% year the estimated end Medicare with second XXX,XXX estimated
the relative Second of trailing first Advantage plans churn XX% Medicare was quarter quarter unchanged year. to XX-month estimated the for
lower As who online. we significantly enrolled Scott in to experience members continue mentioned, churn
Advantage grow, churn enrollments. year-to-date MA approximately X, with For collections date fully rates online observing effective January plans cash we're of in XX% unassisted to for the are Medicare site Per Medicare Please payments. that compared first Medicare our rate by member continue that new 'XX, our from our to members Relations cohort earnings contribution posted commission business driven the lower telephonic and cash commission Investor slides for data increases collections. year on to typically higher reflecting generate higher consult
showing the slides, of on QX Advantage updated we've also part earnings cash by Medicare As year. cohorts our payback our analysis
As our generated collections annual upfront each analysis compares MA acquisition by these the a members costs reminder, of against acquire this to date. to cash spent cohorts
basis You'll have cash our cohorts generating see to that breakeven renewal continue be on and forward going that positive XXXX flow now MA as achieved payments. will collect monthly we
Turning to small and individual our family segment. business
a Second from segment described in year million a $XX.X quarter XXX% to earlier the revenue. this ago, and million, market included trends IFP reflecting that in revenue $XX.X positive increase was compared Scott tail
values and for increase these XX% ago. lifetime products in proved In the IFP compared year higher products our a to dental to demand we addition members across and during quarter, strong observed vision a
revenue X% compared increase million, the quarter total the XXXX. was for quarter second of second an to of Our $XX.X
in membership Our internal includes approved for member, the in year, to the approximately enrollment due which to costs In internal increased larger ramp quarter our customer members. XX% investment with compared and now to at for us expense profitability helps all fourth year a growth primarily a upon of in to early enrollment quarter marketing per a ago. combined total metrics. planned capacity compared agents to ago. to the quarter position estimated costs This our quality. improve AEP the our our Medicare of year telesales I'd this and care was review This acquisition total telesales capacity enrollment end business, start and an internal was representing X,XXX,XXX much second percentage agent and And products like
period QX traditional and callers was conversion Medicare a million the online $XX.X special to but costs loss enrollment costs. On last from declined channel, per-enrollment of switch carries and To generated shift of X% year. of proportion a customer to our the plans. by higher the lower the Contribution XX% in visitors television channel, direct as enrollment The acquisition particular, the care over during segment QX second in to and The million due last profit that our driven a of the benefiting to of towards profit from segment year-over individual million in quarter the channels inbound rates, in marketing of $X.X ongoing in side, it which generated existed the of advertising small increase significantly second member second partially of of family lesser extent, center, and segment and business XXXX. per in marketing $XX web quarter in $XX.X XXXX. were the online year profit a cost from compared eligible call million higher both to COVID-related million was away compared
the EBITDA. a was ago compared of $X.X These expenses full GAAP quarter the XXXX of $XX.X second second G&A net exclude XXXX. the million, Please contributions XXXX of impact quarter to a due net Second enrollments quarter loss sequential loss to Medicare to line. $XX quarter operating XX% for earnings year we from and expense to description our adjusted declined Adjusted for the compensation. product XX% of stronger-than-expected for tech and was quarter non-GAAP release basis. second and by our Plan how a negative million our Individual second for Family EBITDA on refer a compared of million calculate expectations of Advantage favorable to XXXX content non-GAAP grew and combined stock-based and
grew $XX.X cash negative million cash Our XX of operations expansion, ago. to enrollment year Medicare was $XXX trailing Trailing compared Medicare second membership collections XX-month year were months commission Year-to-date cash to our XXXX. a ago, a million in business collections and compared million second the flow negative positive $XX.X cash $XX.X from for from operations was million strong by and million higher member. growth XX% the per negative to quarter $XX.X quarter new driven flow compared
of April million on from closed million inclusive As proceeds HIG in and of $XXX the marketable that XX. of $XXX equivalents cash, XX, securities had we net investment cash the June
reflects million we the $XXX receivable balance collect Our also comprised to next expect months million sheet and in commissions long-term over totaling that's of that $XXX receivable. million $XXX significant XX commissions
I'd the briefly of to Before guidance, to statement investment. the we highlight get impact like financial HIG
value to quarter. line income income redemption stock. highlight in to don't require per $X its resulting For changes that the our statement net GAAP EPS dividend, after and the million quarter, common We've method paid-in-kind the and redemption preferred earnings million. changes in is million below In income during year, using changes impact adjustment using participating to the total like in stock in security the share. stockholders X% quarter. accrued changes in these and quarters value using the in income interest accounting net to we a Due This charges value We've the these guidance, due And the the and available charges expect share. us reflects net related which HIG our these second preferred also recognize changes recorded the stockholders the also impact features earnings to method, the third the redemption a dividend GAAP redemption fourth totaled also which preferred convertible be the rules for years is investment calculating are we the closing, each period. numerator, I'd interest to $X.X period. while $X.X value charge redemption the recorded attributable to to six per do each approximately GAAP they in of XXXX
XXXX per the to reduction estimated of common in $X.XX per for income metric be in we're $X.XX stockholders result, attributable reflecting due EPS a to to HIG share range $X.XX investment. a share, an diluted new net As the providing to
guidance higher diluted per Our EBITDA, investment. adjusted reaffirming net non-GAAP a net share previous $X.XX of diluted We're our expenses in per operations. $X.XX $X.XX GAAP consolidated revenue, impacts any the of GAAP share as was income, guidance corporate it to of used income net HIG share income and on annual include didn't basis, per including XXXX shared cash
as Our guidance described. HIG the EPS impact has reflect from been to just investment, the adjusted for GAAP I
in and the profit to revenue reduction our are quality primarily revenue segment by and updating below expectations, second profit Business tracked XXXX and tail half update the on revenue for segment reflects, two, expected ranges guidance Medicare-related PDP exceeding tail a tail IFP our in while for dynamics enrollment with impact year-to-date initiatives the our in IFP and Small one, the expectations, customer Medicare and engagement revenue matching driven applying and This increase of products; our revenue has our We expenses investment segment ranges Medicare of the segment. to year.
of $XXX million of $XX in our $XX million million to to Specifically, to is is we're the in segment range prior to And Medicare the the to revenue XXXX to of now profit to million of to $XX prior to $XXX million. expected now forecasting Medicare be to million is compared and business revenue $XX family small million. compared $XX XXXX to million range be be $XX of range segment million compared of $XXX of to million to our our million expected million range $XX be range in $XXX million. million million expected of business to compared segment family range $XXX now our $XX guidance range $XXX prior $XXX to $XXX the small segment for individual Individual prior profit and to range guidance million. in
in regarding cadence second half make Finally, I'd the like to the comments expected of quarterly some year. the
million. EBITDA be quarter with adjusted $XX is third few here. to line excess roughly in revenue at expected loss QX, to in while play We be are A expect factors of
headcount First, productivity the at in are still third agent agents training. and quarter with with XXXX percentage will yet utilization rates their these represent ahead not of a many AEP the peak of full large who
led of which Second, we tail revenue, EBITDA and impact longer sequential times retention rates to adjusted straight member our some initiatives has new in finally, drops currently lower to call And talk forecast of reduction average the line. IFP for conversion a near-term enrollments. telephonic the
platform. team. important in additional spend choice of we which our our are for time, in any as anticipate expect customer our on and to Company you current consumer assumptions lifetime based and to values result these comments training stronger goal for at remind business, also for We I'd awareness the current judgments, of on these higher expansion like our well service the guidance indications estimates, change Over agent time. initiatives as that and may
result changes in actual the open assumptions guidance. obligations circumstances line. our differ now and the call and to undertake a may please open or our questions. results no our like Our estimates, I'd comments update judgments. of as for to We Operator, up
