George [Last Name Unknown]'s questions to eHealth Inc (EHTH) leadership • Q3 2024
Question
George [Last Name Unknown] asked about the scale of the pre-AEP appointment pipeline, the impact of the national election on marketing effectiveness, the performance of various lead channels, the likelihood of a CMS special enrollment period, and management's confidence in its LTV constraint methodology.
Answer
CEO Fran Soistman stated the appointment pipeline was put 'on steroids' this year, driven by market exits and plan withdrawals, leading to a strong start to AEP. He noted that marketing, particularly national DRTV, remained effective despite election noise, with all channels performing above expectations. He predicted CMS would not announce any special enrollment period until after Thanksgiving. CFO John Dolan addressed the LTV question, expressing confidence in their conservative constraint methodology, highlighting that the company has recorded positive tail adjustments in 26 of the last 27 quarters.