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Segment Information | 9 Months Ended
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Mar. 31, 2021
Segment Reporting [Abstract] |
Segment Information | SEGMENT INFORMATION The Company’s reportable segments have been determined in accordance with ASC 280, Segment Reporting (“ASC 280”). The Company currently has three reportable segments: i) Senior, ii) Life, and iii) Auto & Home, which represent the three main types of insurance products sold by the Company. The Senior segment primarily sells senior Medicare-related health insurance, and includes the lead generation business of InsideResponse, of which the revenue is included in production bonus and other revenue in the condensed consolidated statements of comprehensive income. The Life segment primarily sells term life insurance and final expense policies, and the Auto & Home segment primarily sells individual automobile and homeowners’ insurance. In addition, the Company accounts for non-operating activity, share-based compensation expense, certain intersegment eliminations, and the costs of providing corporate and other administrative services in its administrative division, Corporate & Eliminations. These services are not directly identifiable with the Company’s reportable segments and are shown in the tables below to reconcile the reportable segments to the condensed consolidated financial statements. The Company has not aggregated any operating segments together to represent a reportable segment. The Company reports segment information based on how its chief operating decision maker (“CODM”) regularly reviews its operating results, allocates resources, and makes decisions regarding business operations. The performance measures of the segments include total revenue and Adjusted EBITDA because management believes that such information is the most relevant in evaluating the results of the respective segments relative to other entities that operate in the same industries. Costs of revenue, marketing and advertising, 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, 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, marketing and advertising, technical development, and 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; restructuring expenses; and non-recurring expenses such as severance payments and transaction costs. Our CODM does not separately evaluate assets by segment; therefore, assets by segment are not presented. The following table presents information about the reportable segments for the three months ended March 31, 2021:
(in thousands) | Senior |  | Life |  | Auto & Home |  | Corp & Elims |  | Consolidated
Revenue | $ | 215,600 |  |  | $ | 46,400 |  |  | $ | 6,973 |  |  | $ | (2,050) |  |  | $ | 266,923 |
Operating expenses | (140,111) |  |  | (43,225) |  |  | (5,877) |  |  | (12,507) |  | (1) | (201,720) |
Other expenses, net | — |  |  | — |  |  | — |  |  | (15) |  |  | (15) |
Adjusted EBITDA | $ | 75,489 |  |  | $ | 3,175 |  |  | $ | 1,096 |  |  | $ | (14,572) |  |  | 65,188 |
Share-based compensation expense |  |  |  |  |  |  |  |  | (1,429) |
Non-recurring expenses (2) |  |  |  |  |  |  |  |  | (4,667) |
Fair value adjustments to contingent earnout obligations |  |  |  |  |  |  |  |  | (334) |
Depreciation and amortization |  |  |  |  |  |  |  |  | (4,323) |
Loss on disposal of property, equipment, and software |  |  |  |  |  |  |  |  | (101) |
Interest expense, net |  |  |  |  |  |  |  |  | (7,355) |
Loss on extinguishment of debt |  |  |  |  |  |  |  |  | (3,315) |
Income tax expense |  |  |  |  |  |  |  |  | (7,183) |
Net income |  |  |  |  |  |  |  |  | $ | 36,481 |
(1) Operating expenses in the Corp & Elims division primarily include $9.8 million in salaries and benefits for certain general, administrative, and IT related departments and $3.2 million in professional services fees. (2) These expenses primarily consist of costs incurred for the First Amendment, the recent acquisition of a lead distribution company, re-designation of the hedge, and the Secondary Offering. The following table presents information about the reportable segments for the three months ended March 31, 2020:
(in thousands) | Senior |  | Life |  | Auto & Home |  | Corp & Elims |  | Consolidated
Revenue | $ | 107,351 |  |  | $ | 30,956 |  |  | $ | 10,442 |  |  | $ | (145) |  |  | $ | 148,604 |
Operating expenses | (61,169) |  |  | (27,462) |  |  | (8,856) |  |  | (7,059) |  | (1) | (104,546) |
Other expenses, net | — |  |  | — |  |  | — |  |  | (4) |  |  | (4) |
Adjusted EBITDA | $ | 46,182 |  |  | $ | 3,494 |  |  | $ | 1,586 |  |  | $ | (7,208) |  |  | 44,054 |
Share-based compensation expense |  |  |  |  |  |  |  |  | (19) |
Non-recurring expenses(2) |  |  |  |  |  |  |  |  | (1,256) |
Depreciation and amortization |  |  |  |  |  |  |  |  | (2,105) |
Loss on disposal of property, equipment, and software |  |  |  |  |  |  |  |  | (236) |
Interest expense, net |  |  |  |  |  |  |  |  | (9,356) |
Income tax expense |  |  |  |  |  |  |  |  | (7,366) |
Net income |  |  |  |  |  |  |  |  | $ | 23,716 |
(1) Operating expenses in the Corp & Elims division primarily include $4.3 million in salaries and benefits for certain general, administrative, and IT related departments and $2.0 million in professional services fees. (2) These expenses primarily consist of non-recurring compensation to certain board members, non-restructuring severance expenses, costs incurred with respect to the acquisition of InsideResponse, and expenses related to business continuity in response to the COVID-19 pandemic. The following table presents information about the reportable segments for the nine months ended March 31, 2021:
(in thousands) | Senior |  | Life |  | Auto & Home |  | Corp & Elims |  | Consolidated
Revenue | $ | 604,309 |  |  | $ | 125,598 |  |  | $ | 23,752 |  |  | $ | (4,293) |  |  | $ | 749,366 |
Operating expenses | (385,363) |  |  | (105,532) |  |  | (16,889) |  |  | (34,771) |  | (1) | (542,555) |
Other expenses, net | — |  |  | — |  |  | — |  |  | (58) |  |  | (58) |
Adjusted EBITDA | $ | 218,946 |  |  | $ | 20,066 |  |  | $ | 6,863 |  |  | $ | (39,122) |  |  | 206,753 |
Share-based compensation expense |  |  |  |  |  |  |  |  | (3,689) |
Non-recurring expenses (2) |  |  |  |  |  |  |  |  | (5,490) |
Fair value adjustments to contingent earnout obligations |  |  |  |  |  |  |  |  | (1,487) |
Depreciation and amortization |  |  |  |  |  |  |  |  | (11,260) |
Loss on disposal of property, equipment, and software |  |  |  |  |  |  |  |  | (261) |
Interest expense, net |  |  |  |  |  |  |  |  | (20,898) |
Loss on extinguishment of debt |  |  |  |  |  |  |  |  | (3,315) |
Income tax expense |  |  |  |  |  |  |  |  | (32,619) |
Net income |  |  |  |  |  |  |  |  | $ | 127,734 |
(1) Operating expenses in the Corp & Elims division primarily include $24.8 million in salaries and benefits for certain general, administrative, and IT related departments and $9.5 million in professional services fees. (2) These expenses primarily consist of costs incurred for the First Amendment, the recent acquisition of a lead distribution company, re-designation of the hedge, and the Secondary Offering as well as non-recurring compensation to a former executive, non-restructuring severance expenses, and expenses related to business continuity in response to the COVID-19 pandemic. The following table presents information about the reportable segments for the nine months ended March 31, 2020:
(in thousands) | Senior |  | Life |  | Auto & Home |  | Corp & Elims |  | Consolidated
Revenue | $ | 273,808 |  |  | $ | 87,543 |  |  | $ | 29,061 |  |  | $ | (344) |  |  | $ | 390,068 |
Operating expenses | (161,456) |  |  | (71,991) |  |  | (23,467) |  |  | (19,248) |  | (1) | (276,162) |
Other expenses, net | — |  |  | — |  |  | — |  |  | (20) |  |  | (20) |
Adjusted EBITDA | $ | 112,352 |  |  | $ | 15,552 |  |  | $ | 5,594 |  |  | $ | (19,612) |  |  | 113,886 |
Share-based compensation expense |  |  |  |  |  |  |  |  | (9,283) |
Non-recurring expenses(2) |  |  |  |  |  |  |  |  | (2,648) |
Depreciation and amortization |  |  |  |  |  |  |  |  | (5,273) |
Loss on disposal of property, equipment, and software |  |  |  |  |  |  |  |  | (235) |
Interest expense, net |  |  |  |  |  |  |  |  | (16,239) |
Income tax expense |  |  |  |  |  |  |  |  | (19,110) |
Net income |  |  |  |  |  |  |  |  | $ | 61,098 |
(1) Operating expenses in the Corp & Elims division primarily include $10.7 million in salaries and benefits for certain general, administrative, and IT related departments and $6.3 million in professional services fees. (2) These expenses consist primarily of one-time consulting expenses associated with adopting ASC 606, non-recurring compensation to certain board members, non-restructuring severance expenses, payroll costs related to the Distribution, costs incurred with respect to the acquisition of InsideResponse, and expenses related to business continuity in response to the COVID-19 pandemic. Revenues from each of the reportable segments are earned from transactions in the United States and follow the same accounting policies used for the Company’s condensed consolidated financial statements. All of the Company’s long-lived assets are located in the United States. For the three months ended March 31, 2021, three insurance carrier customers from Senior accounted for 25%, 20%, and 15% of total revenue. For the three months ended March 31, 2020, three insurance carrier customers from Senior accounted for 24%, 17%, and 15% of total revenue. For the nine months ended March 31, 2021, three insurance carrier customers from Senior accounted for 26%, 20%, and 15% of total revenue. For the nine months ended March 31, 2020, three insurance carrier customers from Senior accounted for 27%, 19%, and 13% of total revenue.

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- Definition The entire disclosure for reporting segments including data and tables. Reportable segments include those that meet any of the following quantitative thresholds a) it's reported revenue, including sales to external customers and intersegment sales or transfers is 10 percent or more of the combined revenue, internal and external, of all operating segments b) the absolute amount of its reported profit or loss is 10 percent or more of the greater, in absolute amount of 1) the combined reported profit of all operating segments that did not report a loss or 2) the combined reported loss of all operating segments that did report a loss c) its assets are 10 percent or more of the combined assets of all operating segments. + References Reference 1: http://www.xbrl.org/2003/role/disclosureRef -Publisher FASB -Name Accounting Standards Codification -Topic 280 -SubTopic 10 -Section 50 -Paragraph 31 -URI http://asc.fasb.org/extlink&oid=120311839&loc=d3e8924-108599 Reference 2: http://www.xbrl.org/2003/role/disclosureRef -Publisher FASB -Name Accounting Standards Codification -Topic 280 -SubTopic 10 -Section 50 -Paragraph 34 -URI http://asc.fasb.org/extlink&oid=120311839&loc=d3e8981-108599 Reference 3: http://www.xbrl.org/2003/role/disclosureRef -Publisher FASB -Name Accounting Standards Codification -Topic 280 -SubTopic 10 -Section 50 -Paragraph 21 -Subparagraph (a) -URI http://asc.fasb.org/extlink&oid=120311839&loc=d3e8721-108599 Reference 4: http://www.xbrl.org/2003/role/disclosureRef -Publisher FASB -Name Accounting Standards Codification -Topic 280 -SubTopic 10 -Section 50 -Paragraph 40 -URI http://asc.fasb.org/extlink&oid=120311839&loc=d3e9031-108599 Reference 5: http://www.xbrl.org/2003/role/disclosureRef -Publisher FASB -Name Accounting Standards Codification -Topic 280 -SubTopic 10 -Section 50 -Paragraph 32 -Subparagraph (f) -URI http://asc.fasb.org/extlink&oid=120311839&loc=d3e8933-108599 Reference 6: http://www.xbrl.org/2003/role/disclosureRef -Publisher FASB -Name Accounting Standards Codification -Topic 280 -SubTopic 10 -Section 50 -Paragraph 32 -Subparagraph (e) -URI http://asc.fasb.org/extlink&oid=120311839&loc=d3e8933-108599 Reference 7: http://www.xbrl.org/2003/role/disclosureRef -Publisher FASB -Name Accounting Standards Codification -Topic 280 -SubTopic 10 -Section 50 -Paragraph 26 -URI http://asc.fasb.org/extlink&oid=120311839&loc=d3e8844-108599 Reference 8: http://www.xbrl.org/2003/role/disclosureRef -Publisher FASB -Name Accounting Standards Codification -Topic 280 -SubTopic 10 -Section 50 -Paragraph 41 -URI http://asc.fasb.org/extlink&oid=120311839&loc=d3e9038-108599 Reference 9: http://www.xbrl.org/2003/role/disclosureRef -Publisher FASB -Name Accounting Standards Codification -Topic 280 -SubTopic 10 -Section 50 -Paragraph 32 -Subparagraph (d) -URI http://asc.fasb.org/extlink&oid=120311839&loc=d3e8933-108599 Reference 10: http://www.xbrl.org/2003/role/disclosureRef -Publisher FASB -Name Accounting Standards Codification -Topic 280 -SubTopic 10 -Section 50 -Paragraph 22 -URI http://asc.fasb.org/extlink&oid=120311839&loc=d3e8736-108599 Reference 11: http://www.xbrl.org/2003/role/disclosureRef -Publisher FASB -Name Accounting Standards Codification -Topic 280 -SubTopic 10 -Section 50 -Paragraph 42 -URI http://asc.fasb.org/extlink&oid=120311839&loc=d3e9054-108599 Reference 12: http://www.xbrl.org/2003/role/disclosureRef -Publisher FASB -Name Accounting Standards Codification -Topic 280 -SubTopic 10 -Section 50 -Paragraph 15 -URI http://asc.fasb.org/extlink&oid=120311839&loc=d3e8657-108599 Reference 13: http://www.xbrl.org/2003/role/disclosureRef -Publisher FASB -Name Accounting Standards Codification -Topic 280 -SubTopic 10 -Section 50 -Paragraph 21 -Subparagraph (b) -URI http://asc.fasb.org/extlink&oid=120311839&loc=d3e8721-108599 Reference 14: http://www.xbrl.org/2003/role/disclosureRef -Publisher FASB -Name Accounting Standards Codification -Topic 280 -URI http://asc.fasb.org/topic&trid=2134510 + Details
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