the expectations line 23 are primarily characterized as
So we aren't seeing or expecting anything but fast, continued growth. And, Derek, I think one of the points you made was that when you look at churn, you're really including everybody who switch plans, even those who remain within the eHealth platform. I will update you on the key initiatives and achievements that were made during the quarter in just a moment, but first, let me provide a summary of our third-quarter financial results. Dave, so a few things. I think you said 45% to 50% of your apps would be online. As a result, the first quarter is the most meaningful period in terms of persistency data. Frank Morgan -- RBC Capital Markets -- Analyst. In the second year, average churn rates have dropped and have continued decline as policies mature. I misunderstood. Is that still the case here? So that's an encouraging change. Hi guys. And for high performers, this is a chance to earn more money in the long run. Based on the new studies you've done, any changes there in the mix between assisted, unassisted online enrollment? You know, the other two leading indicators in terms of what we expect to improvement in persistency and LTVs are based on fulfillment mix that we commented on in terms of mix of online, which is 25% to 30% more favorable historically on LTVs, and also the use of internal agents versus vendor agents. But certainly, this year, we've gone to market not just with the customer center but with an entire redesign of our e-commerce funnel, taking into account customer research that we've done, first-party research, as well as extensive A/B testing. Elizabeth, that's a very good catch. And at the same time, we are, as you have heard here, making good progress in our final implementation of retention initiatives, which won't show up on our reported metrics because we do need observations on how persistency has improved in order for LTVs to increase again. And I recognize it's a seasonally slower, softer quarter, but I think the number is important given the discussion from the Q2 call. And one of the largest, most impactful was our retention team. You will see that our 2018 Medicare Advantage cohorts are already generating positive cash flow in excess of our initial acquisition costs, while the 2019 cohorts are nearing breakeven on that basis. One is the provider channel. And so we already are getting them into the plan that will cover all of their physicians, all of their specialists. Thanks, Scott, and good afternoon, everyone. Thank you. Before I turn the call over to Derek, I'd like to address churn dynamics on our platform. In line 23, the word "importing" could most accurately be restated as. We are proactively shifting investments across channels to maximize return on our marketing dollars and meet our internal targets for LTV to total acquisition cost per member ratio. Our total revenue for the third quarter was $94.3 million, an increase of 35% compared to the third quarter of 2019. So I think you should think about the partner channel in two broad buckets. Yeah. So given the investments and the trend that we've been on, we do think that, as you heard, that we will make continued improvements and acceleration in online enrollment. Got it. And then how do we get confidence that that is going to accelerate back up in the fourth quarter again? Terms in this set (22) The Kings discussion of his marriage in lines 8-14 is characterized primarily by. Our customer engagement and retention initiatives are expected to have long-lasting, positive financial impact. Sure. Sorry. Thanks, Scott. Adjusted EBITDA for the third quarter of 2020 was negative $13.3 million, compared to negative $18.8 million for the third quarter of 2019. OK. In-house eHealth agents now represent roughly 45% of our total sales force compared to just 30% last AEP. And we see great retention rates of our core agents. So is it that honing in on the units of economics in the fourth quarter that has led you to slow down growth this quarter, in particular? You were getting 10%, I believe, the math was before. This AEP, seniors have an even broader selection of high-quality, affordable plan with many major carriers expanding their geographic coverage. So you do remember correctly that in Q3 that we did have a catch-up on what was reported coming out of Q2, where there should have been a shift in the turnover members that it was reported in Q3 into Q2. So given that we expect our persistency improve, I would, as a ratio of revenue growth to commission revenue -- receivable growth, I would expect the commission revenue growth to be increasing as we see the persistency improves. And it's going to be related by leveraging the core of experienced agents but by having a better performance of newer agents than we've seen in years past. Then the second part of that is a capital allocation for sales and marketing in terms of what we want to put forth that makes sense for Q3 enrollment versus what we can generate in Q4 where we have much better unit economics. So as you know, Q3 is a seasonally low quarter for our business. Got it. And, Derek, I heard you say several times it was within expectations, but I'm still trying to understand why the slowdown from 3Q '19 to 3Q '20 to this extent was within expectations. From a more macro perspective, there has been a change beyond the seasonal pattern that we typically see with Q1 having the open enrollment period and then Q2 for that special enrollment period. I think we've seen nine quarters in a row now where LTVs for major medical IFP policies increase. Operator? So that's one. Good afternoon, and thanks for taking my question. I just want to also understand your trends in any approved members in third quarter. So there is 10% of the people who churn from a policy perspective that do come back to our platform. In conclusion, I'm pleased with our accomplishments this quarter. So our guidance has a revenue spread range of $40 million and EBITDA spread of $15 million. And prior to the establishment of this team, we would not have had any ability to save them the way we do now. Steve, so when you look at the LTVs, it is important to look at them on a year-over-year basis. But didn't your second quarter include like some 20,000-member turnover catch-up from the first quarter, so on an apples-to-apples basis, not that big decline? Thank you, everyone. Hey, guys, thanks for taking the question. Our estimated individual and family plan membership at the end of the third quarter was approximately 112,800, down 14% compared to estimated membership reported at the end of the third quarter a year ago. This AEP, we made a shift in our agent mix toward more full-time, in-house agents. I know the management team characterized the quarter as in line with your expectations. There is a seasonality with LTV. Thanks, Scott. So you're correct. I would have expected those channel partners to be most affected by COVID-19 given they're largely in person. So the biggest driver, if you're comparing those to comparison period, is because the last year, in Q3 2019, we had a very, very low comp compared to Q3 2018. This aligns compensation strategy with our goals and gives agents who are producing positive retention outcomes and opportunity to increase their overall compensation. So one of the things that our algorithms do is make sure that our best-performing agents are kept busiest with the best leads. And in the last year, we had the AEP and the OEP. Yeah, I can take that one. One is obviously if your revenue growth is growing -- continues to grow at a healthy clip. One place where we will be able to appropriate balance growth and also quality of enrollments in terms of persistency is online enrollments. Perhaps you could give us an update on how you see that looking forward because, as I said, the stock is down in the aftermarket. Additionally, we're seeing rapid adoption of the customer center technology. Frank, I'm going to introduce Phillip Morelock, who's our chief digital officer and oversees all product, data, and technology for eHealth, who is responsible for architecting, executing, and launching the customer center, because I really want him on the hook for these results.

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