LendingTree Q1 2026 Earnings Call - Insurance Drives Record Growth While Consumer Demand Softens on Macro Headwinds

Kelly, Conference Call Operator: Good day, and thank you for standing by. Welcome to the LendingTree, Inc.’s first quarter 2026 earnings conference call. At this time, all participants are in a listen-only mode. After the speaker’s presentation, there will be a question and answer session. Please be advised that today’s conference is being recorded. I would now like to hand the conference over to your speaker today, Andrew Wessel, Head of Investor Relations. Please go ahead.

Andrew Wessel, Head of Investor Relations, LendingTree, Inc.: Thank you, Kelly. Hello to everyone joining us on the call to discuss our first quarter 2026 financial results. On with us today are Scott Peyree, our President and CEO; and Jason Bengel, our CFO. This afternoon, we posted a detailed letter to shareholders on our investor relations website. We have also posted a new investor presentation that we would encourage everyone to look at on our website. For the purposes of today’s discussion, we will assume that listeners have gone through those materials and will focus on Q&A. Before I hand over the call to Scott for his remarks, I remind everyone that during this call, we may discuss LendingTree’s expectations for future performance. Any forward-looking statements that we make are subject to risks and uncertainties. LendingTree’s actual results could differ materially from the views expressed today.

Many, but not all of the risks we face are described in our periodic reports filed with the SEC. We will also discuss a variety of non-GAAP measures on the call, and I refer you to today’s press release and shareholder letter, both available on our website for comparable GAAP definitions and full reconciliations of non-GAAP measures to GAAP. With that, Scott, please go ahead.

Scott Peyree, President and Chief Executive Officer, LendingTree, Inc.: Thanks, Andrew. I appreciate everyone joining us on the call today. I’m going to start with some highlights from our first quarter results then spend a few minutes on how we’re executing on our strategy before opening up the line for questions. We’ve posted an updated presentation on our investor relations website that goes deeper on some of the remarks I have today. We had an exceptional start to the year. Adjusted EBITDA grew 71% year-over-year on a 37% increase in revenue, driven by a very strong performance in our insurance segment and a healthy contribution from consumer. We had a record revenue quarter, it was the highest quarterly adjusted EBITDA we’ve had in six years. Just as importantly, we continued to strengthen our financial position.

Net leverage declined to 2.1 times from 3.4 times a year ago. We are pleased to receive a credit upgrade from S&P to B+ with a stable outlook. Stepping back, what these results reinforce is the strength of our model. We operate a high margin, asset-light marketplace with a scalable cost structure. We are demonstrating meaningful operating leverage as we grow. That combination, strong growth and expanding margin, is core to our investment proposition. Turning to our segments. Insurance continues to lead the way. Revenue and segment profit both achieve new records in the quarter, growing 51% and 50% respectively year-over-year. We are now the largest marketplace for consumers to shop for their insurance needs, be that auto, home, health or other products.

Our scale with our largest carriers, combined with growing demand from mid-size insurers competing for market share, provides our network with unparalleled depth and breadth. That translates into better outcomes for consumers and optimizes our monetization. Looking ahead, we expect price decreases in auto insurance across select states to further stimulate shopping activity and competition amongst carriers, which should support continuing momentum. It is becoming clearer and clearer that the P&C industry has entered into a period of strong health and stability. In consumer, we delivered another quarter of healthy growth led by small business lending. Revenue increased 49% year-over-year. As the quarter progressed, we did begin to see some softening in consumer demand for loans.

We believe this is tied to the broader macro dynamics, including elevated tax refunds earlier in the year and more recently, a decline in consumer sentiment, which reached historically low levels in April. We are seeing similar patterns from small business borrowers as well. While we’re mindful of these near-term headwinds, we remain confident in the long-term growth opportunity in consumer. As broader macro uncertainty begins to normalize, we expect demand to recover and credit supply to be ample. In the meantime, we continue to invest in our small business concierge capabilities, which remains a key differentiator in driving conversion and customer satisfaction. Home remains pressured by elevated mortgage rates, but we continue to view the current level of revenue and profit as cyclical lows, and we have meaningful upside as rates normalize and transaction volumes recover.

After making a dedicated marketing investment during the first quarter, we expect revenue growth will continue and margins should expand in Q2. Unlike most of our competitors that over-index to specific verticals, we lead with our diversified platform. Each of our operating segments has unique macroeconomic drivers. Insurance cycles tend to be uncorrelated with changes in interest rates and benefit from long-term secular shift towards digital acquisition. Our consumer segment is most closely tied to credit availability, while home is most highly tied to rate and interest rates and tied to the mortgage cycles. This diversification enables us to navigate varying market and economic cycles while still offering a clear path to growth. At the midpoint of our updated 2026 outlook, adjusted EBITDA is running at a 3-year compound annual growth rate of 26%.

We believe this growth profile, combined with our advantage margin structure and capital efficiency, are unique and valuable components of our business model. I’d like to provide an update on execution against our strategy. As a reminder, our North Star is to be the number 1 destination to shop for financial products. Everything we do is anchored in that objective, which is focused on 4 pillars: accelerating the core business, improving the consumer experience, expanding our product offerings, and rebuilding our brand. At the heart of this strategy is a simple idea. If we deliver a better experience and build stronger brand awareness, we increase organic traffic, improve conversion, and drive better unit economics across the platform. On the consumer side, a compelling brand promise brings users into our ecosystem.

We deliver an easy and memorable experience that helps them accomplish what they came to do, which improves satisfaction, repeat usage, and referrals. That increases lifetime value while reducing customer acquisition costs. On the partner side, more high-intent traffic leads to more monetization opportunities. As partners see better outcomes, they deepen integrations, increase spend, and compete more aggressively within our marketplace, which further improves pricing and selection for our consumers. One of the clearest opportunities we see in shifting more of our traffic mix is shifting more of our traffic mix towards organic channels. Every 5-point increase in organic revenue mix represents about $40 million of incremental segment profit and roughly 400 basis point uplift in our variable marketing margin. This is the economic opportunity we’re actively investing into. Through improvements in consumer experience that drive repeat visits and brand initiatives that increase unaided awareness.

AI is a critical enabler across all of these efforts. We understand investor focus on AI and its potential impact to our business. Our view is very clear. AI is a tailwind, not a disruptor. AI is changing how consumers discover information, but it is not changing how financial products are ultimately purchased. These are complex, highly regulated transactions that require trust, compliance, identity verification, and deep integration with providers. In that context, marketplaces like ours become even more important. AI can guide consumers, but it cannot complete the transaction. It cannot underwrite a loan, bind an insurance policy, or securely handle sensitive financial data across multiple providers. That is where our platform plays a critical role. We are leaning into this shift. We are using AI to improve every stage of the consumer journey, from personalized engagement and financial guidance to smarter matching and more efficient application handoffs.

At the same time, we are deploying AI internally to drive efficiency across marketing, sales, and operations. During the quarter, we launched an internally developed AI agent for our search marketing teams that provides real-time optimization insights. Based on early success, we are expanding this capability across additional channels and into our sales organization. We are also continuing to see strong results from AI-powered voice tools in our call centers and are extending those capabilities into outbound and SMS engagement as well. Taken together, these initiatives are improving conversion, reducing costs, and reinforcing our role as the transaction layer in the financial ecosystem. To wrap up, we believe our investment proposition is compelling. We are a high-margin, asset-light marketplace with proven operating leverage. We have multiple growth engines with embedded upside across insurance, consumer, and home.

We have a strengthened balance sheet that provides flexibility and resilience, and we are leveraging AI to enhance our platform. We’re encouraged by our strong results to start the year and remain confident in both our strategy and our ability to execute. While we are mindful of near-term macro headwinds, we believe we are well-positioned to deliver durable growth and increased profitability over time. With that, I’ll pause here and open the line for questions.

Kelly, Conference Call Operator: Thank you. At this time, we will conduct a question-and-answer session. As a reminder, to ask a question, you will need to press star 1 1 on your telephone and wait for your name to be announced. To withdraw your question, please press star 1 1 again. Please stand by while we compile the Q&A roster. Our first question comes from the line of Ryan Tomasello from KBW. Your line is now open.

Ryan Tomasello, Analyst, KBW: Hi, everyone. Congrats on the strong start to the year. I guess just to maybe start on the slowdown, Scott, that you’re highlighting in consumer loan demand. I guess not all that surprising given the geopolitical backdrop. Just wanted to put a finer point around that, whether it’s also being accompanied by tightening credit boxes at your partners. Is there any way to quantify the impact that you’re baking into the guidance, incorporating this new backdrop? Thank you.

Scott Peyree, President and Chief Executive Officer, LendingTree, Inc.: I mean, maybe I’ll have Jason talk to the exact quantifying, which is kind of hard during these wild geopolitical times we’re in right now. I mean, I would say just on the credit availability side, we haven’t seen as much impact on credit availability, especially for example, like on the personal loan business. It’s more have been around consumer shopping behavior and, you know, with consumer sentiment all-time low, you know, gas prices that are all-time high, you know, a bunch of consumers getting extra tax refunds, you know, in kind of the February-March timeframe, we just saw demand drop off for personal loans for many of those reasons.

We have seen it start to increase again in April, which is good, it is still below what we would expect seasonal shopping behavior to be in Q2 at this point in time. It’s definitely off of the March lows. You know, when the war started in March, the gas prices went way up. That was kind of a shock to the system in that month specifically. Now, on the small business lending side, I would say, we’re seeing a little bit of both, where you’re seeing fewer merchants, small merchants look for loans, and the size of loans they’re looking for is lower than normal.

We’re also seeing on the lender side a little bit. The credit is still available, but it’s typically they’re offering lower loan amounts at higher interest rates. When you have a cautious merchant to begin with, then they’re not getting the exact loan they want, it’s a little bit higher interest rate, you know, they’re just, you know. The sense that we’re getting is they’re just not as urgently looking for money right now because of macro geopolitical stuff that’s going on. I think this is a short-term thing that will go away. Once consumer sentiment comes back up, you know, hopefully things settle down geopolitically. I think we’ll just be right back off to the races.

Jason Bengel, Chief Financial Officer, LendingTree, Inc.: Yeah.

Scott Peyree, President and Chief Executive Officer, LendingTree, Inc.: Maybe just turn to the guide a little bit. Sorry, go Jason.

Jason Bengel, Chief Financial Officer, LendingTree, Inc.: No, sorry, go ahead.

Ryan Tomasello, Analyst, KBW: No, please finish your response, please.

Jason Bengel, Chief Financial Officer, LendingTree, Inc.: Just with respect to the guide, you know, like Scott said, you know, January and February, we were doing really well. It was very strong. March and April, we did see headwinds, right? Like, there’s a lot of things we’re talking about. With SMB, like Scott said, we did see decline in appetite from both merchants and lenders, and that resulted in a decrease in close rate, which has the effect of decreasing our RPL. Coming out of the end of Q1, we did see a downward trend. Normally, what we expect to see is Q2 and Q3 is the strongest in consumer. That’s just typical seasonality.

Where, you know, where consumer sentiment is now at record lows and elevated gas prices like we’ve had, you know, what we’re assuming in the guide is just conservative. We’re assuming very, very muted seasonality, with the possibility of further credit tightening out there. So we’re being very conservative. We’re not hearing anything from our partners that would indicate we’re tightening, but we’re just really assuming much more muted seasonality than we otherwise would.

Ryan Tomasello, Analyst, KBW: Great. Thanks for all that color. I guess turning to insurance, if you can just elaborate on what you are seeing for run rate trends there and your expectations for the balance of the year. In particular, I think last quarter you had called out some nice stats around just the diversification of the carrier spend on the platform and the growth you were seeing from the number 4 plus partners on the marketplace. If you can provide any updated stats there, that would be helpful. Thanks.

Jason Bengel, Chief Financial Officer, LendingTree, Inc.: Yeah, I mean, I’ll let Scott speak to, you know, some of the Q1 records that we’re seeing. We had some great performance in Q1. Like we talked about on the last call, Q1 insurance performance was incredibly strong. Our prior record in Q4 was $48 million of VMD. You can see we beat that by a large margin, 20% or up $10 million. We did see that normalize a bit coming out of Q1, which we expected. Going forward, we still expect to be materially ahead of that prior record. This really goes to the benefit of having a diversified product portfolio, right? Like, where we’re seeing some headwinds in consumer that we hope will abate, insurance, the backdrop is still very, very strong.

Insurance carrier profitability is very, very high, and competition seems to be increasing, you know, at a rapid pace. Going forward, Q1, you know, it’s gonna normalize a bit, but it’s still gonna be performing at very, very strong levels.

Scott Peyree, President and Chief Executive Officer, LendingTree, Inc.: Yeah. Just to add in there, just at a high level, the carrier demand just remains extremely strong. We’ve had even towards the end of the quarter heading into Q2, there was a carrier that hadn’t worked with in a long time, came back on the network spending decent amount of money. You know, another carrier that historically spends pretty small amounts of money increased their budget pretty dramatically. Another carrier that typically just buys one of our products, you know, we’ve got elite click and call products. You know, they expanded and started buying another product to try to access like a higher overall quantity of our consumers.

It’s just a very, very healthy competitive marketplace in insurance right now, which it just makes it better and better for consumer choice, which helps drive further shopping as good consumer choice is there. Another thing I’d throw in was health insurance was a very pleasant surprise for us in Q1. We attribute a lot of that to a lot of the COVID health insurance subsidies that a lot of people were getting started coming to an end in Q1. It was a surprising large amount of consumers were out just shopping for health insurance and coming through our network. That was a very pleasant surprise for us in Q1.

You know, heading in, I think, you know, as Jason said, we dramatically outperformed what our forecast and expectations were for Q1. You know, Q2, we’re not expecting it to be at those same levels. A little bit of it is also, if you look at seasonality, you know, consumer shopping behavior for insurance products comes down a little bit in Q2. But I mean, big picture, very healthy marketplace and we continue to expect insurance to grow year-over-year for the indefinite future.

Ryan Tomasello, Analyst, KBW: Thank you.

Kelly, Conference Call Operator: Thank you. One moment for our next question. Our next question comes from the line of Mike Grondahl from Northland Capital Markets.

Owen, Analyst, Northland Capital Markets: Hey, guys. This is Owen on for Mike. In the home section, segment, sorry, you mentioned investing more aggressively in that higher quality traffic despite, you know, the elevated mortgage rates and competitive marketing conditions. I guess, how should we think about the balance between protecting margins versus continuing to invest through this weaker housing backdrop?

Scott Peyree, President and Chief Executive Officer, LendingTree, Inc.: Yeah, I mean, I think, you know. Again, getting to the advantage of having a diversified product set. This really speaks to it because, yeah, there’s the consumer demand for home loan products is at very historically low levels for obvious reasons, because the interest rates are a lot higher than they were a few years ago. You know, you still have to, like. It means that you’re fighting, you know, all of the companies in the industry are fighting over a smaller number of consumers that are out there shopping. The advantage of us being diversified in insurance and in consumer lending, you know, that are doing very well, that means we can invest and fight extra hard for that high-quality traffic. Bottom line, we are continuing to grow our lender network.

I mean, that’s actually one of our strategic focuses, is to really grow a lot of our small and medium-sized brokers in the mortgage world. That, and that means you just need to be able to deliver quantity, as much high-quality consumers as you can. They’re out there. I think we did a successful job of testing into a few areas that now we know heading into Q2 and beyond, we have an idea of like, okay, what is it gonna take to win in these certain areas long term? Some of them are sustainable, that’s why you’re seeing revenue continue to go up with margins will go up in Q2. Some of them we had to step back from, but we have a lot of knowledge now of like, okay, this is what it’s gonna take to grow that.

I mean, bottom line, we need to be prepared. We need to have a big distribution and client network when the mortgage industry turns around to be able to have the revenue grow really rapidly. That’s a big part of how we’re supporting the platform right now.

Owen, Analyst, Northland Capital Markets: Got it. Got it. Lastly for me, the homepage redesign metrics you disclosed were pretty impressive. How early are these results, and where do you still see the biggest opportunities to improve that funnel conversion and personalization across the marketplace?

Scott Peyree, President and Chief Executive Officer, LendingTree, Inc.: We are extremely excited about that, and they’re very early results. The new homepage launched not even a month ago, right? Right, Jason Bengel? Like 3 weeks ago. We honestly, it was really important for us as part of the brand rebuild process to redo the homepage and redo our messaging and move away from a SEO/lead gen-oriented homepage to a true branded homepage with our value proposition and useful information and data for the consumers. We weren’t necessarily even thinking the metrics would increase when we rolled it out. We were shockingly surprised, as with the metrics you saw, of the improvement in performance. That is sustaining and that is holding.

Now after the homepage, you know, now we’re gonna go through and revamping all of our specific product pages. We’re just I think this is. In some of our research we had in the LLM world and whatnot, this is a better approach at the end of the day that’s gonna help us win that organic traffic long term and create a much more sticky consumer that lands on our site and is getting valuable information from us versus just like having, you know, immediately being pushed through a funnel. We’re very excited with how well that’s performed.

Also as we’re looking to do more proactively do some brand advertising the 2nd half of this year, it’s also exciting to see how rolling out some of that messaging on the homepage has landed so well with consumers.

Owen, Analyst, Northland Capital Markets: Awesome. Thanks, guys.

Scott Peyree, President and Chief Executive Officer, LendingTree, Inc.: Yep.

Kelly, Conference Call Operator: Thank you. I’m seeing no further questions at this time. I would like to turn it back to Scott Peyree, Chief Executive Officer, for closing remarks.

Scott Peyree, President and Chief Executive Officer, LendingTree, Inc.: Oh, we got 1. All right. That was pretty short and sweet. Thank you everyone for joining. You know, just to reiterate, we’re very excited about the results of the first quarter. Also very excited with all the strategic areas we’re focusing on and how that’s gonna help this company continue to grow at a high rate over the next few years. With that, have a good day, everyone.