Property & casualty
An X-date is the expiration or renewal date of a prospect's current policy with another agency or carrier. P&C agencies track X-dates so they can contact the prospect shortly before renewal, when a switch is practical and the prospect is most open to a review.
X-dating is a discipline more than a tactic: a prospect who says 'not now' in March becomes a warm lead in the weeks before a September renewal if someone recorded the date. Agencies typically reach out a set number of weeks ahead to leave time for quoting and underwriting.
Calculator leads can feed an X-date workflow. Because leads can be sent by webhook into a CRM such as HighLevel, an agency can add the renewal date in its own pipeline and trigger follow-up from there, with the original calculator results kept on the contact.
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