(1) Refers to "expiration date," the date on which auto or homeowners insurance expires. Producers ask for an x-date whenever they speak with property/casualty prospects who don't want to speak with them now, to find a specific time to contact them again.
(2) Also refers to any attempt to get a specific customer-suggested reason, time, and date to contact any type of prospect. Usage: X-dating is a prospecting technique that creates a series of follow-up calls which can eventually lead to appointments.
(See "Inception Date" and "Relationship-Based Marketing & Selling.")