Never underestimate the advantage you have when selling a product with an expiration date. Insurance producers often take this for granted when it should be viewed as a cherished closing tool. Those of us selling marketing services, cars, computers, or real estate all have to create urgency in our prospects. Instilling that sense is arguably the greatest challenge salespeople face. Ex dates allow you to hurdle that fence quickly, creating ample time to focus on other elements of the sale and to execute with precision.