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In this document, Bill Cates tells you why a client-centered approach to seeking referrals is usually more effective than one that’s producer-centered. Instead of saying "I’m building my business and I need your help," you’re saying, "I’m glad you see the value in what we’ve accomplished. Let’s see who else can benefit from this service."
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In Canada, they call them "expiry dates." In the U.S., they are called "expiration dates."
No matter what name they are given-"renewal dates," "anniversary dates," or any other name-one point is abundantly clear: People are more willing to change their agent or broker at renewal time than at any other time of year.
That is the way it has been in the past, particularly in Personal Lines, and surely that is the way it is going to be in the future.