Selling Insurance Inside a Dealership with James Itell

In Episode 141 of the Scratch Agency Podcast, we’re joined by James Itell of Younger Insurance Agency — a scratch agent who built a thriving insurance operation inside a car dealership. James takes us behind the scenes of this unique setup, sharing how he started from scratch in 2018 with zero experience and turned an idea into a scalable insurance business deeply integrated with an auto group.

From navigating early skepticism and managing carrier concerns to qualifying leads fast and delivering quotes before customers even leave with their new cars — this episode is packed with real-world strategies on how to make unconventional partnerships work.

💡 James shares lessons on setting clear standards, saying “no” confidently, and why a quick no is always better than a long yes. Whether you’re building referral partnerships with mortgage lenders, dealerships, or realtors — you’ll walk away with clarity on how to earn trust, stay efficient, and make your agency stand out.

🔥 If you’ve ever considered embedding your agency inside a high-volume business or want to refine your own lead process, this conversation shows what’s possible with focus, honesty, and systems that serve both the client and your team.

🕒 Timestamps:
00:00 – Intro & Guest Welcome
03:15 – Launching an Agency Inside a Car Dealership
07:42 – Starting from Scratch: No License, No Carriers
12:34 – Managing Risk & Loss Ratios in the Dealer Environment
17:09 – Building Buy-In with Your Referral Partner
21:40 – Developing Pre-Qualifying Filters That Work
27:18 – Why “A Quick No Beats a Long Yes”
32:03 – Speed to Quote: Process & Presentation
37:55 – When to Say No & How to Say It Well
43:01 – Tech, CRMs, and Automating the Experience
47:26 – Handling Tough Leads with Confidence
51:44 – Lessons on Building a Business Inside a Business
56:33 – Final Thoughts & James’s Advice to Scratch Agents

🤝 Connect with James:

📘 Facebook: James Itell

🎧 Listen on Spotify:
https://open.spotify.com/show/7hutxCZ...

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