Last Updated on: January 13, 2026

From Contestant to Champion: Lessons from The Protege’s First Mentor Call

The energy inside the first mentor call of The Protege Season 3 was electric.
You could feel it—every producer, coach, and guest mentor knew this was the official start of something special. The conversation wasn’t just about competition. It was about purpose, legacy, and growth.

Hosted by David Carothers, creator of The Protege and founder of Killing Commercial, this kickoff call set the tone for what Season 3 will represent: a proving ground for producers who are ready to work harder, think deeper, and build something that lasts.

David opened the session with heartfelt honesty, reminding everyone that The Protege is more than a show—it’s a platform to lift others. And when Season 1 winner Derek Hayden joined the conversation, the lessons came fast and heavy. He spoke not just as a past winner, but as a producer who’s lived the grind, learned from mistakes, and built a thriving business because of it.

This wasn’t a sales pep talk. It was a masterclass in what it takes to transform from a contestant into a true professional—someone who builds trust, drives change, and creates opportunity.

Building a Culture of Servant Leadership in Insurance

David Carothers didn’t mince words when he shared why The Protege exists.

“I have a servant’s heart. I do this for you. I don’t make a dime off of this.”

That statement set the tone for everything that followed. David reminded everyone that The Protege isn’t about money or fame. It’s about responsibility—the duty to train the next generation of producers and give them what most agencies won’t: access to real mentorship and professional development.

Too often, agencies expect producers to “figure it out” after being handed a phone and a list of prospects. The result? Burnout, frustration, and wasted potential.
Servant leadership flips that script. It’s about giving before you get. Teaching before you ask. Investing before expecting a return.

That’s why The Protege exists—to close the education gap that has plagued the insurance industry for decades. When you lead with purpose, profits follow naturally. But when you chase profits alone, the purpose disappears.

For producers seeking long-term growth, the lesson is clear: serve first. The success will take care of itself.

The Difference Between Selling Insurance and Solving Problems

When Derek Hayden spoke, his message cut straight to the heart of what separates average producers from elite ones.

“You’re not selling an insurance product; you’re selling a solution.”

That single line summarizes the mindset shift every producer must make to win in the middle market. Insurance is a tool—not the goal. What clients actually buy is clarity, control, and confidence in how they manage risk.

The old model of cold calling 500 businesses to “get quotes” is dead. Producers who cling to it are selling themselves short. In the middle market, your value isn’t tied to a quote—it’s tied to your ability to identify problems, design strategies, and deliver measurable results.

That’s where tools like Experience Mod Analysis, Total Cost of Risk, and Loss Trend Identification become game changers. They move the conversation from price to performance. And that’s what earns a seat at the table.

Derek’s success as the original Protege wasn’t because he was the smartest or most creative. It was because he learned to think like a problem-solver instead of a product-pusher.

Embracing Feedback and Learning Through Adversity

Derek didn’t hide the fact that he nearly got kicked off the show during Season 1. But instead of letting it define him, he used that moment to grow.

“You’re not going to be coddled. You’ll get criticized—but it’ll make you better.”

That’s a message every producer needs to hear. Growth never happens in comfort. It happens in the friction of feedback, the tension of self-reflection, and the pressure of accountability.

In the competition—and in real life—producers are judged on work product, discipline, and follow-through. David made it clear that deadlines matter. Feedback will be direct. And while it may sting in the moment, it’s the catalyst for mastery.

The takeaway for producers is simple: don’t take feedback personally. Take it professionally. Every comment, correction, or critique is an investment in your potential.

So, ask yourself:
Do you use feedback as fuel, or do you see it as friction?

Visibility Is the New Currency: Building a Brand That Opens Doors

When Derek won The Protege, it wasn’t just because of his work ethic. It was because he made himself visible.

He built his personal brand before most people even knew the term “producer branding.” He called local TV stations, newspapers, and radio shows. He turned his community into his marketing team.

“Do things out of your comfort zone. Make people ask, ‘What is Derek doing differently?’”

Visibility builds opportunity.
When people see you consistently showing up—sharing your ideas, your process, and your personality—they begin to associate you with credibility and trust.

David reinforced that idea with a branding story of his own. He recalled advising a New England agency owner to separate his personal name from his process, ultimately creating Catalyst Risk Solutions powered by The Carabba Agency. That single decision gave the agency instant authority and relevance in the middle market.

Your process is your brand. When you brand your process, not your logo, you create something scalable, memorable, and valuable beyond geography or reputation.

Niches, Not Numbers: How to Compete Smarter in the Middle Market

One of the most valuable moments of the call came during a discussion on niche strategy.
Derek admitted that in Season 1 he initially focused on dealerships—right as COVID disrupted supply chains and carrier appetites. In hindsight, he realized he had boxed himself in.

“Find an issue your prospects have that you can solve—not just an industry you can sell to.”

That shift—from industry niche to problem niche—is crucial.
While industry niches (like restaurants, manufacturers, or contractors) provide focus, problem niches (like high mod factors, employee turnover, or claims frequency) provide leverage.

David expanded on that concept:
“You don’t have to niche into an industry. You can niche into a problem you solve.”

When you become the go-to expert for solving a specific problem, the industry becomes secondary. And in the middle market, that flexibility allows you to scale faster and adapt to changing market conditions.

The Power of Consistency and Discipline

Coach Patrick McBride brought one of the most practical insights of the call:

“Consistency is what wins. Do the work, do it the same way, and do it every day.”

Consistency may not sound sexy, but it’s the most reliable path to mastery.
Patrick compared it to muscle memory. When your body and mind are trained for structure, you stop relying on motivation and start operating on discipline.

David echoed that sentiment by warning producers not to confuse activity with productivity.
Dialing the phone 100 times doesn’t make you productive—closing the gap between prospect and proposal does. The producers who win aren’t necessarily the busiest. They’re the most consistent in executing the right activities over time.

For producers looking to sharpen their systems, focus on these three questions:

Do you time-block for prospecting, marketing, and education?
Do you track your activities daily?
Are you consistent when no one’s watching?

Abundance Over Competition: The Winning Agency Mindset

The conversation took a powerful turn when Michael Fusco spoke about abundance.

“There’s enough business out there to go around for generations and generations.”

That’s the heart of the Killing Commercial community.
The idea that collaboration doesn’t weaken you—it strengthens the entire industry.

Too many producers operate with a scarcity mindset, afraid that helping another agent will somehow diminish their own success. The reality is the opposite. Sharing knowledge, best practices, and insights multiplies opportunity for everyone.

Michael reminded the group that abundance isn’t just a personal belief—it’s a business strategy. Agencies that embrace collaboration retain talent longer, attract better partnerships, and create more value for clients.

The Protege Season 3 lineup is proof of that philosophy in action. Every mentor on this season has built a career by helping others win first.

Lessons from the Original Protege: What Winning Really Means

Lloyd Brown, one of this season’s contestants, asked Derek the question everyone wanted answered: “How has your life changed since winning The Protege?”

Derek’s answer was simple but profound.

“Winning The Protege helped me build a business that supports my family—and makes insurance fun again.”

That’s the ultimate goal. Not fame. Not recognition. Freedom.
The ability to serve clients you care about, provide for your family, and actually enjoy the work you do.

Derek went on to explain that his growth came from applying what he learned, not just from winning. The visibility he gained, the relationships he built, and the systems he adopted became the foundation of a thriving book of business.

And perhaps the most telling part of his success?
He did it all without being an agency principal. Derek proved that you don’t have to own the agency to own your career.

Final Thoughts: Every Contestant Is Already a Winner

David closed the call with a reminder that resonates far beyond the competition.

“In my mind, you’ve all already won.”

He wasn’t talking about trophies or trips. He was talking about mindset.
Every contestant who chooses to show up, learn, and execute will leave The Protege better than they arrived. And in this business, that’s the real prize.

The Protege isn’t just a competition—it’s a mirror of the producer’s journey.
You’ll face pressure. You’ll face doubt. You’ll face rejection. But if you stay committed, the process itself will transform you.

Every mentor call, every challenge, and every moment of feedback is a chance to level up—not just as a producer, but as a professional, a leader, and a human being.

And as David reminded the group one last time:

“You have a choice. You can do what you want with your time—but if you show up and give everything you’ve got, you’ll win far more than you ever expected.”

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