Éric Desjardins, this year's recipient of the RCCAQ's Junior Broker of Distinction Award, is a highly determined and persistent individual. When he sets a goal, he does whatever it takes to achieve it. "That's why I'm so proud to receive the Junior Broker of Distinction Award for 2017," says a smiling Mr. Desjardins, vice-president of business development at Prima Insurance. "I have enormous faith in the insurance professionals of tomorrow. I think this award is very important for encouraging as many junior brokers as possible to realize their ambitions and advance professionally."

Upon joining his father's firm shortly after graduating from an insurance program, Mr. Desjardins already knew what type of career he wanted. To satisfy his curiosity, he developed an interest in various aspects of the company and learned the "ins and outs" of the business. But he really wanted to stand out from the competition through his insurance expertise. To maximize his chances of success, he set his sights on obtaining every insurance accreditation he could while taking part-time evening classes (2007-2013). He went on to acquire the following qualifications: Associate Insurance Broker, Chartered Insurance Professional, Fellow Chartered Insurance Professional (specializing in risk management, awarded third prize for excellence), Certified Insurance Broker and Canadian Risk Management.

Shortly after completing his training, Éric and his brother Yann decided to buy their father's firm. This was a major turning point in their careers: the two young businessmen became the third generation to run the firm founded by their grandfather in the 1960s.
Within a few years, their business volume had doubled. Encouraged, they began evaluating various acquisition opportunities. In 2016, after carrying out an in-depth analysis and reflecting on their long-term strategy, they entered into talks to acquire four firms. After an intense but constructive period of negotiations, they carried out all four acquisitions simultaneously, picking up 25 new employees along the way. They saw their premium volume rise fivefold and subsequently changed the firm's name to Prima Insurance. This all-in-the-family adventure continued when the two brothers decided to partner with Sébastien Brisebois, a distant relation. 

"What I'm most proud of in this adventure is that we've brought my grandfather's and my father's firm to a whole new level of performance, knowing full well that only 15% of second or third-generation transfers ever succeed,” notes Éric Desjardins. "Over the space of a decade, we modernized our business practices and boosted our premium volume by a factor of 10. At the same time, we remained true to my grandfather's most cherished values. In fact, one of my biggest regrets is that I was unable to share our success with him."

In terms of philosophy, Prima Insurance is client-focused. The entire team places great emphasis on forging trust-based relationships—a necessity for brokers as well as their clients. Indeed, a number of long-time clients are still with the firm. "It's very important for our clients to feel recognized whenever they contact us," he explains. "It's a challenge to maintain these close ties as we continue to grow, but I think that's the key to success in the insurance brokerage sector. And that's how we set ourselves apart from the direct insurers."
According to Mr. Desjardins, the same personalized and empathetic approach applies to in-house staff issues as well. "Although we're very demanding in how we run our business, it's also important for us to maintain a cordial atmosphere and an excellent synergy with the entire team. The crucial thing is to remain down-to-earth. I want us to run a serious business without taking ourselves too seriously!"

Mr. Desjardins believes strongly in the brokerage sector and is convinced there is a large place for this distribution channel. "If they want to stand out from the pack, brokerage firms have to improve their operational efficiency and play the role of impartial advisors. The potential arrival of external players and the possibility of online insurance sales could complicate matters, but I think the brokerage sector will always offer value added to clients if we can stay cutting-edge and adapt to new realities."

In addition to running the firm and spending time with his daughter, this young businessman (only 33 years old!) is very involved in community affairs, which he sees as an essential part of promoting the profession. For instance, he was a member of the North Shore junior brokers group, which seeks to promote family-owned businesses, and served as vice-president of the junior chamber of commerce in his region for two years. He was also one of the driving forces behind an incubator project for young companies in the region (this project is currently in the study phase).

In short, Éric Desjardins is a shining example of the next generation of brokers!