I'm not the first, and will certainly not be the last, to pointout an obvious truth—the future of the insurance industry looks alittle bleak—and that's putting it nicely.

Our industry as a whole is aging, and insurance does not attractthe same level of highly qualified new professionals it once did.What's more, technology and consumer demands are fundamentallychanging the way people buy and experience insurance.

These trends are real, and if the retail insurance industrywishes to survive, it must accept and adapt to these changes.

How do we ensure our perpetuation?We can learn by example.

While the challenges we face may be disconcerting, we're not thefirst to be forced to evolve a dying business model. Consider thesimilarities between insurance and other industries—music,publishing, travel—that have redefined themselves in recent years.The good news is, those industries are still around—they're justdifferent.

Take the travel industry, for instance. The rise of online booking sitescompletely disrupted the industry, and essentially replaced theneed for most travel agents' day-to-day jobs. To stay afloat,forward-thinking agencies adapted to changes and filled gapsleft by automated systems that kept their services relevant.

So what does this mean for insurance?

The evolution of the travel industry is very similar to theturbulence currently faced by those in insurance. The harsh truthis, we can't stop it—we have no choice but to adapt or becomeextinct. We must find new avenues to secure and grow our book ofbusiness, and prove our value.

Here are the top three trends I see as our industry'sbiggest drivers of change, and where our opportunities as anindustry are exposed.

Trend 1: A workforce on the brink ofretirement. The average age of an insurance principal ispushing 60-years-old. In a 2010 report published by the NationalAlliance Research Academy, the average age of insuranceprofessionals was 54. While updated figures estimate somewhere inthe mid- to late-50s, but the bottom line is, the workforce isaging and nearing retirement.

With industry professionals retiring more rapidly than newprofessionals are entering the workforce, we need to proactivelyeducate and attract up-and-coming talent

Students hear “insurance” and they often think “sales.” They aregenerally unaware of the variety of available opportunities beyondthe role of the agent/broker. That's where we, the seasonedprofessionals, need to do our due diligence and find ways to alertand attract new talent.

Get involved on local campuses, young professional groups andnetworking events to help break down current stigmas surroundingour industry. Create internship programs that offer valuableexperience to students and will make them want to join your teamand industry.

Trend 2: Education and adaptation iskey. With age comes wisdom and experience, but inreality, times have changed. The insurance industry doesn't operatethe same way it once did. For better or for worse, your currentstaff needs to be brought up to speed and understand the reasonsbehind change.

Whether it's new investment in education, tools or personnel, orthe reduction of traditional spending and archaic processes, youneed to invest in change now.

We make an effort to recognize areas for improvement andactively adopt new processes, education and tools that work bestfor our team. It is your responsibility to address change, and seekout the right education and resources needed to train yourstaff.

Trend 3: Technology has takenover. The digital era has transformed our society,and insurance is no exception. Similar to the travel industry,consumer access to 24/7, online quoting and purchasing tools havereplaced a portion of the insurance industry's roles andresponsibilities.

For straightforward products, such as basic auto insurance,internet-based services provide clients with an appreciated levelof convenience. Where they fall short, however, is beyond thosebasic insurance coverages. Clients with more complex lives—owningan at-home business, rental properties, collectibles, exposure toprofessional liability, etc.—need professional consultation that anonline quoting system isn't capable of delivering.

This is where we prove our worth. We have the knowledge,experience and resources needed to provide our clients with customsolutions that best fit their needs. The dot-com option might seemlike a time saver, but it may actually cost consumers more thanthey realize.

Although I may not have all the answers, or possess the abilityto predict the future, I do know this: Behind everything in life issome form of insurance or risk management protection.

Acknowledge and adapt to the inevitable changes in our industry,but prepare your existing staff and plan for the future. Prove yourworth through expertise in complex risk and associated services.The next few years will be a period of trial and error, but remaindiligent, open to change and patient if you want to avoidextinction.