“Practical” is the theme running throughout Standard Life’s upcoming series of three-hour seminars to help advisors understand and meet baby boomers’ financial needs.

Branded “Building The Process into Your Practice,” the road show kicks off on October 23 with a presentation in Vancouver, and ends on November 3, with a presentation in Halifax. The seminars are presented by Standard Life’s retail markets division, and feature expert Daryl Diamond speaking on a topic he is passionate about: how advisors can become ‘specialists’ at optimizing retirement income for their clients.

Standard Life says participants in the 11-city roadshow will come away with not only Diamond’s insight into how the retirement income market functions, but a binder full of how-to guides, client questionnaires, prospecting letters, and an “advisor template” to structure the process.

“The retirement income market, made up of Canadians who are ready to draw income from their retirement savings, represents a huge opportunity for advisors,” says Jordy Chilcott, Standard Life’s vp, retail sales. “It also presents challenges, in that it requires a different approach, and a different way of thinking.”

He points out that “the process of helping clients draw after-tax income from their savings includes offering guidance about the most appropriate investments from which to create income, as well as tips to minimize the strain on the income-producing assets.” It also involves understanding the mindset of people in this market.

“Standard Life, notes Jordy, is offering advisors access to the tools and knowledge they’ll need to retain their clients in this market, and gain new ones.” This year’s roadshow offers practical advice participants can act on, and processes they can apply to their practice to help make their clients’ retirement better.

While participation in the roadshow is by invitation only, following the roadshow non-participants will also be able to benefit from the hands-on tools.

Visit Standard Life’s advisor website in mid-November to find out more.