© 2008 Northern Trust Corporation northerntrust.com The Northern Trust Experience FOCUSING ON WHAT REALLY MATTERS Southeast Region Louise F. Dill Managing Director, Sales and Marketing, Eastern Region May 23, 2008 Deepening Client Relationships!

2 The Northern Trust Experience A C C E S S. E X P E R T I S E. S E R V I C E. Client Collaborating for Holistic Wealth Management A Partnership Approach Insurance Agent AccountantAttorney Northern Trust We collaborate with you, your clients and their other advisors to develop a strategic program based on your clients ’ specific needs. As a team, we can help your clients create financial plans that take into account their complete financial picture, including their retirement, estate and philanthropic goals. Together, we can meet all of your clients ’ needs.

3 The Northern Trust Experience A C C E S S. E X P E R T I S E. S E R V I C E. Wealth Transfer Trends “Money in Motion” Across the Next Decade Sale of Businesses (>500,000) Rollover Assets* (>$500,000) $3,289 $1,596 $659 $875 Source: Northern Trust analysis of the Federal Reserve Survey of Consumer Finances. Assets Subject to “Liquidity Events,” Billions of U.S. Dollars *Assets in defined contribution plans, IRAs and Keogh accounts. IRA and Keogh Assets Defined Contribution Assets Inheritances (>$500,000) $2,742 $3.54 million 930,000 $1.54 million 1,781,000 $1.02 million 1,571,000 Avg. “Event” Size Number of HHs The incoming waves of inheritances and retirement account “rollovers” have received nearly all the attention, but the biggest opportunity will be in wealth freed up through the sale of businesses

4 The Northern Trust Experience A C C E S S. E X P E R T I S E. S E R V I C E. ■ Services focused on a specific need ■ Advisor-dependent individuals ■ Limited access to information ■ Disjointed investment program from utilizing various companies product specialization Success requires advisors to approach client relationships in a more collaborative manner TransactionalCollaborative ■ Wealth Management providing holistic advice- based services ■ Sophisticated, educated clients that like to discuss and have access to various strategies and alternatives ■ Online real-time information ■ Full integration and comprehensive oversight Evolution of Advisor Expectations Moving Toward Advisory Relationships

5 The Northern Trust Experience A C C E S S. E X P E R T I S E. S E R V I C E. Evolution of Advisor Expectations Obstacles to Implementation Most Common Obstacles Attorneys Face in Convincing Clients of the Need for Estate Planning 49% 36% 24% 23% 14% 54%

6 The Northern Trust Experience A C C E S S. E X P E R T I S E. S E R V I C E. Evolution of Advisor Expectations Client Considerations in Estate Planning

7 The Northern Trust Experience A C C E S S. E X P E R T I S E. S E R V I C E. Collaborating for Holistic Wealth Management What Really Matters to Your Clients A holistic approach to wealth management can help you address the full spectrum of your clients’ unique needs.

© 2008 Northern Trust Corporation northerntrust.com The Northern Trust Experience FOCUSING ON WHAT REALLY MATTERS Southeast Region Thank You