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These Terms of Use ("Terms of Use") are made between the undersigned user ("you") and Lord, Abbett & Co. ("we" or "us"). They become effective on the date that you electronically execute these Terms of Use ("Effective Date").

A. You are a successful financial consultant that markets securities, including the Lord Abbett Family of Funds;

B. We have developed the Lord Abbett Intelligence System (the "Intelligence System"), a state of the art information resource that we make available to a limited community of broker/dealers through the Internet at a secure Web site (the "LAIS Site"); and

C. We wish to provide access to the Intelligence System to you as an information tool responsive to the demands of your successful business pursuant to these Terms of Use. Accordingly, you and we, intending to be legally bound, hereby agree as follows:]

1. Overview. · Scope. These Terms of Use (which we may amend from time to time) govern your use of the Intelligence System. · Revisions; Changes. We may amend these Terms of Use at any time by posting amended Terms of Use ("Amended Terms of Use") on the LAIS Site. Any Amended Terms of Use will become effective immediately upon posting. Your use of the Intelligence System after any Amended Terms of Use become effective will be deemed to constitute your acceptance of those Amended Terms of Use.We may modify or discontinue the Intelligence System at any time, temporarily or permanently, with or without notice to you. Purpose of the Intelligence System. The Intelligence System is intended to be an information resource that you may use to contribute to your business research. The Intelligence System is for broker/dealer use only; it is not to be used with the public in oral, written or electronic form. The information on the Intelligence System and LAIS Site is for your information only and is neither the tax, legal or investment advice of Lord Abbett or its third-party sources nor their recommendation to purchase or sell any security.

2. Your Privileges. · Personal Use. Your use of the Intelligence System is a nontransferable privilege granted by us to you and that we may deny, suspend or revoke at any time, with or without cause or notice. · Access to and Use of the Intelligence System. The User ID and password (together, an "Access ID") issued by us to you (as subsequently changed by you from time to time) is for your exclusive access to and use of the Intelligence System. You will: (a) be responsible for the security and use of your Access ID, (b) not disclose your Access ID to anyone and (c) not permit anyone to use your Access ID. Any access or use of the Intelligence System through the use of your Access ID will be deemed to be your actions, for which you will be responsible. · Required Technology. You must provide, at your own cost and expense, the equipment and services necessary to access and use the Intelligence System. At any time, we may change the supporting technology and services necessary to use the Intelligence System. · Availability. We make no guarantee that you will be able to access the Intelligence System at any given time or that your access will be uninterrupted, error-free or free from unauthorized security breaches.

3. Rights in Data. Our use of information collected from you will be in accordance with our Privacy Policy posted on the LAIS Site. Our compliance with our Privacy Policy will survive any termination of these Terms of Use or of your use of the Intelligence System.

4. Your Conduct in the Use of the Intelligence System. You may access, search, view and store a personal copy of the information contained on the LAIS Site for your use as a broker/dealer. Any other use by you of the Intelligence System and the information contained on the LAIS Site these Terms of Use is strictly prohibited. Without limiting the preceding sentence, you will not: · Engage in or permit any reproduction, copying, translation, modification, adaptation, creation of derivative works from, distribution, transmission, transfer, republication, compilation or decompilation, reverse engineering, display, removal or deletion of the Intelligence System, any portion thereof, or any data, content or information provided by us or any of our third-party sources in any form, media or technology now existing or hereafter developed, that is not specifically authorized under these Terms of Use.

· Remove, obscure or alter any notice, disclaimer or other disclosure affixed to or contained within the Intelligence System, including any copyright notice, trademark and other proprietary rights notices and any legal notices regarding the data, content or information provided through the Intelligence System.

· Create a hyperlink to, frame or use framing techniques to enclose any information found anywhere on the LAIS Site without our express prior written consent.

· Impersonate any person, or falsely state or otherwise misrepresent his or her affiliation with any person in connection with any use of the Intelligence System.

· Breach or attempt to breach the security of the Intelligence System or any network, servers, data, or computers or other hardware relating to or used in connection with the Intelligence System; nor (b) use or distribute through the Intelligence System software or other tools or devices designed to interfere with or compromise the privacy, security or use of the Intelligence System by others or the operations or assets of any person.

· Violate any applicable law, including, without limitation, any state federal securities laws. 5. Your Representations and Warranties. You hereby represent and warrant to us, for our benefit, as of the time of these Terms of Use and for so long as you continue to use the Intelligence System, that (a) you are, and will continue to be, in compliance with these Terms of Use and any applicable laws and (b) you are authorized to provide to us the information we collect, as described in our Privacy Policy.

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THE INTELLIGENCE SYSTEM, THE LAIS SITE AND ALL DATA, INFORMATION AND CONTENT ON THE LAIS SITE ARE PROVIDED "AS IS" AND “AS AVAILABLE” AND WITHOUT ANY REPRESENTATIONS OR WARRANTIES OF ANY KIND. WITHOUT LIMITING THE PRECEDING SENTENCE, LORD ABBETT, ITS AFFILIATES, AGENTS, THIRD-PARTY SUPPLIERS AND LICENSORS, AND THEIR RESPECTIVE EMPLOYEES, CONTRACTORS, DIRECTORS, OFFICERS AND SHAREHOLDERS (COLLECTIVELY, THE “LORD ABBETT GROUP”) EXPRESSLY DISCLAIM ALL WARRANTIES, WHETHER EXPRESS, IMPLIED OR STATUTORY, INCLUDING THE WARRANTIES OF MERCHANTABILITY, FITNESS FOR A PARTICULAR PURPOSE, TITLE, AND NONINFRINGEMENT. YOU EXPRESSLY AGREE THAT YOUR USE OF THE LAIS SITE, THE INTELLIGENCE SYSTEM, AND THE DATA, INFORMATION AND CONTENT PRESENTED THERE ARE AT YOUR SOLE RISK AND THAT THE LORD ABBETT GROUP WILL NOT BE RESPONSIBLE FOR ANY (A) ERRORS OR INACCURACIES IN THE DATA, CONTENT AND INFORMATION ON THE LAIS SITE AND THE INTELLIGENCE SYSTEM OR (B) ANY TERMINATION, SUSPENSION, INTERRUPTION OF SERVICES, OR DELAYS IN THE OPERATION OF THE LAIS SITE OR THE INTELLIGENCE SYSTEM.

· Disclaimer Regarding Investment Research.

THE INTELLIGENCE SYSTEM INCORPORATES DATA, CONTENT AND INFORMATION FROM VARIOUS SOURCES THAT WE BELIEVE TO BE ACCURATE AND RELIABLE. HOWEVER, THE LORD ABBETT GROUP MAKES NO CLAIMS, REPRESENTATIONS OR WARRANTIES AS TO THE ACCURACY, TIMELINESS, COMPLETENESS OR TRUTHFULNESS OF SUCH DATA, CONTENT AND INFORMATION. YOU EXPRESSLY AGREE THAT YOU ARE RESPONSIBLE FOR INDEPENDENTLY VERIFYING YOUR INVESTMENT RESEARCH PRIOR TO FORMING YOUR INVESTMENT DECISIONS OR RENDERING INVESTMENT ADVICE. THE LORD ABBETT GROUP WILL NOT BE LIABLE FOR ANY INVESTMENT DECISION MADE BY YOU OR ANY OTHER PERSON BASED UPON THE DATA, CONTENT AND INFORMATION PROVIDED THROUGH THE INTELLIGENCE SYSTEM OR ON THE LAIS SITE.

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THIS SECTION 6 SHALL SURVIVE ANY TERMINATION OF THESE TERMS OF USE OR YOUR USE OF THE INTELLIGENCE SYSTEM..

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NONE OF THE MEMBERS OF THE LORD ABBETT GROUP WILL BE LIABLE TO YOU OR ANY OTHER PERSON FOR ANY DIRECT, INDIRECT, INCIDENTAL, CONSEQUENTIAL, PUNITIVE, SPECIAL OR EXEMPLARY DAMAGES (INCLUDING LOSS OF PROFITS, LOSS OF USE, TRANSACTION LOSSES, OPPORTUNITY COSTS, LOSS OF DATA, OR INTERRUPTION OF BUSINESS) RESULTING FROM, ARISING OUT OF OR IN ANY WAY RELATING TO THE INTELLIGENCE SYSTEM, THE LAIS SITE OR YOUR USE THEREOF, EVEN IF THE LORD ABBETT GROUP HAS BEEN ADVISED OF THE POSSIBILITY OF SUCH DAMAGES. THIS SECTION 7 WILL SURVIVE ANY TERMINATION OF THESE TERMS OF USE OR YOUR USE OF THE INTELLIGENCE SYSTEM.

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· Governing Law. This Agreement will governed by and construed in accordance with the laws of the State of New York, without giving effect to applicable conflicts of law principles.

THE UNIFORM COMPUTER INFORMATION TRANSACTIONS ACT OR ANY VERSION THEREOF, ADOPTED BY ANY STATE, IN ANY FORM ("UCITA") WILL NOT APPLY TO THESE TERMS OF USE. TO THE EXTENT THAT UCITA IS APPLICABLE, THE PARTIES HEREBY AGREE TO OPT OUT OF THE APPLICABILITY OF UCITA PURSUANT TO THE OPT-OUT PROVISION(S) CONTAINED THEREIN.

The Intelligence System is not intended to be used by consumers, nor are the consumer protection laws of any jurisdiction intended to apply to the Intelligence System. You agree to initiate and maintain any action, suit or proceeding relating to these Terms of Use or arising out of the use of the Intelligence System exclusively in the courts, state and federal, located in or having jurisdiction over New York County, New York.

YOU HEREBY CONSENT TO THE PERSONAL JURISDICTION AND VENUE OF THE COURTS, STATE AND FEDERAL, LOCATED IN OR HAVING JURISDICTION OVER NEW YORK COUNTY, NEW YORK. YOU AGREE THAT YOU WILL NOT OBJECT TO A PROCEEDING BROUGHT IN YOUR LOCAL JURISDICTION TO ENFORCE AN ORDER OR JUDGMENT OBTAINED IN NEW YORK.

· Relationship of Parties. The parties to these Terms of Use are independent contractors and nothing in these Terms of Use will be construed as creating an employment relationship, joint venture, partnership, agency or fiduciary relationship between the parties.

· Notice. All notices provided under these Terms of Use will be in writing and will be deemed effective: (a) when delivered personally, (b) when received by electronic delivery, (c) one business day after deposit with a commercial overnight carrier specifying next day delivery, with written verification of receipt, or (d) three business days after having been sent by registered or certified mail, return receipt requested. We will only accept notices from you in English and by conventional mail addressed to: General Counsel Lord, Abbett & Co. 90 Hudson Street Jersey City, N.J. 07302-3973 We may give you notice by conventional mail or electronic mail addressed to the last mail or electronic mail address transmitted by you to us.

· Third-Party Beneficiaries. The members of the Lord Abbett Group are third-party beneficiaries of the rights and benefits provided to us under these Terms of Use. You understand and agree that any right or benefit available to us or any member of the Lord Abbett Group hereunder will also be deemed to accrue to the benefit of, and may be exercised directly by, any member of the Lord Abbett Group to the extent applicable.

· Survival. This Section 8 will survive any termination of these Terms of Use or your use of the Intelligence System. The undersigned hereby signs these Terms of Use. By electronically signing and clicking "Accept" below, these Terms of Use will be legally binding on me. To sign these Terms of Use, confirm your full name and enter your User ID and Password (as your electronic signature) in the fields indicated below and click the “I Accept” button.

 

Practice Management

All successful people eventually hit a plateau. How advisors get past it and move to the next level is what separates the exceptional performers from the average. 

This Practice Management article is intended for financial advisors only (registered representatives of broker dealers or associated persons of Registered Investment Advisors).
 

Do you create annual goals to increase your production and assets under management by at least 20%? Do you have a clear vision of what your practice will look like in five years? Do you believe that achieving recognition within your company and the financial industry is essential to your definition of success and self-satisfaction? If you answer "yes" to these questions, chances are you are playing to win, as opposed to playing not to lose.

Sports commentators often note that individuals or teams are either playing to win—really going for it—or playing not to lose by taking a more conservative approach. The same terminology can apply to star performers in the financial services industry.

Much of my work as a behavioral psychologist consulting to the financial industry over the past 25 years has focused on identifying the critical factors that differentiate exceptional advisors from average performers. In that quest, I have consistently observed that all successful people eventually hit a plateau.

There are two responses to this. One is to work harder and faster. This usually doesn't change things much-some say the definition of insanity is doing the same thing over and over again and expecting different results. The other response is to realize you're stuck and change your approach. This consistently results in better outcomes and, frequently, a renewed love for and focus on your work.

So, how do you change your approach, one that may have worked well for years? Challenge yourself, set new goals and take calculated risks to achieve the next level of success in your career. In this way, you can achieve peak performance.

Entering the Zone
One of the most important aspects of achieving peak performance is entering a state called "the Zone." Being in the Zone is defined as feeling completely at one with what you are doing and being able to control your destiny—at least for one moment. It is your mind and body creating a natural synergy. You've entered the Zone when you are immersed in work or activities that reflect your passion and it seems effortless. You may not be aware of time passing. You feel confident about your decisions and find the activity you are engaged in intrinsically rewarding.

One way to get into and stay in this positive, creative space, and ultimately achieve more positive outcomes, is to shift your energies away from the goal ahead and focus instead on the process. This will allow you to rediscover the joy in your work, because unless you are enjoying what you do, the rest is meaningless.

Being in the Zone is the ideal way to work when you're trying to reach peak performance. The other components of peak performance are as follows:

  • You must create a challenge and move beyond your comfort zone.
  • You must make continual behavioral adjustments based on internal and external feedback about your effectiveness.
  • You must have clear, specific goals.

The most important part of peak performance is this—you must create a powerful future vision. To do that, ask yourself these questions: What is my future vision for myself and my career? What does success look and feel like? What are the necessary behaviors I have to learn to achieve this vision?

A former coaching client of mine is a great example of the positive outcome of creating a powerful future vision. Chris is a 48-year-old advisor who had been a sole practitioner in the financial industry for the past 20 years. During that time, he had routinely been recognized as being one of the top advisors in his firm, but his assets and production had steadily declined over the previous five years.

Chris always enjoyed meeting new people and networking. He passionately believed that developing personal relationships with his clients and their families was critical to being effective in guiding them to plan for their financial futures. Yet over time, he had become mired in the details of running his practice and was spending less time doing what he loved—interacting with people. Furthermore, he had no idea what he wanted his business to look like in five years.

By answering a series of specific questions, Chris was able to create an ideal future vision. Utilizing this vision as a template, he began the process of shifting his practice to a team model. He now spends the majority of his time working directly with current and prospective clients, allowing members of his team to assume the other responsibilities. He not only says he's having fun again, but his production and AUM have both increased by 20% in the past year.

The following behavioral exercise is designed to help you visualize your ideal future. Take 15 minutes to sit alone quietly and consider the following: What does your life and career look like five years from now? Take a few moments and imagine this amazing future—don't limit yourself. What type of office do you have? What is your production level? What types of recognition have you received? What is your personal life like? What is your lifestyle?

Playing for Keeps
Now that you have a better understanding of where you want to go in your practice and life, you have to create a roadmap to get there. Acknowledging that you would like to incorporate a peak performance mentality in your work style is only the first step in this process. How many times have you set goals in the past only to see your enthusiasm wane and lofty goals fall by the wayside?

We all have behavioral patterns that we bring with us to new experiences. In order to make this future ideal a reality, you must understand your own behavior, know what motivates you and uncover the factors that limit you from engaging in new behaviors that are likely to lead to success.

The most critical step in reaching the next level of success in your career is asking yourself what you can do differently and what you're willing to do differently. If you're honest with yourself, you know that these two questions can generate very different lists.

Here are some other questions to contemplate quietly and honestly:

  • What are some of the beliefs or fears that limit you?
  • Are you afraid of failure? Are you afraid of success?
  • What stops you from setting higher challenges and achieving them?
  • Is this your job or your career?
  • What are you passionate about?
  • What motivates you? Are those motivators intrinsic or extrinsic?
  • Are your strategies limiting you or helping you?
  • Are you committed to managing your business or creating your business?
  • Are you having fun?

The answers to these challenging questions will offer you important insight about topics you may not have taken the time to think about before. Once you understand and modify the behaviors that interfere with your success, you are ready to create the behavioral blueprint necessary to achieve your goals.

The more you know about yourself, the better you can leverage that knowledge to meet your goals. You should be aware of what you love about your position—the challenge, the work, the money—as well as what you gain from it. Is it self-confidence, self-respect or something else? Finally, you should make sure you're not doing things to limit your progress. Remember, in the business "game," your biggest competitor is you.

—Denise Federer, Ph.D.

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