本文目录Contents
- 考什么、怎么准备What's tested, and how to prepare
- 第一部分：综合（1–7）Part 1: General (1–7)
- 第二部分：招募（8–15）Part 2: Recruiting (8–15)
- 第三部分：启动新人（16–20）Part 3: Launching recruits (16–20)
- 第四部分：产品与保单（21–37）Part 4: Products and policies (21–37)
- 第五部分：客户常见问题（38–46）Part 5: Client questions (38–46)
- 第六部分：补充题（47–59）Part 6: Additional questions (47–59)
一、考什么、怎么准备1. What's tested, and how to prepare
成为 CFT 有四个条件：带出 1 位 LFTR 下线、完成 PFA 的 Drill for Skill（公司 AI 面试）、通过 QFD 考核（经理面试，就是这一页的题目）、续保率 78% 以上。 门槛的来龙去脉见《成长路径》，带人的具体做法见《带训与分单》。
Becoming a CFT takes four things: one LFTR in your downline, PFA's Drill for Skill (the company AI interview), passing the QFD exam (the manager interview; the questions on this page), and persistency of 78% or better. The background is in Growth Path; how to actually train people is in Field Training & Splits.
三道「现场题」最花时间
Three "live" questions take the most time
第 6 题（5 分钟演示 PFA 网站）、第 14 题（15 分钟一对一招募）、第 30 题（现场跑演示）。 这三道没法背，只能练。找你的 CFT 当考官，各做三遍以上。
Question 6 (a five-minute tour of the PFA site), 14 (a fifteen-minute one-on-one recruit) and 30 (running illustrations live). None can be memorised; they can only be practised. Have your CFT play examiner, three times each at least.
数字一定要是当期的
Numbers must be current
晋升点数、奖金门槛、旅游资格每年会变（题库里就还写着上一年的旅游要求）。 面试前到 PFA 官网和 Dashboard 核对一遍当期数字，答错数字比答不上来更扣分。
Promotion points, bonus thresholds and trip qualifications change every year (the bank itself still quotes last year's trip rules). Check current figures on the PFA site and your dashboard beforehand; a wrong number costs more than no answer.
哪些话不能说、该怎么换说法，完整清单见《合规手册》。
The full list of what not to say, and what to say instead, is in the Compliance Handbook.
二、第一部分：综合（1–7）2. Part 1: General (1–7)
| # | 题目Question | 答题要点Key points |
|---|---|---|
| 1 | CFT 的职责是什么？What does a CFT do? | 不只开单：完整的单子流程（面谈、递单、跟进核保、送保单）；把新人从零带到合格经纪人（产品、系统与收入、递单沟通、做市场、招募）；把借力给你的伙伴当成自己的人；以身作则守合规More than closing: the full case cycle (meeting, submission, underwriting follow-up, delivery); taking a recruit from zero to competent (product, system and pay, submission, market, recruiting); treating people who leverage you as your own; modelling compliance |
| 2 | Why PFA? Why now? 你的故事；PFA 与传统生意、传统经纪、其他团队式公司、打工的区别Why PFA, why now? Your story; how it differs from a traditional business, a traditional brokerage, other team-based companies, and a job | 故事要真、要具体、要有转折；比较时讲结构差异（启动成本、带训与借力、团队与续期、执照门槛与监管、时间自主），不贬低别人；不谈收入承诺：讲制度怎么算（点数 × 比例），并说明收入取决于个人投入、没有保证A true, specific story with a turning point; compare on structure (start-up cost, training and leverage, team and renewals, licensing and regulation, control of time) without disparaging anyone; no income promises: explain how it's calculated (points × rate) and that income depends on effort and isn't guaranteed |
| 3 | PFA 的历史、创始人、华人团队发展史PFA's history, founder, and the Chinese-team story | 成立年份、总部、创始人与现任领导、华人团队的传承脉络。事实先到官网核对，团队旧资料里的成立年份就前后不一Year founded, headquarters, founder and current leadership, the lineage of the Chinese-speaking teams. Check facts on the official site first; the team's own old materials don't agree on the founding year |
| 4 | 5 分钟讲清各种收入与奖励Explain the incomes and recognition in five minutes | 佣金＝点数 × 比例；级差；代差（经理之间）；个人与团队月奖金池；利润分红；续期；钻戒、夹克、旅游。每项讲资格门槛，数字用当期的（见《四种收入》）Commission = points × rate; spread; generational (between directors); personal and baseshop pools; profit sharing; renewals; rings, jackets, trips. Give each qualification, using current figures (see Four Incomes) |
| 5 | 别人交给你一个客户 / 一个新人，你怎么处理？Someone hands you a client or a new recruit. What do you do? | 客户：先了解需要，按适当性设计，带着新人一起写单、跟核保、送保单，按规则分单。新人：了解痛点和目标，三次一对一，陪跑市场，带完 Fast Track，目标是培养成下一个 CFTClient: understand the need, design for suitability, write it with the trainee, follow underwriting, deliver, split per the rules. Recruit: goals and pain points, three one-on-ones, field work, finish Fast Track, aim to make them the next CFT |
| 6 | 5 分钟演示 PFA 网站Five-minute tour of the PFA site | 注册入口、Scoreboard、报表、执照与 E&O、表格、PTRAC 上传区、Community。顺带讲执照流程：课程 → 预约考试 → 指纹 → 申请执照 → 买 E&O → 国家人寿委任（见《加州执照申请指南》）Sign-up, scoreboard, reports, licensing and E&O, forms, PTRAC uploads, Community. Walk through licensing too: course → exam booking → fingerprints → licence application → E&O → National Life appointment (see CA Licensing Guide) |
| 7 | 借力时怎么分单？How are splits done with leverage? | 默认 50/50；培训单、实习单、转介单各有规定对象；最多三方；不实质参与不分；招募本身不分（见分单规则）Default 50/50; training, supervised and referral sales each name who splits; three parties at most; no material participation, no split; recruiting alone earns nothing (see the split rules) |
三、第二部分：招募（8–15）3. Part 2: Recruiting (8–15)
| # | 题目Question | 答题要点Key points |
|---|---|---|
| 8 | 为什么要招募？Why recruit? | 团队的延续与复制；新人带来新的市场；带人本身让你学得更快；团队收入来自别人的成长而不是你一个人的时间Continuity and duplication; new people bring new markets; teaching makes you learn faster; team income comes from others' growth, not only your hours |
| 9 | 你用哪些工具招募？What tools do you use? | 见面与日常接触、朋友圈的持续经营、微信与电话、FOS / 线上说明会、书籍邀约、与现有工作和圈子结合。要提到：对外发布的内容需先经合规审核Face to face and everyday contact, a maintained social feed, messaging and calls, FOS and webinars, book drops, your existing work and circles. Mention that published content needs compliance approval first |
| 10 | 怎么邀约（冷市场、熟人市场）？How do you invite, cold and warm? | 先分关系温度；熟人先关心再开口，目的讲清楚；陌生人先交朋友建立信任；二选一约时间、说明需要多久、降低对方防备（见《从破冰到邀约》）Sort by temperature; with people you know, care first and be clear about the purpose; with strangers, build trust first; offer two time options, say how long, lower the guard (see Breaking the Ice) |
| 11 | ABC 法则是什么，怎么用？What is the ABC triangle? | A 专业、B 信任、C 需要；B 事先把 C 的情况告诉 A；座位与分工；B 全程陪同不插话（见借力：ABC 三方）A brings expertise, B trust, C the need; B briefs A beforehand; seating and roles; B stays and doesn't interrupt (see the ABC triangle) |
| 12 | 借力时怎么推崇（edify）培训师？How do you edify the trainer? | 事先熟悉 A 的背景，练成自己的话，找 A 与 C 的共同点；只讲真实的经历与资格，不讲收入数字Know A's background, practise it in your own words, find common ground with C; true experience and credentials only, no income figures |
| 13 | 怎么应对负面评价？How do you handle negative comments? | 先问「帮我理解你为什么这么想」「你看到的是哪一条」，就事论事地回答，不说「负面新闻都是某某媒体编的」；承认行业里确实有做得不好的人；讲我们受州保险局与保险公司双重监管、有合规流程；邀请对方自己来看。不攻击、不威胁Ask "help me understand why you feel that way" and which item they saw, then answer that specifically; never claim the bad press all comes from some outlet; acknowledge the industry has bad actors; explain the dual oversight by state regulators and carriers and our compliance process; invite them to see for themselves. No attacks, no threats |
| 14 | 15 分钟一对一招募（我们是谁、做什么、怎么赚钱、怎么参加）A fifteen-minute one-on-one (who we are, what we do, how pay works, how to join) | 按公司核准的 FOS 结构讲，不临场加料；「怎么赚钱」讲制度算法（点数 × 比例）与门槛，不讲别人的收入，并说明收入取决于个人投入、没有保证；「怎么参加」讲清 $125 平台费、执照与 E&O 的费用和时间Follow the approved FOS structure, no ad-libbing; "how pay works" means the mechanics (points × rate) and thresholds, not other people's income, and that income depends on effort and isn't guaranteed; "how to join" covers the $125 platform fee and the cost and time for licensing and E&O |
| 15 | 七种常见异议：要考虑、要自己研究、要和家人商量、没时间、英文不好、没人脉、不懂销售Seven objections: need to think, want to research, must ask family, no time, poor English, no network, can't sell | 每一个都先认同、再问原因、再给具体的下一步。「和家人商量」要支持对方商量、邀请家人一起来听，不要劝对方别商量For each: agree, ask why, offer a concrete next step. For "ask my family", support the conversation and invite the family along; never talk them out of consulting their spouse |
四、第三部分：启动新人（16–20）4. Part 3: Launching recruits (16–20)
| # | 题目Question | 答题要点Key points |
|---|---|---|
| 16 | 启动培训什么时候做？When does launch training happen? | 72 小时内联系并排期；24–72 小时内做产品与 Fast Track 培训；一周内完成三次一对一Contact and schedule within 72 hours; product and Fast Track training within 24–72 hours; three one-on-ones inside a week |
| 17 | 启动培训讲什么、分几次、什么顺序？What does it cover, in how many sessions, in what order? | 产品（为什么 IUL、为什么国家人寿、为什么 PFA）→ 系统与收入、怎么复制 → 市场（按新人情况定制）；配合九步带训流程Product (why IUL, why National Life, why PFA) → the system, pay, and duplication → the market, tailored to the person; aligned with the nine-step process |
| 18 | 3–5 分钟讲「为什么要做 Fast Track」Three to five minutes on "why Fast Track" | 起步比例更高、现金流更早；等执照期间不空转；学到完整流程；给团队立下可复制的样子。避免用吓人的理由（例如「自己开自己的单会批不下来」）A higher starting rate and earlier cash flow; no dead time while licensing; learning the full process; setting a duplicable example. Avoid scare reasons ("you won't get approved writing your own policy") |
| 19 | 新人最重要的一件事？The single most important thing for a new partner? | 持续上培训，知识、环境与动力都从这里来；也可以说「做完 Fast Track」，但要讲出理由Keep attending training, since knowledge, environment and momentum come from it; "finish Fast Track" is also fine if you can say why |
| 20 | 新人有哪些培训资源？What training resources exist? | CFT 一对一；每周的线上与办公室培训；PFA Community 与录播；大会；本站团队建设One-on-ones with the CFT; weekly online and office sessions; PFA Community and recordings; conventions; this site's Team Building section |
五、第四部分：产品与保单（21–37）5. Part 4: Products and policies (21–37)
| # | 题目Question | 答题要点Key points |
|---|---|---|
| 21 | 几大类寿险，一句话讲特点；Why IULThe main life products in a sentence each; why IUL | Term：一定期限、最便宜、无现金价值、可转换；WL：保证最多、保费固定且高；UL：保费灵活、宣告利率；VUL：投资子账户、可亏损；IUL：指数挂钩、有保底有上限、保费灵活。每类都讲「适合谁」，不说哪种绝对最好（见《寿险五次进化》）Term: a set period, cheapest, no cash value, convertible; WL: most guarantees, fixed higher premium; UL: flexible premium, declared rate; VUL: sub-accounts, can lose; IUL: index-linked, floor and cap, flexible premium. Say who each suits; never call one universally best (see Evolution of Life) |
| 22 | 寿险和年金有什么不同？Life insurance versus annuities? | 寿险管「走得太早」和生病，身故金一般免所得税；年金管「活得太久」，增值部分领取时要缴税；两者风险互补Life covers dying too soon and illness, with a generally income-tax-free death benefit; annuities cover living too long, with gains taxed on withdrawal; the risks offset |
| 23 | 寿险和 401(k)、IRA、Roth IRA 有什么不同？Life insurance versus 401(k), IRA, Roth IRA? | 退休账户有供款上限、提早领取罚款、RMD；寿险现金价值不受这些限制，但有保险成本，而且必须先有保障需要。不要把寿险说成退休账户或投资（见《退休账户地图》）Retirement accounts have contribution limits, early-withdrawal penalties and RMDs; cash value isn't bound by those but carries insurance costs and requires a real need for cover. Don't present life insurance as a retirement plan or investment (see Retirement Accounts) |
| 24 | 外国人买国家人寿有什么要求？未成年人呢？Requirements for foreign nationals? For minors? | 外国人：需要与美国的实质联系（nexus），按国家分级、有保额与签单地点限制；未成年人：父母的保额通常要不低于孩子，家庭保额要相称（细节见《核保》）Foreign nationals: a real U.S. nexus, country tiers, limits on amount and where it's signed; minors: parents usually carry at least as much as the child, and family cover must be proportionate (details in Underwriting) |
| 25 | 怎么向客户解释 IUL 的保证与不保证？Explaining what's guaranteed in an IUL | 保证的只有保底（0% 或 1%）、合同写明的条款和最高费用；不保证：上限与参与率可调、非保证栏的价值。演示利率是假设，不是承诺，绝不说「IUL 保证 6–8%」。一定要给客户看保证栏那一列Only the floor (0% or 1%), the contractual terms and the maximum charges are guaranteed; not guaranteed: caps and participation rates can change, and the non-guaranteed columns. The illustrated rate is an assumption, not a promise; never say "IUL guarantees 6–8%". Always show the client the guaranteed column |
| 26 | Minimum、Target、Guideline Level、Max Fund 是什么，怎么推荐？Minimum, target, guideline level, max fund, and how to recommend | 最低保费＝维持保单一段期间的最低；目标保费＝计佣基础、也是常用参考；Guideline＝税法允许的保费上限；Max fund＝不变 MEC 的当年最高。推荐看预算和目标，不看佣金Minimum keeps the policy in force for a period; target is the commission basis and a common reference; guideline is the tax-law ceiling; max fund is the most this year without becoming a MEC. Recommend on budget and goals, never commission |
| 27 | 国家人寿的生前福利有哪些条款，优势在哪？National Life's living-benefit riders, and their strengths | 末期疾病、慢性疾病、重大疾病、重大伤害、阿兹海默；各自触发条件与上限；多数不另收费、按折现支付。优势讲具体条款，不用最高级，也不点名批评其他公司（见《生前福利》）Terminal, chronic, critical illness, critical injury, Alzheimer's; triggers and caps for each; mostly no extra charge, paid on a discounted basis. Argue on specifics, not superlatives, and never name or criticise other carriers (see Living Benefits) |
| 28 | 为什么主推国家人寿？Why lead with National Life? | 历史与互助公司结构、评级、生前福利条款、费用结构、产品线与独家条款。评级和排名要讲出处与日期；不说没有出处的「理赔最高、范围最广、全美最好」History and mutual structure, ratings, living-benefit riders, cost structure, product line and exclusive riders. Give sources and dates for ratings and rankings; no unsourced "highest payouts, widest coverage, best in America" |
| 29 | PFA 卖的国家人寿和别的经纪卖的有什么不同？How is NLG through PFA different from NLG through another broker? | 独家产品 Living Life Defender 与独家附约（GPR、GFR、CMC、延长住院身故金、失业免退保费等）（见《Living Life Defender》）The exclusive Living Life Defender and its riders (GPR, GFR, CMC, extended-hospital-stay benefit, unemployment surrender waiver, and so on) (see Living Life Defender) |
| 30 | 现场跑演示：20–30、30–40、50–60 岁、年长者、百万宝贝、教育基金Run illustrations live: ages 20–30, 30–40, 50–60, older, a juvenile million-dollar plan, education funding | 能讲清每一列（保单年度、年龄、保费、现金价值、退保价值、身故金）、保证与非保证两栏、取钱怎么设计、贷款方式；年长者要讲保险成本上升和保证期；学生最弱的一环通常是「取钱阶段」，要专门练Explain every column (year, age, premium, accumulation and surrender value, death benefit), guaranteed versus non-guaranteed, how withdrawals are designed, loan type; for older clients, rising cost of insurance and the guarantee period. The weakest point is usually the distribution phase, so practise it specifically |
| 31 | 什么时候用 Level，什么时候用 Increasing？Level versus increasing death benefit? | 多数情况 Option A（Level）；想让身故金随现金价值一起增长、或早期大量存钱时可考虑 Option B，之后可转回 A；讲清对保险成本的影响Usually Option A (level); consider B when the death benefit should grow with cash value or during heavy early funding, often switching back to A later; explain the effect on cost of insurance |
| 32 | Living Life Defender 有哪些独家附约，怎么帮客户选？Living Life Defender's exclusive riders, and choosing | 每个附约讲「解决什么问题、谁适合、有没有费用」，按客户的缺口来选，而不是全部加上For each: what it solves, who it suits, whether it costs; choose by the client's gap, not by adding everything |
| 33 | 固定贷款和浮动贷款的区别；有几种贷款方式？Fixed versus variable loans; how many loan options? | 标准贷款（抵押部分移到固定账户）、参与式浮动贷款（抵押仍在指数策略、利率浮动）、参与式固定贷款（部分产品）。讲利差风险（见《保单贷款》）Standard (collateral moves to a fixed account), participating variable (collateral stays indexed, rate floats), participating fixed (some products). Explain spread risk (see Policy Loans) |
| 34 | 什么时候可以帮客户转单？都要转吗？怎么判断？When to replace a policy? Always? How to decide? | 只有对客户明显有利才转：比较退保费、新的退保期、新的不可争议期与自杀条款期、年龄与健康变化、新保单的真实成本；如实填替换表格、留档；转了不划算就不转（见《保单替换》）Only when clearly in the client's interest: weigh surrender charges, a new surrender period, new contestability and suicide periods, age and health changes, the new policy's real cost; complete replacement forms honestly and keep records; if it doesn't pay, don't (see Policy Replacement) |
| 35 | 怎么跟核保打交道：交单、催单？Working with underwriting: submitting and chasing | 每天早晚看 Agent Portal 的待办；按案子对应的 Case Manager 回复；补件用 PDF；电话查询时准备好代理人号、保单号；先查手册、问上线，再联系保险公司Check the Agent Portal morning and evening; reply to the case manager assigned to that case; send requirements as PDFs; have agent and policy numbers ready when calling; check the manual and your upline before calling the carrier |
| 36 | 怎么送保单、让客户签字？Delivering the policy and getting signatures | 新人必须和 CFT 一起送；讲解保单内容、演示第二页、生前福利那几页；签收回执与修正页要签齐并立即上传；签发后 75 天内没送达会有被撤销并追回佣金的风险A new agent delivers with their CFT; walk through the contract, page two of the illustration, the living-benefit pages; get the delivery receipt and amendments signed and uploaded at once; policies not delivered within 75 days risk cancellation and chargeback |
| 37 | 年度回访怎么做？Annual reviews | 用 Agent Portal 的客户资料与生活事件提醒；看保单是否缴够、是否需要调整、家庭有无变化（新生儿、买房、换工作）；顺带了解是否有朋友需要帮助Use the portal's client data and life-event prompts; check funding and whether changes are needed, and life changes (a baby, a house, a new job); ask whether friends need help too |
六、第五部分：客户常见问题（38–46）6. Part 5: Client questions (38–46)
| # | 客户问Client asks | 答题要点Key points |
|---|---|---|
| 38 | 保险公司倒闭怎么办？What if the insurer fails? | 保险公司受州监管、须提准备金、做再保险；万一出事由州担保协会在限额内保障（额度各州不同，不能作为卖点）。讲公司历史与评级，但不说「不可能倒闭」「美国不允许大公司倒闭」；2008 年 AIG 是被政府救助，保险子公司并未破产，不要讲成「AIG 申请过破产」；也不点名批评其他公司Insurers are state-regulated, hold reserves, and reinsure; the state guaranty association covers within limits (which vary and are never a selling point). Cite history and ratings, but never say it can't fail or that the U.S. won't let a big insurer fail; in 2008 AIG was rescued by the government and its insurance subsidiaries didn't go bankrupt, so don't say AIG filed for bankruptcy; and don't criticise other carriers by name |
| 39 | 为什么没听说过国家人寿？Why haven't I heard of National Life? | 公司主要通过经纪渠道销售、广告少；可以请客户自己查评级机构与州保险局的资料It sells mainly through agents and advertises little; invite the client to check the rating agencies and state insurance department themselves |
| 40 | 你们只卖一个产品吗？Do you only sell one product? | 不是：代理多家公司的寿险与年金，按需要和适当性选No: life and annuity products from several carriers, chosen on need and suitability |
| 41 | 听说你们的产品特别贵I heard your products are expensive | 先问「和什么比」；拿同保额、同缴费期、同假设的方案、同口径的公开资料逐项比较，费用都写在演示里；只讲事实，不点名批评别家Ask "compared to what?"; compare line by line at the same face, funding period and assumptions, using like-for-like published data; the charges are all in the illustration; state facts and never criticise another carrier by name |
| 42 | 生前福利真的会赔吗？Do living benefits really pay? | 讲触发条件与流程；可以讲团队经手的真实案例，但要去掉可识别的个人信息，并说明每个案例的赔付金额取决于当时情况Explain the triggers and the claims process; a real team case is fine with identifying details removed, noting that each payout depends on circumstances |
| 43 | 你们没有长期护理险You don't have long-term care insurance | 说实话：慢性疾病附约不是长期护理保险，给付方式和规则不同；对需要真正长照险的客户，要讲清差别或转介Be honest: the chronic-illness rider is not long-term care insurance, and pays differently; for clients who truly need LTC, explain the difference or refer |
| 44 | IUL 太贵、费用太高IUL is too expensive | IUL 的费用是透明列出的（保费费用、行政费、保险成本等），能逐项讲清楚；和其他产品比时用同口径（见《保单费用》）IUL charges are itemised (premium load, admin, cost of insurance, and so on) and can be explained one by one; compare on the same basis (see Policy Costs) |
| 45 | 都说保单老了会失效Policies lapse when you're old | 承认风险存在：缴费不足、长期低利率、大额贷款都会导致失效；应对是足额缴费、年度检视、用保证期附约或 LIBR。LIBR 有启动条件（60–85 岁、保单生效满 10 年、价值足够、贷款受限），满足条件后领取才有保证，不能说「开了 LIBR 就永远不会失效」Acknowledge the risk: underfunding, prolonged low crediting and heavy loans can all cause a lapse; the answer is adequate funding, annual reviews, and guarantee riders or LIBR. LIBR has conditions (age 60–85, in force ten years, sufficient value, loans restricted), and the income is guaranteed only once they're met; never say the policy can never lapse once LIBR is on |
| 46 | 回报太低，不如买定期、剩下的钱去投资Returns are low, so I'd rather buy term and invest the rest | 这对有纪律、真能长期投资的人是合理的选择；要讲的是两者的差别（终身保障、生前福利、税务处理、强制储蓄），让客户自己判断，而不是否定这个策略For someone disciplined who truly invests the difference long term, that's a reasonable choice; explain the differences (lifetime cover, living benefits, tax treatment, forced saving) and let the client decide, rather than dismissing the strategy |
七、第六部分：补充题（47–59）7. Part 6: Additional questions (47–59)
| # | 问题Question | 答题要点Key points |
|---|---|---|
| 47 | CFT 做得「好」和做得「很好」差在哪？What separates a good CFT from a great one? | 大多数人能招人、能卖；好的还会带训；很好的能复制：带出来的人也能独立带人。一对一要先弄清新人的动机和目标，再讲产品、系统、执照、市场和带训Most can recruit and sell; good ones also train; great ones duplicate: their people can train others. A 1-on-1 starts with the recruit's why and goals, then product, system, licence, marketing and field training |
| 48 | 团队路线、个人路线、Fast Track 各有什么取舍？Team track, personal track or Fast Track: what's the trade-off? | 团队路线省力，但依赖别人、节奏不在自己手里；个人路线自己掌控，但技能不完整；Fast Track 换来完整的技能和一支带过的团队，代价是按当期规则分出最初的案件。Fast Track 考的是新人，也是 CFT 自己（见《Fast Track》）Team track is easy but you depend on others and lose control of the pace; personal track is yours to set but leaves gaps in your skills; Fast Track gives a full skill set and a trained team in exchange for sharing your first cases under the current rules. It tests the CFT as much as the recruit (see Fast Track) |
| 49 | CFT 需要什么样的心态？What mindset does a CFT need? | 专业（谦虚、肯重复、持续学习、是做事的人、是能复制的老师）；执行（学习平台 + 事业平台，能讲保障、生前福利、教育、税务、传承和退休）；责任（专注、守承诺、先想别人）Professionalism (humble, willing to repeat, always learning, a doer, a teacher who duplicates); execution (learning and business platforms; able to cover protection, living benefits, education, tax, estate and retirement); responsibility (focus, keep promises, put others first) |
| 50 | IUL 有哪些躲不掉的费用？怎么让成本低一点？Which IUL charges can't be avoided, and how do you lower cost? | 保费费用、保险成本（COI，随年龄、性别、等级、保额变）、每月保单费、按账户价值收的费用、每千元保额的月费；有费用的附约是可选的。降成本：早买、争取好的核保等级、不吸烟、多缴。具体费率按产品和州查演示（见《保单费用》）Premium expense charge, cost of insurance (by age, sex, class and face), monthly policy fee, the account-value charge and the per-$1,000 monthly charge; riders with a cost are optional. To lower cost: buy young, earn a better class, no tobacco, fund more. Exact rates vary by product and state; read the illustration (see Policy Costs) |
| 51 | 用浮动参与型贷款，指数年份好、持平、零的时候分别会怎样？With a participating variable loan, what happens in a strong, flat or zero index year? | 借出的钱仍留在指数账户计息，同时按贷款利率计息。指数回报高于贷款利率是正利差；相等是打平；0% 那年就要承担全部贷款利息。所以贷款要看长期、要留余量，不能把正利差当保证（见《保单贷款》）The borrowed value keeps earning index credits while the loan accrues interest. Credits above the loan rate: a positive spread; equal: neutral; a 0% year: the full loan interest with nothing to offset it. So plan long-term, leave a cushion, and never present a positive spread as guaranteed (see Policy Loans) |
| 52 | 0% 保底为什么重要？Why does the 0% floor matter? | 亏了之后要更高的涨幅才能回本：跌 10% 要涨 11.1%，跌 40% 要涨 67%，跌 50% 要涨 100%。年度重置把已得的收益锁住。但要说「指数收益有 0% 保底」，不能说「永远不会亏」，费用照样扣Losses need bigger gains to recover: −10% needs +11.1%, −40% needs +67%, −50% needs +100%. Annual reset locks in credits already earned. Say "a 0% floor on index credits", never "you can't lose money", because charges still come out |
| 53 | AG49 管什么？演示利率选多少？What does AG49 limit, and which illustrated rate should you use? | AG49 限制 IUL 演示可用的最高利率。同一张保单，用 5%、6% 或最高允许利率演示，需要的保费差别很大。演示要保守，最好同时给客户看一个较低利率的版本AG49 caps the rate an IUL illustration may use. The same policy needs very different premiums at 5%, 6% or the maximum. Illustrate conservatively and show a lower-rate version alongside |
| 54 | 波动控制指数和 S&P 500 比，历史数字能信吗？Can you trust the history shown for a volatility-controlled index? | 指数推出日之前的数字是回测模拟的，不是真实表现。只看推出后的真实记录，并说明两者的区别（见《指数策略》）Anything before the index's launch date is a back-test, not real performance. Look at live history only, and explain the difference (see Index Strategy) |
| 55 | 客户说「那家终身寿分红率 6%，所以保单每年赚 6%」"That whole life dividend rate is 6%, so the policy earns 6%" | 不对。分红率不是现金价值增长率：分红 = 利息 + 死亡率盈余 − 费用。要看演示的保证栏和非保证栏，以及保证值表（减额缴清、展期定期）实际涨了多少No. The dividend scale isn't the cash-value growth rate: dividends reflect interest plus mortality gains minus expenses. Read the guaranteed and non-guaranteed ledgers, and the guaranteed-values table (reduced paid-up, extended term), for actual growth |
| 56 | 别家拿 IUL 的保证栏说「你看，这张单会失效」Another agent uses the IUL guaranteed column to "prove" it lapses | 保证栏同时假设最高费用和最低利率一直持续。这是最坏情况，不是预测。诚实地讲清楚它的意思，不要回避，也不要说它不会发生The guaranteed column assumes maximum charges and the minimum credit, both forever. That's a worst case, not a forecast. Explain it honestly; don't hide it or claim it can't happen |
| 57 | 别家的 IUL 演示现金价值更高，怎么比？Another carrier's IUL illustration shows more cash value. How do you compare? | 演示像导航给的到达时间，是估计不是承诺。用同一演示利率、同保额、同保费比；看现金价值增长（策略、费用、贷款类型和利率）、生前福利、保证、灵活性、服务五项；比最终能领的收入。封顶高不等于回报高（见《各家对比》）An illustration is like a GPS arrival time: an estimate, not a promise. Compare at the same illustrated rate, face and premium; weigh cash-value growth (strategy, charges, loan type and rate), living benefits, guarantees, flexibility and service; compare the income each produces. A high cap isn't a high return (see Carrier Comparison) |
| 58 | 看任何一张保单，先问哪三个问题？What three questions do you ask of any policy? | 多少（How much：保额和保费）、多久（How long：保障和缴费期）、怎么用（How can：指数计息、费用、贷款怎么运作）How much (face and premium), how long (coverage and funding period), and how can it be used (index crediting, charges, loans) |
| 59 | CFT 和新人的关系跟传统公司有什么不同？How is the CFT relationship different from a traditional agency? | 不是一买一卖，而是一教一学：CFT 带专业，新人带来熟人市场的信任，两边一起把事情做对It's teach-and-learn, not sell-and-buy: the CFT brings the expertise, the recruit brings the trust of their warm market, and together they do it properly |
内部培训资料，仅供签约经纪人使用。题目来自团队 CFT 考核题库，答题要点为本站整理，不是 PFA 或保险公司的官方答案； 考核标准以你的 QFD 与 PFA 当期要求为准。
Internal training material for contracted agents. Questions are from the team's CFT bank; the key points are this site's own notes, not official PFA or carrier answers. Grading follows your QFD and PFA's current requirements.