- 借力：ABC 三方Leverage: the ABC triangle
- 新人进来后的 72 小时The first 72 hours
- 九步带训流程The nine-step field training process
- CFT 的指派与守则Assigning a CFT, and the rules for CFTs
- 分单：十条规则与八条金律Splits: ten protocols, eight golden rules
- 分单场景对照表Split scenarios
- 执照补贴与佣金预支Licensing reimbursement and advances
- 怎么成为一个强 CFTBecoming a strong CFT
一、借力：ABC 三方1. Leverage: the ABC triangle
新人手里有信任（朋友愿意见他），缺的是专业。CFT 反过来。 把两样拼在一张桌子上，就是借力。三个角色：
A new partner has trust (their friends will sit down with them) but lacks expertise. The CFT has the reverse. Putting both at one table is what leverage means. Three roles:
什么时候该借力（客户喜欢你但不信你、第二张单开不动），见销售五问。
When to bring in leverage (liked but not trusted, a second policy that won't move): see Five Sales Questions.
| 角色Role | 是谁Who | 负责什么Responsible for |
|---|---|---|
| A · Advisor | CFT、领导、讲师The CFT, a leader, a trainer | 专业：讲解、设计方案、回答问题Expertise: explaining, designing, answering |
| B · Bridge | 你（新人或介绍人）You (the new partner or referrer) | 信任：约人、暖场、推崇 A、陪同全程Trust: booking, warming up, edifying A, staying throughout |
| C · Customer | 朋友、客户、潜在伙伴The friend, client, or prospect | 带着需要来Brings the need |
见面前：B 先告诉 A 八件事
Before: eight things B tells A
C 的工作与事业、经济状况、家庭情况、对团队式生意的看法、对保险的看法、可能的需要、可能的顾虑、性格。 A 知道得越多，越不会讲错话。
C's job and career, finances, family, view of team-based businesses, view of insurance, likely needs, likely objections, and temperament. The more A knows, the fewer wrong notes.
见面时：B 的位置与动作
During: where B sits, what B does
C 坐在 A 的左手边，B 坐在 C 旁边。B 先介绍 A 再介绍 C、负责暖场；之后少说话，点头、微笑、做笔记， 不看手机、不插话，不能把人丢给 A 自己走开。C 犹豫时，B 用信任帮他下决心。
C sits on A's left, B next to C. B introduces A first, then C, and warms the room; after that B talks little: nods, smiles, takes notes, no phone, no interrupting, and never leaves C alone with A. When C hesitates, B's trust is what helps them decide.
推崇（Edify）A，要真
Edify A, truthfully
提前把 A 的背景过一遍，练成自己的话，找到 A 和 C 的共同点来讲。 只讲真实的经历和资格，不讲收入数字，不夸大。夸大的话 C 迟早会发现，毁的是你的信任。
Learn A's background beforehand, put it in your own words, and find what A and C have in common. Say only what is true: experience and credentials, never income figures, no inflation. C will find out eventually, and it's your trust that breaks.
B 最常犯的错
B's most common mistake
在约人的时候就自己开始讲产品、讲收入。你讲不清楚，对方就先有了结论， 等 A 到场已经没有机会了。「不要替 CFT 做他要做的事，那会烧掉你的熟人市场。」
Starting to explain the product or the income while booking the meeting. You won't explain it well, the other person forms a view, and by the time A arrives the chance is gone. "Don't do the CFT's job; you'll burn your warm market."
二、新人进来后的 72 小时2. The first 72 hours
- 72 小时内：招募人必须联系新人，排好带训开始的时间（这是合规手册的要求，不是建议）。
- Within 72 hours: the recruiter must contact the new associate and schedule field training (a compliance-manual requirement, not a suggestion).
- 24–72 小时内：上产品培训和 Fast Track 培训；Fast Track 的 30 天从这次培训的第二天算起。
- Within 24–72 hours: product training and Fast Track training; the 30 days of Fast Track start the day after it.
- 第一周：尽量完成三次一对一：产品（为什么 IUL、为什么国家人寿、为什么 PFA）、系统与收入、市场（结合新人自己的情况定制）。
- First week: aim to finish three one-on-ones: product (why IUL, why National Life, why PFA), the system and income, and the market (tailored to the person).
- 同时开始：执照课程（加州 12 小时）、PFA Community 注册、每周的线上与线下培训。
- In parallel: the licensing course (12 hours in California), PFA Community sign-up, weekly online and in-person training.
- 不强制买产品：新人不需要购买任何产品，只有在他认为对自己有益、也负担得起时才买。这句话要讲出来。
- No obligation to buy: a new associate is never required to buy a product; they buy only if they believe it helps them and can afford it. Say this out loud.
三、九步带训流程3. The nine-step field training process
这是 CFT 带训的核心。每带一个人都完整走一遍，不跳步。
This is the core of CFT field training. Walk every trainee through all nine, every time, without skipping.
| # | 步骤Step | 要做到What it means |
|---|---|---|
| 1 | 启动面谈Start-up interview | 填商业计划表：产品需要、事业目标、收入期望、能投入的时间Business plan worksheet: product needs, career goals, income desired, time available |
| 2 | 定目标Set goals | 排好前 30 天；用 30 天带训周期表追踪；按时间投入倒推每周要约几个；拿到 3/3/30 或 5/5/30 的承诺；定带训开始日Plan the first 30 days on the 30-day cycle form; back out weekly appointments from the time available; get a 3/3/30 or 5/5/30 commitment; set a start date |
| 3 | 产品培训Product training | 需求分析与适当性；各类寿险、生前福利、主力产品、其他适合的产品Needs analysis and suitability; the product types, living benefits, the flagship, other suitable products |
| 4 | 名单Prospecting | 用记忆提示表列出 Top 25；按画像筛：30 岁以上、已婚、有孩子、有房、有稳定事业、家庭收入达到一定水平、对现状不满或自雇Top 25 using a memory jogger; qualify on profile: 30+, married, children, homeowner, solid career, reasonable household income, dissatisfied or self-employed |
| 5 | 邀约来 FOSInvite to the FOS | 所有潜在伙伴都请来，不论是否已经买了产品；新人自己每周都要出席Invite every prospect, bought or not; the trainee attends every week |
| 6 | 约见Appointment setting | 先打 Top 25 里的前 10 个；每周固定一天打约见电话；必要时陪新人一起打Call the top 10 of the 25 first; a fixed weekly calling slot; sit with the trainee on calls if needed |
| 7 | 讲解The presentation | 熟练讲 FOS（How to Win the Money Game）与产品讲解；讲解中至少三次回顾核心概念：讲完时、写完申请收款前、出门前Master the FOS (How to Win the Money Game) and the product presentation; recap the concept three times: after presenting, after the application and before payment, and at the door |
| 8 | 从成交客户里招募Recruit the warm market | 成交后说明新人为什么加入；问对方是否想要一份兼职收入；邀请来 FOS；72 小时内约跟进面谈After the sale, explain why the trainee joined; ask whether they'd like part-time income; invite to the FOS; follow-up interview within 72 hours |
| 9 | 要转介Referrals | 请满意的客户介绍最亲近的家人朋友；目标是每个月帮你的学员带进 3 个人Ask satisfied clients for their closest family and friends; the aim is three new people a month for your trainee |
第 7 步要回顾三次，目的很直白：提高续保率、减少拒收和重写、防止被原来的经纪人劝退。 回顾时讲的是保障和生前福利的意义，不是回报数字。
Step 7 recaps three times for plain reasons: better persistency, fewer not-takens and rewrites, and a defence against the previous agent. The recap is about protection and living benefits, not return figures.
四、CFT 的指派与守则4. Assigning a CFT, and the rules for CFTs
- 谁来指派：由 QFD 为新人指派 CFT，而不是新人自己挑、也不是直属上线指定（除非直属上线本身就是 QFD）。首选新人的直属上线 CFT。
- Who assigns: the QFD assigns the CFT, not the recruit and not the direct upline (unless that upline is a QFD). First choice is the recruit's direct-upline CFT.
- 跨团队：没有对方团队 QFD 的同意，不能把自己安排成别的团队新人的 CFT。
- Across teams: never assign yourself to another team's recruit without that team's QFD agreeing.
- 接了就要带完：只有能承诺从头到尾带完（教会他招募和销售、完成 Fast Track 和实习单、再培养成下一个 CFT），才接这个角色。
- Finish what you start: take the role only if you can see it through: teach recruiting and selling, complete Fast Track and supervised sales, and develop the next CFT.
- 不挖人：绝不因为学员喜欢跟你做，就以任何方式劝他转到你的团队。6 个月 / 24 个月不活跃转线只给真正不活跃的人，操纵规则会被严肃处理。
- No poaching: never solicit a trainee to move to your team because they enjoy working with you. The 6- and 24-month inactive transfers are for people who are genuinely inactive; gaming them is dealt with seriously.
- 谁可以带训：只有 CFT（或在训 CFT）能培训 PFA 伙伴，产品培训、招募培训、销售、执照与继续教育相关培训都算。CSA 可以自己卖给非 PFA 客户，但不能培训任何人，连自己招来的也不行。
- Who may train: only a CFT (or CFT-in-training) may train PFA associates; product, recruiting, selling, licensing and CE training all count. A CSA may sell to non-PFA clients on their own but may not train anyone, not even their own recruits.
五、分单：十条规则与八条金律5. Splits: ten protocols, eight golden rules
| # | 规则Protocol |
|---|---|
| 1 | 有执照、已委任、有 PFA 的 E&O，才能从任何保单拿佣金。Licensed, appointed and holding PFA-compliant E&O before earning any commission. |
| 2 | 每一份寿险或年金申请上，至少有一位 CFT 或 CSA 做代理人。Every life or annuity application carries at least one CFT or CSA as an agent. |
| 3 | 学员（有执照但还不是 CFT）不能单独出现在申请上；可以作为共同代理人，但必须有 CFT 做写单代理人。A licensed trainee may not be on an application alone, only as co-agent, with a CFT as writing agent. |
| 4 | 不得把点数送给、转给、分给没有实质参与这张单的人，用来凑晋升、旅游、钻戒、奖金池或其他奖励。No gifting, transferring or splitting points with someone not materially related to the sale to qualify for promotion, trips, rings, bonus pools or recognition. |
| 5 | 没有特别约定时，按目标保费 50/50 在写单代理人和共同代理人之间分。Absent another agreement, splits are 50/50 on target premium between writing agent and co-agent. |
| 6 | 经 EFD 和 PFA 总部批准的特殊情况，可以按其他比例分，前提是所有人都实质参与、都作为共同写单代理人列在申请上，并签分单协议。In cases approved by the EFD and PFA, other percentages are allowed if everyone materially participated, is on the application as co-writing agent, and a split agreement is signed. |
| 7 | 培训单：CFT 与学员分（学员已有执照时）；学员没有执照，就由 CFT 与学员的直属有照上线分。Training sale: CFT and trainee split if the trainee is licensed; otherwise CFT and the trainee's direct licensed upline. |
| 8 | 实习单：做监督的 CFT 与实际开单的 LFTR 分。Supervised sale: the supervising CFT and the LFTR who made the sale. |
| 9 | 转介单：CFT 与做转介的有照伙伴分。Referral sale: the CFT and the licensed referring associate. |
| 10 | 需要时，所有分单的人填写、签署并各自保留一份分单协议。Where needed, everyone in the split completes, signs and keeps a commission split agreement. |
「实质参与」只有五种：培训单里的有照学员；实习单里的 LFTR；做转介的有照伙伴；无照学员转介时他的有照上线；以及经批准的其他情况。
"Materially related" means one of five: a licensed trainee on a training sale; the LFTR on a supervised sale; a licensed referring associate; the licensed upline of an unlicensed trainee who refers the sale; or another approved case.
- 简单才能复制。
- Keep it simple: simplify to multiply.
- 做能复制的，不只是做有效的。
- Do what's duplicable, not just what works.
- 分单保持两方，最多三方。
- Two parties to a split, never more than three.
- 只有能承诺带完全程，才接 CFT 的角色。
- Take the CFT role only if you'll finish the whole process.
- 招募本身不分单。
- Recruiting alone earns no split.
- 没成交不分单。
- No close, no split.
- 同一张单不能既算培训单、又算实习单。
- A sale can't be both a training sale and a supervised sale.
- 永远按金律来。
- Always follow the golden rules.
六、分单场景对照表6. Split scenarios
下表的「Mary」是学员，「John」是 CFT，「Mike」是 Mary 的直属上线。NLR = 无照新人，LR = 有照、已委任、有 E&O，LFTR = 完成带训要求的有照伙伴。
In the table, Mary is the trainee, John the CFT, and Mike Mary's direct upline. NLR = unlicensed recruit; LR = licensed, appointed, with E&O; LFTR = licensed and field-trained.
| 情形Situation | 怎么分Split | 上线Upline |
|---|---|---|
| John 带无照的 Mary，John 也是她的直属上线John trains unlicensed Mary and is her direct upline | John 拿全部目标保费，不分John takes 100% of the TP; no split | — |
| 别的团队的 John 带无照的 Mary，Mike（有照）是直属上线John from another team trains unlicensed Mary; Mike (licensed) is her upline | John 与 Mike 分John and Mike split | — |
| John 带有照的 Mary，John 也是直属上线John trains licensed Mary and is her direct upline | John 与 Mary 分John and Mary split | — |
| John 带有照的 Mary，Mike（有照）是直属上线John trains licensed Mary; Mike (licensed) is her upline | John 与 Mary 分John and Mary split | Mike 拿级差（如适用）Mike earns the override, if any |
| 同上，但上面还有 Nancy、Kate 两层 LFTRAs above, with Nancy and Kate (LFTRs) further up | 仍然只是 John 与 Mary 分Still just John and Mary | Mike、Nancy、Kate 各拿级差（如适用）Mike, Nancy and Kate earn overrides, if any |
| John 监督 LFTR Mary 开的实习单，John 是直属上线John supervises LFTR Mary's sale and is her direct upline | John 与 Mary 分John and Mary split | — |
| LFTR Mike 想把无照 Mary 的一张单当自己的实习单LFTR Mike wants to use unlicensed Mary's sale as his supervised sale | 可以，算 Mike 的实习单（John 监督）；不能同时再算 Mary 的培训单Allowed as Mike's supervised sale under John, but it can't also count as Mary's training sale | — |
「这对 Mike 公平吗？」是这组场景里反复出现的问题。答案是：Mike 没有实质参与这张单，所以不在分单里， 但他的级差不受影响；如果他想多拿，路径是自己成为 CFT，自己带自己的人。这正是制度鼓励每个人往 CFT 走的原因。
"Is this fair to Mike?" comes up again and again in these scenarios. The answer: Mike didn't materially participate, so he isn't in the split, but his override is untouched; if he wants more, the route is to become a CFT and train his own people. That is exactly why the structure pushes everyone toward CFT.
七、执照补贴与佣金预支7. Licensing reimbursement and advances
执照补贴
Licensing reimbursement
新人的 CFT（以及培训单上所有分单的人）可以替新人报销或支付执照课程与考试费，上限 $750。 只在新人完成 FTR 要求、有照并已委任、培训单都已签发并交付之后给。 加入时就已经有执照的人，培训单按 50/50 分，没有补贴。培训单若被追回佣金，新人要补做。
The CFT (and everyone splitting the training sales) may reimburse or pay the recruit's licensing course and exam fees, up to $750, but only once the recruit has met the FTR requirements, is licensed and appointed, and the training sales are issued and delivered. Someone already licensed at joining splits training sales 50/50 and gets no reimbursement. If a training sale charges back, the recruit makes it up.
佣金预支与上限
Advances and caps
寿险佣金一般预支 75% 的年目标保费，其余 25% 按实收发（As Earned）；年保费一次交齐时上限不起作用。 上限：$500–$1,500（需上线 QFD 批准）；$3,000（3 位活跃的个人 LFTR，且任意滚动 3 个月个人实收 30,000 点）； $5,000（9 位活跃团队 LFTR、其中至少 3 位个人直属，并达团队业绩要求）。 100% 预支比例要 12 个月续保率 78% 且目标保费 $50,000；逾期 90 天以上的欠款会被改成 As Earned。
Life commissions typically advance 75% of annual target premium, with 25% paid as earned; caps don't bite when the annual premium is paid up front. Caps: $500–$1,500 (upline QFD approval); $3,000 (3 active personal LFTRs and 30,000 personal paid points in any rolling three months); $5,000 (9 active team LFTRs, at least 3 personal, plus the team production requirement). A 100% advance rate needs 78% 12-month persistency and $50,000 target premium; debt aged over 90 days can move you to As Earned.
预支是保险公司先借给你的钱。客户退保、不交费、在追回期内失效，佣金会被追回（chargeback）， 变成你欠公司的债。新人最常见的财务坑，就是把第一年的预支当成了稳定收入。带人的时候要把这句话讲清楚。
An advance is money the carrier lends you ahead of time. If the client surrenders, stops paying, or lapses within the chargeback period, it's clawed back and becomes a debt you owe. The most common money trap for new agents is treating year-one advances as steady income. Say so plainly when you train people.
八、怎么成为一个强 CFT8. Becoming a strong CFT
自己先练
Train yourself first
- 培训和大会不缺席，你要比学员懂得多
- Never miss training or conventions; you have to know more than your trainees
- 记笔记，不拍照；上课录音反复听
- Take notes rather than photos; record classes and relisten
- 在家把讲解录下来，自己看一遍
- Record your own presentation at home and watch it
- 研究的过程比答案重要：遇到问题自己先找解法
- The research matters more than the answer: find the solution yourself first
在外面随时准备好
Always field-ready
- 衣着、笔电、笔记本、保单样本随身
- Outfit, laptop, notebook and sample policy always with you
- 见客户前先演练一遍
- Rehearse before every client meeting
- 每次出错都记下来，回来补课
- Log every mistake and go back to learn it
- 见面时讲话、眼神、节奏、热情，学员都会照着学
- Your trainee copies your eye contact, pace, confidence and warmth
带出下一个 CFT
Building the next CFT
- 你就是母本（master copy）：你怎么做，他就怎么做
- You are the master copy: they'll do what you do
- 要耐心；陪新 CFT 下市场，和他一起成长
- Be patient; go into the field with new CFTs and grow with them
- 要求学员把线上线下课程都上完
- Have trainees complete every online and in-person course
- 帮他定目标，定期复盘
- Set goals with them and review regularly
带训期间给学员的提醒
What to tell a trainee in the field
- 负责约人，见面时先不提问、认真听
- Book the meeting; in the room, listen rather than ask
- 需要时给客户一点鼓励
- Encourage the client when it helps
- 做笔记，结束后再问你
- Take notes and ask questions afterwards
- 之后由学员负责跟进
- The trainee owns the follow-up
内部培训资料，仅供签约经纪人使用，不是 PFA 的官方文件； 分单、预支与补贴规则以 PFA 当期公布的政策为准，有疑问先问你的 QFD 或 EFD。
Internal training material for contracted agents; not an official PFA document. Split, advance and reimbursement rules follow PFA's current published policy. Ask your QFD or EFD when in doubt.