Home/客户讲座Client Seminars/教育基金Education Funding

团队建设 · 约 22 分钟Team Building · 22 min

教育基金讲座

The Education Funding Seminar

一场 90 分钟的家长讲座，拆成你能复用的四幕：先把账算到吓人， 再把五条钱的来路一条条打掉，最后只剩下一条你今天就能动手的。

A ninety-minute parent seminar, broken into four acts you can reuse: make the arithmetic frightening, then knock out four of the five places the money could come from, leaving the one they can act on today.

幻灯片 · 41 页 · 每页下方附详细讲解Slides · 41 pages · full presenter notes under each ↓ 跳到全文↓ Skip to the full article

教育基金Education Funding

从孩子上小学开始，为大学铺一条不用借钱的路Starting in grade school, a path to college that doesn't run through debt

Presented by Team Rise

各位家长晚上好，我们是 Team Rise。谢谢大家今天晚上抽出时间，有的是下了班直接赶过来的，有的是把孩子安顿好了才出门，我们都知道这个时间有多难得。

Good evening, everyone. We're Team Rise. Thank you for giving us your evening. Some of you came straight from work, some of you had to settle the kids first, and we know how hard that time is to find.

今晚的题目是教育基金。副标题是这一句：从孩子上小学开始，为大学铺一条不用借钱的路。 先跟大家说清楚今晚的目的：不是让各位当场决定买什么，而是让每一位带走三个数字， 一个是你家孩子上大学真正要花多少，一个是这笔钱里你家要自己出多少，一个是从今天起每个月要存多少。

Tonight's topic is education funding, and the subtitle says it: starting in grade school, a path to college that doesn't run through debt. Let me be clear about the purpose of tonight: it isn't to have anyone decide to buy anything in this room. It's for every one of you to leave with three numbers: what college will really cost your child, how much of that your family will pay itself, and how much you'd need to set aside each month starting today.

这三个数字，今晚我们一起算。算出来以后要不要做、怎么做，是各位回家以后的事。

We'll work out those three numbers together tonight. Whether to act on them, and how, is something you decide at home.

节奏提示Pacing

开场 30 秒：先站定，等全场安静，再说第一句。不要用资历开场。自我介绍控制在 30 秒以内， 讲你为什么做教育金规划，不要逐条念证照。

The first thirty seconds: stand still, wait for the room to go quiet, then speak. Don't open with credentials. Keep your own introduction under thirty seconds: say why you do education planning, and don't read out your licences one by one.

今天，我们只回答三个问题Tonight We Answer Three Questions

01孩子上大学，我们家到底要准备多少钱？How much does our family really need for college?不是学费单上的数字，是你家真正要掏的那一笔Not the number on the tuition bill, but what your family will actually pay
02这笔钱可以从哪里来？Where can the money come from?奖学金、助学金、贷款、存钱账户、税务优惠：哪些靠得住，哪些只是听起来好听Scholarships, aid, loans, savings, tax credits: which ones hold up, and which only sound good
03从今天起，每个月要存多少？Starting today, how much a month?早三年开始存和晚三年开始存，区别在哪里What changes between starting three years early and three years late

三个问题，三个数字Three questions, three numbers

今晚我们只回答三个问题。

Tonight we answer three questions, and only three.

第一个：孩子上大学，我们家到底要准备多少钱？注意，我说的不是学费单上那个数字， 是你家真正要掏出去的那一笔：学费加上住宿、吃饭、书本、交通，再减掉可能拿到的助学金和贷款，剩下的那一块。

The first: how much does our family really need for college? Note that I don't mean the number on the tuition bill. I mean what your family actually pays: tuition plus housing, food, books and transport, minus whatever aid and loans you might get. The part that's left.

第二个：这笔钱可以从哪里来？奖学金、助学金、贷款、存钱账户、税务优惠，一共五条路。 我们会一条一条看，哪些靠得住，哪些只是听起来好听。

The second: where can that money come from? Scholarships, need-based aid, loans, savings accounts and tax credits: five routes in all. We'll go through them one at a time: which ones hold up, and which only sound good.

第三个：从今天起，每个月要存多少？还有一个很多家长没想过的问题：早三年开始存和晚三年开始存， 差的到底是多少。

The third: starting today, how much do you need to put away each month? And a question many parents have never asked: how much difference does starting three years earlier, or three years later, actually make?

三个问题，最后会变成三个数字。我们今晚就做这一件事：把这三个数字算清楚，请大家留到最后。

Three questions become three numbers. That's the one job tonight: work out those three numbers. I'd ask you to stay to the end for them.

节奏提示Pacing

念完三个问题停一拍。这一页是今晚的「约定」：你承诺回答这三个问题，家长承诺留到最后。

Pause for a beat after the three questions. This slide is the night's agreement: you promise to answer these three, and the parents agree to stay to the end.

第一幕Act one

先把账算清楚Do the Arithmetic First

大学的价格，和你以为的不一样College doesn't cost what you think it costs

第一部分，我们先把账算清楚。

Part one: let's do the arithmetic first.

我想先说一句：大学的价格，和大多数家长以为的不一样。不是因为大家没关心过， 而是因为我们平时看到的往往只是「学费」这一行，或者是自己当年读书时的印象。 接下来几页，我们从今天一年要多少钱开始，一步一步推到你家孩子入学那一年、四年加起来、再到你家要自己出多少。 每一步的数字都会摆在屏幕上，大家可以一边看一边自己算。

One thing first: college doesn't cost what most parents think. Not because you haven't looked into it, but because what we usually see is the tuition line, or our memory of what it cost when we went. Over the next few slides we'll go from what one year costs today, step by step, to the year your child enrolls, the four-year total, and finally how much your family pays itself. Every number will be on the screen, so you can check the arithmetic as we go.

节奏提示Pacing

第一幕约 15 分钟。目标是让家长自己算出一个吓人的数字，而不是由你说出来。

Act one runs about fifteen minutes. The goal is for parents to arrive at a frightening number themselves, rather than hear it from you.

2026 年，读一年大学要多少钱What One Year of College Costs in 2026

加州公立 · UCCalifornia public · UC$49,078加州居民、住校
学费杂费 $18,178｜食宿与保险 $25,600｜书本交通 $5,300CA resident, on campus
Tuition & fees $18,178 · room, board & insurance $25,600 · books & transport $5,300
私立名校 · 以 USC 为例Private · e.g. USC$103,162其中光学费就是 $75,384Tuition alone is $75,384

这两个数字是学校官网自己公布的 Cost of Attendance，已包含住宿、餐饮、书本和交通，才是一个孩子在外面读一年书的真实开销Both are the schools' own published Cost of Attendance, which already includes housing, food, books and transport: what a year away at college really costs

来源：UC 官方 2027–28 学年加州居民住校预算；USC 官方 2026–27 学年 Cost of AttendanceSources: UC published 2027–28 CA-resident on-campus budget; USC published 2026–27 Cost of Attendance

我们从今天开始算。2026 年，读一年大学要多少钱？

Let's start with today. In 2026, what does one year of college cost?

左边是加州公立大学 UC，按加州居民、住在学校算，一年 $49,078。拆开来看： 学费和杂费 $18,178，住宿、餐饮和学生保险 $25,600，书本和交通 $5,300。 大家注意，学费只占三分之一多一点，真正的大头是孩子在外面生活的开销。

On the left is the University of California, for a California resident living on campus: $49,078 a year. Broken down: tuition and fees $18,178; housing, meals and student health insurance $25,600; books and transport $5,300. Notice that tuition is only a little over a third. The big piece is the cost of the child living away from home.

右边是私立名校，以南加大 USC 为例，一年 $103,162，其中光学费就是 $75,384。

On the right is a private university, using USC as the example: $103,162 a year, of which tuition alone is $75,384.

这两个数字不是我们编的，是学校官网自己公布的 Cost of Attendance，中文叫「就读总费用」。 它已经把住宿、餐饮、书本和交通都算进去了，这才是一个孩子在外面读一年书的真实开销。 后面我们算助学金的时候，学校也是拿这个数字来算的，所以今晚我们就用它。

We didn't make these numbers up. They're the schools' own published Cost of Attendance. It already includes housing, food, books and transport, which is what it really costs for a child to spend a year away at college. When we get to financial aid later, this is also the number the schools use, so it's the number we'll use all night.

互动设计Interaction

翻到这一页之前先问：「在座有几位以为一年三万块就够？」通常会有一半人举手。 这是全场第一个落差，后面所有内容都靠它撑着。

Before showing this slide, ask: "How many of you thought thirty thousand a year would cover it?" Usually about half the room raises a hand. That's the first gap of the night, and everything afterward leans on it.

大学的账单，涨得比物价快College Costs Rise Faster Than Prices

一般物价 CPIGeneral prices (CPI)约 2–3%~2–3%
加州公立大学California public3%本场假设Assumed tonight
私立名校Private4.5%本场假设Assumed tonight

3% 看起来很小，但复利 11 年是 1.38 倍；4.5% 复利 11 年是 1.62 倍3% looks small, but compounded for 11 years it's 1.38×; 4.5% for 11 years is 1.62×

两个假设都偏保守：过去二十年大学费用的实际涨幅比这更高。学费不受一般竞争约束：只要还有人借得到钱去读，价格就还能往上走Both assumptions are conservative: college costs rose faster than this over the past twenty years. Tuition isn't held down by ordinary competition: as long as people can still borrow to attend, the price can keep rising

知道了今天的价格，下一个问题是：它每年涨多快？

Now that we know today's price, the next question is how fast it rises each year.

一般物价，也就是 CPI，长期大约每年涨 2% 到 3%。大学费用涨得比这个快。 今晚我们用两个假设：加州公立大学每年涨 3%，私立名校每年涨 4.5%。

General prices, measured by CPI, have risen about 2 to 3 percent a year over the long run. College costs rise faster. Tonight we'll use two assumptions: 3 percent a year for California public universities and 4.5 percent for private ones.

我要主动说一句：这两个假设都是偏保守的。过去二十年大学费用的实际涨幅比这还高。 为什么学费能一直跑赢物价？一句话：学费不太受一般的市场竞争约束，只要还有人借得到钱去读，价格就还能往上走。

I want to say this up front: both assumptions are on the conservative side. Over the past twenty years, college costs actually rose faster than this. Why does tuition keep outrunning prices? In one sentence: tuition isn't held down much by ordinary competition, and as long as people can still borrow to attend, the price can keep going up.

3% 听起来很小，对吧？但是复利 11 年，就是 1.38 倍。4.5% 复利 11 年，是 1.62 倍。 为什么是 11 年？因为今晚我们用的例子，是一个今天 7 岁、读小学二年级的孩子，他 18 岁上大学，离今天正好 11 年。

Three percent sounds small, doesn't it? But compounded over eleven years it's 1.38 times. At 4.5 percent, eleven years is 1.62 times. Why eleven years? Because the example we'll use tonight is a child who is seven today, in second grade, and starts college at eighteen: exactly eleven years from now.

讲师提醒Presenter note

不要讲经济学，一句话带过「学费涨幅长期跑赢 CPI，这是公开数据」。3% 和 4.5% 是假设， 不是预测，要主动说出来，这一句比任何数字都管用。

Don't give an economics lecture. One line is enough: "Tuition has outrun CPI for a long time; that's public data." The 3% and 4.5% are assumptions, not forecasts. Say so yourself; that sentence does more work than any number.

把时间拨到你孩子入学那一年Fast-Forward to the Year Your Child Enrolls

今天 7 岁 · 11 年后进大学Seven today · college in eleven years

今天（2026）Today (2026) 孩子 12 岁At 12 孩子 18 岁入学At 18, enrolling 涨幅Increase
加州公立 UC含住宿餐饮UCincl. living costs$49,078$56,895$67,935+38%
私立名校 USC含住宿餐饮USCincl. living costs$103,162$128,559$167,417+62%

假设公立年涨 3%、私立年涨 4.5%（均偏保守），仅为示意；实际费用以学校公布为准Assumes 3% a year for public and 4.5% for private (both conservative); illustrative only, actual costs are as published by the schools

我们把时间拨到你孩子入学的那一年。还是那个今天 7 岁的孩子，11 年以后进大学。

Let's fast-forward to the year your child enrolls. The same child, seven today, starting college eleven years from now.

先看第一行，加州公立 UC。今天一年 $49,078；按每年涨 3% 算，孩子 12 岁那年是 $56,895； 到他 18 岁入学那一年，一年是 $67,935，比今天多了 38%。

The first row is UC. Today it's $49,078 a year. At 3 percent a year, by the time the child is twelve it's $56,895, and the year they enroll at eighteen, one year costs $67,935, 38 percent more than today.

再看第二行，私立名校 USC。今天一年 $103,162；按每年涨 4.5% 算，孩子 12 岁那年是 $128,559； 18 岁入学那一年，一年是 $167,417，比今天多了 62%。

The second row is USC. Today it's $103,162 a year. At 4.5 percent a year, it's $128,559 when the child is twelve, and $167,417 for one year when they enroll at eighteen: 62 percent more than today.

大家看最右边这一栏。这不是最坏的情况，是用最保守的假设算出来的。 当然，这是推算，是示意，实际费用以学校每年公布的为准。

Look at the right-hand column. This isn't the worst case; it's what the most conservative assumptions produce. Of course, it's a projection, for illustration, and the real figures are whatever the schools publish each year.

互动设计Interaction

指着表最右端说：「这不是最坏情况，这是我用最保守的假设算出来的。」

Point at the far right of the table and say: "This isn't the worst case. This is what the most conservative assumptions give."

一张完整的四年账单The Full Four-Year Bill

四年，不是一年Four years, not one

大一Year 1 大二Year 2 大三Year 3 大四Year 4 四年合计Total
加州公立CA public$67,935$69,973$72,073$74,235$284,216
私立名校Private$167,417$174,951$182,823$191,050$716,241

而且这是一个孩子。两个孩子，把它乘以二；如果还想读研究生，再往上加And this is one child. Two children, double it; graduate school comes on top

刚才算的是入学那一年。但大学不是读一年，是读四年，而且每一年还在继续涨。

What we just worked out was the first year. But college isn't one year, it's four, and the price keeps rising each year.

加州公立：大一 $67,935，大二 $69,973，大三 $72,073，大四 $74,235，四年加起来是 $284,216， 差不多 28 万。

California public: $67,935 for freshman year, $69,973 for sophomore, $72,073 for junior and $74,235 for senior. Four years add up to $284,216, roughly $284,000.

私立名校：大一 $167,417，大二 $174,951，大三 $182,823，大四 $191,050，四年加起来是 $716,241， 70 多万。

Private: $167,417, $174,951, $182,823 and $191,050. Four years come to $716,241, over $700,000.

而且，这只是一个孩子。家里有两个孩子，把它乘以二；如果孩子以后还想读研究生，还要再往上加。

And this is one child. With two children, double it. If either wants to go on to graduate school, add more on top.

节奏提示Pacing

念完合计停两秒，让「一个孩子」这四个字落地。有两个孩子的家长会自己在心里乘二，你不用替他们算。

After the totals, pause for two seconds and let "one child" land. Parents with two children will do the multiplication themselves; you don't need to do it for them.

这 28 万里，有多少要你自己出？How Much of the $284k Is Yours to Pay?

一个孩子 · 加州公立 · 四年One child · CA public · four years金额Amount
四年总账单Four-year bill$284,216
减　助学金（假设每年 $10,000）Less need-based aid (assumed $10,000 a year)− $40,000
减　联邦学生贷款四年上限Less the federal student loan cap, four years− $27,000
家庭自付Family pays$217,216

假设：家庭年报税约 $10 万，每年获得约 $10,000 需求型助学金；联邦 Stafford 学生贷款四年上限 $27,000。仅为示意Assumes a household reporting about $100,000 a year and about $10,000 a year of need-based aid; the federal Stafford loan cap is $27,000 over four years. Illustrative only

但真正该问的是这一句：这 28 万里，有多少要你自己出？

But the question that really matters is this one: of that $284,000, how much do you pay yourselves?

我们还是用一个孩子、读加州公立、四年来算。四年总账单 $284,216。

Stay with one child at a California public university for four years. The four-year bill is $284,216.

先减助学金。我们假设家庭一年报税收入大约 $10 万，每年拿到大约 $10,000 的需求型助学金，四年就是 4 万。 这是一个保守的假设，等一下讲助学金的时候，大家会看到不同收入的家庭差别很大。

First, subtract aid. Assume the household reports about $100,000 a year and receives about $10,000 a year in need-based aid: $40,000 over four years. That's a conservative assumption; when we get to financial aid you'll see how much it varies with income.

再减学生贷款。孩子自己能借的联邦 Stafford 贷款，四年最多 $27,000。我们按借满来算。

Then subtract student loans. The federal Stafford loans the student can take out are capped at $27,000 over four years. We'll assume the full amount is borrowed.

剩下的，就是家庭要自己出的：$217,216，差不多 22 万。 请大家记住这个数字，今晚后面很多页都会回到它。

What's left is what the family pays itself: $217,216, about $217,000. Hold on to that number; we'll come back to it many times tonight.

讲师提醒Presenter note

讲慢一点，重点在「家庭自付」那一行。助学金是假设，学生贷款是四年上限，都要主动说明。 每年 $10,000 要说成「保守的下限」，不要说成「你家会拿到的数」：后面第 21 页的 UC 表，同样 $10 万收入的家庭 按今天的价格就能拿到 $23,588。另外这一页用的是 11 年后的价格，第 21、22 页拆学校时用的是今天的价格， 两边不能直接比，切换时要讲一句。

Slow down; the point is the "family pays" row. The aid figure is an assumption and the loan figure is a four-year cap; say both out loud. Present the $10,000 a year as a "conservative floor," not "what your family will get": the UC table on slide 21 shows the same $100k household receiving $23,588 at today's prices. Also, this slide is in prices eleven years out, while slides 21 and 22 use today's prices, so the two can't be compared directly. Say so at the transition.

把它换算成每个月Turn It into a Monthly Number

从今天起，每个月存下Starting today, set aside each month

$1,131

连续 11 年，年化 6.5%，孩子 18 岁那年，账户里刚好有 22 万for 11 years at 6.5% a year, and the account holds just about $217,000 the year your child turns 18

这是「加州公立、一个孩子、不额外补习」的最低门槛；目标是私立名校，这个数字还要再乘两倍以上。6.5% 是假设，不保证That's the minimum for one child at a California public school with no extras. For a private school, multiply by two or more. The 6.5% is an assumption, not a guarantee

22 万听起来是一个很大的数字，我们把它换算成每个月。

$217,000 sounds like a big number, so let's turn it into a monthly one.

从今天起，每个月存下 $1,131，连续存 11 年，假设年化回报 6.5%， 孩子 18 岁那一年，账户里刚好有 22 万，正好够付刚才那个家庭自付的部分。

Starting today, put away $1,131 a month for eleven years. Assuming a 6.5 percent annual return, the account holds just about $217,000 the year your child turns eighteen, exactly enough for the family's share we just worked out.

请注意这是什么条件下的数字：加州公立、一个孩子、什么课外补习都不额外算。这是最低门槛。 如果目标是私立名校，四年账单是 71 万，这个月供要再乘上两倍还不止。

Note the conditions behind that number: a California public school, one child, no extra tutoring or activities. It's the minimum. If the goal is a private university, with a four-year bill of $716,000, the monthly figure has to be multiplied by more than two.

另外，6.5% 是一个假设的年化回报，不是保证。实际回报高一点，月供可以少一点；低一点，月供就要多一点。

And 6.5 percent is an assumed annual return, not a guarantee. A higher actual return means a slightly lower monthly amount; a lower one means more.

节奏提示Pacing

全场第一个高潮。念出数字以后不要马上解释，让它在屏幕上挂三秒。

The first peak of the night. After you say the number, don't explain it straight away. Let it sit on the screen for three seconds.

晚三年开始，月供多一半；晚六年，接近三倍Three Years Late Costs Half Again; Six Years Late, Nearly Triple

开始存的年龄Start saving at 距离上大学Years to college 每月需要存Monthly amount 比 7 岁开始多vs starting at 7
7 岁711 年11 years$1,131—
10 岁108 年8 years$1,731+53%
13 岁135 年5 years$3,074+172%
15 岁153 年3 years$5,481+385%

时间是唯一一个你今天不用花钱就能拿到、明天想买也买不回来的东西Time is the one thing you can have today for free and can't buy back tomorrow

目标：孩子 18 岁时备妥 22 万｜假设年化 6.5%（不保证）Target: $217,000 by age 18 · assumes 6.5% a year (not guaranteed)

而这个月供，每晚一年开始，都在变贵。

And every year you wait, that monthly amount gets more expensive.

还是同一个目标：孩子 18 岁的时候，账户里要有 22 万；还是同样假设年化 6.5%。

Same target: $217,000 in the account when the child turns eighteen. Same assumed 6.5 percent a year.

孩子 7 岁开始存，离上大学还有 11 年，每个月 $1,131。

Start at seven, with eleven years to go, and it's $1,131 a month.

10 岁才开始，只剩 8 年，每个月要 $1,731，比 7 岁开始多 53%，也就是多一半。

Start at ten, with eight years left, and it's $1,731 a month: 53 percent more than starting at seven, half as much again.

13 岁才开始，只剩 5 年，每个月 $3,074，多了 172%，接近三倍。

Start at thirteen, with five years left, and it's $3,074 a month: 172 percent more, nearly triple.

15 岁才开始，只剩 3 年，每个月 $5,481，多了 385%，差不多是五倍。

Start at fifteen, with three years left, and it's $5,481 a month: 385 percent more, close to five times.

为什么差这么多？因为越早开始，账户自己长出来的部分越多，你要自己掏的就越少； 越晚开始，几乎每一块钱都得自己存进去。时间是唯一一个你今天不用花钱就能拿到、明天想买也买不回来的东西。

Why such a difference? The earlier you start, the more of the total the account grows on its own, and the less you have to put in yourself. Start late and almost every dollar has to come out of your pocket. Time is the one thing you can have today for free and can't buy back tomorrow.

互动设计Interaction

这一页是今晚最重要的说服点，慢讲。可以问一句：「孩子今年几年级？」让家长自己在表上对号入座。

This is the most persuasive slide of the night; take it slowly. Ask, "What grade is your child in this year?" and let each parent find their own row.

第二幕Act two

钱可以从哪里来Where the Money Can Come From

五条路，哪几条真的靠得住Five routes, and which of them really hold up

账算完了，22 万。接下来第二部分：这笔钱可以从哪里来？

The arithmetic is done: $217,000. Part two: where can that money come from?

一共有五条路。我们不会只讲其中一条，而是把整个体系从头到尾讲一遍：哪几条真的靠得住，哪几条听起来很好， 但真到了要付账单的时候帮不上太多。每一条路都弄清楚了，大家回家自己就能判断，你家的缺口到底要靠什么来补。

There are five routes. We won't cover just one of them; we'll go through the whole system end to end: which ones really hold up, and which sound good but don't help much when the bill comes. Once each route is clear, you'll be able to judge for yourselves at home what your family's gap will actually be filled with.

节奏提示Pacing

第二幕约 20 分钟。它的价值在于姿态：「我不是来卖保险的，我是来讲整个体系的。」五条路都讲到，可信度就是这么来的。

Act two runs about twenty minutes. Its value is the posture: "I'm not here to sell insurance; I'm here to explain the whole system." Covering all five routes is where your credibility comes from.

教育金的五条路Five Routes to College Money

1奖学金Scholarships看孩子：成绩、特长、背景。不用还The child: grades, talent, background. Not repaid
2助学金Financial aid看家庭：收入与资产。不用还The family: income and assets. Not repaid
3学生贷款Loans看额度与信用。要还，而且有利息Limits and credit. Repaid, with interest
4存钱账户Savings看你今天的决定。唯一完全可控的一条Your decision today. The only one you fully control
5税务优惠Tax credits看报税：AOTC、LLC，事后省税Your tax return: AOTC, LLC. Savings after the fact

前三条，你都控制不了。第五条，是账单已经付完以后的事。
今晚我们把时间花在第四条：它是唯一一条从今天开始就在你手上的You control none of the first three. The fifth comes after the bill is paid.
Tonight we focus on the fourth: the only one in your hands from today

这一页是今晚第二幕的结构图，五条路。

This slide is the map for act two: five routes.

第一条，奖学金。看的是孩子：成绩、特长、背景。拿到了不用还。

One: scholarships. They depend on the child: grades, talents, background. They don't have to be repaid.

第二条，助学金，英文叫 Financial Aid。看的是家庭：收入和资产。也不用还。

Two: need-based financial aid. It depends on the family: income and assets. It doesn't have to be repaid either.

第三条，学生贷款。看的是额度和信用。要还，而且有利息。

Three: loans. They depend on borrowing limits and credit. They have to be repaid, with interest.

第四条，存钱账户。看的是你今天的决定。它是五条路里唯一一条完全由你自己控制的。

Four: savings. It depends on what you decide today. Of the five, it's the only one you control completely.

第五条，税务优惠。看的是报税，比如大学学费可以申请的 AOTC 美国机会抵免、LLC 终身学习抵免。 但它是事后省税：账单要先付出去，报税的时候才拿回一部分。

Five: tax credits. They depend on your tax return, such as the American Opportunity Tax Credit and the Lifetime Learning Credit for college costs. But they're savings after the fact: you pay the bill first, and get part of it back when you file.

大家看出来了吧：前三条，你都控制不了，孩子能不能拿奖学金、学校给多少助学金、贷款能借多少，都不是你说了算。 第五条，是账单付完以后的事。所以今晚我会把最多的时间花在第四条上，因为它是唯一一条从今天开始就在你手上的。 但我先把前面三条讲清楚，你才知道第四条到底要补多少。

You can see it: you control none of the first three. Whether your child wins scholarships, how much aid a school offers, how much can be borrowed: none of it is your call. The fifth happens after the bill is paid. So tonight I'll spend the most time on the fourth, because it's the only one in your hands starting today. But I'll cover the first three properly first, so you know how much the fourth actually has to fill.

第 1 条路 · 奖学金：看孩子Route 1 · Scholarships Depend on the Child

类型Type中文In plain words发放依据Awarded on
Merit-based成绩 / 能力型MeritGPA、SAT/ACT、竞赛成绩、领导力、学术表现GPA, SAT/ACT, competitions, leadership, academic record
Need-based经济需求型Financial need由 FAFSA、CSS Profile 算出「你家付不起多少」FAFSA and CSS Profile work out what your family can't afford
Talent / Field专业 / 特长型Talent or field体育、音乐、艺术、STEM、商科、护理等特定领域Athletics, music, art, STEM, business, nursing and other fields
Demographic身份 / 背景型Background族裔、性别、第一代大学生、军人家庭、移民背景Ethnicity, gender, first-generation, military family, immigrant background

申请时间与大学申请同步。奖学金不会自己找上门：绝大多数需要单独申请、单独写文书Applications run alongside college applications. Scholarships don't come looking for you: nearly all need their own application and their own essay

先看第一条路，奖学金。奖学金看的是孩子。

Route one: scholarships. Scholarships depend on the child.

它大致分四类。第一类是成绩、能力型，英文叫 Merit-based，看 GPA、SAT 或 ACT 成绩、竞赛成绩、领导力和学术表现。

There are roughly four kinds. The first is merit-based: GPA, SAT or ACT scores, competition results, leadership and academic record.

第二类是经济需求型，Need-based。它其实和助学金是一个逻辑，由 FAFSA 和 CSS Profile 这两张表算出来「你家付不起多少」， 学校按这个差额来给。

The second is need-based. It works on the same logic as financial aid: the FAFSA and CSS Profile forms work out how much your family can't afford, and the school awards against that gap.

第三类是专业、特长型，比如体育、音乐、艺术，或者 STEM、商科、护理这些特定领域。

The third is talent or field: athletics, music, art, or particular fields like STEM, business and nursing.

第四类是身份、背景型，看族裔、性别、是不是家里第一代大学生、是不是军人家庭、有没有移民背景。

The fourth is background: ethnicity, gender, whether the student is the first in the family to attend college, military families, immigrant background.

最后提醒一句：奖学金不会自己找上门。绝大多数要单独申请、单独写文书，时间和大学申请同步， 也就是孩子高三那一年最忙的时候。

One last reminder: scholarships don't come looking for you. Nearly all of them need a separate application and a separate essay, on the same timeline as college applications, which means the busiest stretch of senior year.

讲师提醒Presenter note

一句话点到为止：「奖学金是孩子的功课，不是钱的功课。」别陷进去讲 30 分钟。

Make the point in one line, "Scholarships are the child's homework, not the money's homework," and move on. Don't get pulled into thirty minutes on it.

五个真正在用的奖学金平台Five Scholarship Platforms People Actually Use

平台Platform它是什么What it is适合谁Best for
fastweb.com最大最成熟的匹配系统，按 GPA、兴趣、背景自动配The largest, most established matching system, by GPA, interests and background想系统布局的 9–12 年级学生Students in grades 9–12 building a plan
scholarships.com数据库型，收录逾 370 万条，可多维度筛选A database of 3.7 million+ awards with many filters目标明确：STEM、商科、First-GenA clear target: STEM, business, first-gen
bigfuture.collegeboard.orgSAT 官方系统，含大量大学官方 Merit 奖学金The SAT's own system, with many institutional merit awards走 SAT / AP 路线的学生Students on the SAT / AP track
internationalscholarships.com国际学生专属，F-1 或无绿卡也可申请For international students; F-1 or no green card is fine没有美国身份、刚移民的家庭Families without US status, or newly arrived
各大学官方页面Each university's own page顶级大学最大的一笔来自学校自己发的钱At top schools, the biggest award is the school's own money所有人：搜「校名 + Financial Aid」Everyone: search "school name + financial aid"
专业提醒Worth knowing奖学金 ≠ 最终便宜。很多外部奖学金拿到后，学校会同步减少给你的 Need-based Aid，等于左手进右手出。真正要盯的只有一个数字：Net Cost，最终你家要付出去的那一笔A scholarship doesn't always mean a lower bill. When an outside award comes in, many schools cut their need-based aid by the same amount: in one hand, out the other. The only number to watch is net cost, what your family finally pays

这一页给大家一个回家就能做的事：五个真正在用的奖学金平台。

This slide gives you something to do when you get home: five scholarship platforms people actually use.

第一个，fastweb.com，是最大、最成熟的匹配系统，填好孩子的 GPA、兴趣和背景，它会自动配对，适合 9 到 12 年级想系统布局的学生。

First, fastweb.com: the largest and most established matching system. Enter the student's GPA, interests and background and it matches automatically. Good for students in grades 9 to 12 who want to plan systematically.

第二个，scholarships.com，是数据库型的，收录了 370 多万条奖学金，可以按很多条件筛选，适合目标明确的学生，比如 STEM、商科、第一代大学生。

Second, scholarships.com: a database of more than 3.7 million awards that can be filtered many ways. Good for students with a clear target, such as STEM, business or first-generation students.

第三个，bigfuture.collegeboard.org，是 SAT 主办方 College Board 的官方系统，里面有大量大学自己发的 Merit 奖学金，适合走 SAT、AP 路线的学生。

Third, bigfuture.collegeboard.org: the official system of the College Board, which runs the SAT. It lists many merit awards from the universities themselves. Good for students on the SAT and AP track.

第四个，internationalscholarships.com，是国际学生专属的，持 F-1 签证或者还没有绿卡的也可以申请，适合没有美国身份、刚移民过来的家庭。

Fourth, internationalscholarships.com: for international students, open to F-1 visa holders and students without a green card. Good for families without US status, or who have just arrived.

第五个，其实是最重要的：各大学自己的官方页面。顶级大学最大的一笔钱，是学校自己发的。 方法很简单，搜「校名加 Financial Aid」就能找到。

Fifth, and in fact the most important: each university's own website. At the top schools, the biggest award comes from the school itself. Simply search the school name plus "financial aid."

最后，下面这一条请大家记住：奖学金不等于最终便宜。奖学金和 FAFSA 是两套系统、两套表格、两套时间表。 很多外部奖学金拿到以后，学校会同步减少给你的需求型助学金，等于左手进、右手出。 所以真正要盯的只有一个数字：Net Cost，也就是最终你家要付出去的那一笔。

Finally, please remember this one: a scholarship doesn't necessarily mean a lower bill. Scholarships and the FAFSA are two systems, two sets of forms, two timelines. When an outside scholarship comes in, many schools reduce their need-based aid by the same amount: in one hand, out the other. So the only number that really matters is net cost, what your family finally pays.

讲师提醒Presenter note

重点讲最后那条：外部奖学金常被学校拿来抵掉 Need-based Aid。这是只有内行才会主动讲的事，讲完这句，家长对你的信任会上一个台阶。 各平台的定位整理自各站官方说明，奖学金金额与录取结果因人而异。

Spend your time on the last box: schools often offset outside scholarships against need-based aid. Only an insider volunteers this, and saying it moves the room's trust up a level. The platform descriptions come from each site's own information; award amounts and results vary by student.

第 2 条路 · 助学金：看家庭，跟孩子成绩无关Route 2 · Aid Depends on the Family, Not the Grades

FAFSA · 联邦助学金FAFSA · Federal aid

  • 公民 / 绿卡，家长与学生都要有社安号Citizens or green card holders; parent and student both need an SSN
  • 用于公立大学与部分私立Used by public universities and some privates
  • 提交后 3–5 天收到 SAIThe SAI comes back 3–5 days after filing
  • 10 月 1 日开放，务必尽早Opens October 1; file early

CSS Profile · 私立大学CSS Profile · Private schools

  • 近 400 所私立与少数公立采用Used by nearly 400 privates and a few publics
  • 资金来自学校自己The money is the school's own
  • 部分私校允许留学生申请Some privates accept international students
  • 要求更详细：房产、企业、海外资产Asks more: property, businesses, overseas assets

CA Dream Act · 加州CA Dream Act · California

  • 符合条件的非公民 / 无绿卡学生Eligible students without citizenship or a green card
  • 先符合 AB 540（加州居民学费资格）Must first qualify under AB 540 (in-state tuition)
  • 加州高中毕业 + 居住学籍满 3 年California high school graduate + 3 years of attendance
  • 提交 CADAAFile the CADAA

助学金只看家庭的收入与资产。孩子成绩再好，也不会让助学金变多；成绩普通，也不会让助学金变少Aid looks only at the family's income and assets. Better grades won't raise it; ordinary grades won't lower it

第二条路，助学金。助学金看的是家庭，跟孩子的成绩无关。申请助学金，主要有三张表。

Route two: financial aid. Aid depends on the family, not on the child's grades. There are three main forms.

第一张，FAFSA，联邦助学金申请表。申请人要是公民或者绿卡，家长和学生都要有社安号。公立大学和一部分私立大学都用它。 提交以后三到五天，会收到一个叫 SAI 的数值，等一下专门讲。每年 10 月 1 日开放，一定要尽早提交，因为有些州和学校的钱是先到先得。

The first is the FAFSA, the federal application. Applicants must be citizens or green card holders, and both parent and student need a Social Security number. Public universities and some private ones use it. Three to five days after filing you get a number called the SAI, which we'll come to shortly. It opens on October 1 each year; file as early as you can, because some state and school money is first come, first served.

第二张，CSS Profile，主要是私立大学用。全美大约有近 400 所私立和少数公立学校采用，这笔钱来自学校自己。 有些私校允许国际学生申请。它问得比 FAFSA 细得多：房产、自己的企业、海外资产都要报。

The second is the CSS Profile, used mainly by private universities: nearly 400 private schools and a handful of public ones. The money comes from the schools themselves. Some privates accept applications from international students. It asks far more than the FAFSA: real estate, your own business and overseas assets all have to be reported.

第三张，CA Dream Act，是加州自己的。它给符合条件、但不是公民、也没有绿卡的学生。前提是先符合 AB 540， 也就是加州居民学费的资格：在加州高中毕业，并且在加州读书满 3 年，然后提交 CADAA 申请。

The third is the California Dream Act, the state's own. It's for eligible students who are neither citizens nor green card holders. They first have to qualify under AB 540, California's in-state tuition rule: graduating from a California high school after three years of attendance. Then they file the CADAA.

关键是下面这一句：助学金只看家庭的收入和资产。孩子成绩再好，也不会让助学金变多；孩子成绩普通，也不会让助学金变少。 很多家长把奖学金和助学金搞混，这两个是完全不同的东西：奖学金看孩子，助学金看家庭。

The key sentence is the one at the bottom: aid looks only at the family's income and assets. Better grades won't increase it, and ordinary grades won't reduce it. Many parents confuse scholarships and financial aid, but they are completely different things: scholarships depend on the child, aid depends on the family.

FAFSA 眼里，哪些资产算、哪些不算What FAFSA Counts as an Asset, and What It Doesn't

这一页，请拍照Take a photo of this one

会被计入 · 拉高你的 SAICounted · raises your SAI

  • 现金、银行存款Cash and bank deposits
  • 投资房 / 出租房Investment and rental property
  • 529 教育储蓄计划529 plans
  • 信托基金 Trust FundTrust funds
  • 共同基金、定存 CDMutual funds, CDs
  • 股票 Stocks、债券 BondsStocks, bonds

不计入 · 不影响 FAFSA 助学金Not counted on the FAFSA

  • 自住房 Primary ResidencePrimary residence
  • 人寿保险现金值（Whole Life / IUL / VUL）Life insurance cash value (whole life, IUL, VUL)
  • 家庭自营小企业（≤100 名员工）Family business with 100 or fewer employees
  • 退休账户 401(k)、IRA、Pension、年金Retirement accounts: 401(k), IRA, pension, annuities
  • 首饰、古董、艺术品收藏、汽车Jewelry, antiques, art, cars

CSS Profile 的口径更严：自住房净值、年金、家族企业、加密货币，部分私校会计入。依据现行 FAFSA 简化后规则；家族小企业排除自 2026 年 7 月 1 日起适用The CSS Profile is stricter: some private schools count home equity, annuities, family businesses and crypto. Based on the current simplified FAFSA rules; the family-business exclusion applies from July 1, 2026

这一页，请大家拿出手机拍下来。

For this slide, please take out your phones and take a picture.

刚才说助学金看家庭的收入和资产。那问题来了：在 FAFSA 眼里，哪些资产算，哪些不算？

We just said that aid depends on the family's income and assets. So the question is: in the FAFSA's eyes, which assets count and which don't?

左边是会被计入的，它们会拉高你的 SAI，SAI 越高，能拿的助学金就越少：现金和银行存款、投资房和出租房、 529 教育储蓄计划、信托基金、共同基金、定存、股票和债券。大家注意，529 在这一边。

On the left are the assets that count. They raise your SAI, and the higher the SAI, the less aid you get: cash and bank deposits, investment and rental property, 529 plans, trust funds, mutual funds, CDs, stocks and bonds. Notice that the 529 is on this side.

右边是不计入的，不影响 FAFSA 助学金：自住房、人寿保险的现金值，不管是终身寿、IUL 还是 VUL、 员工 100 人以下的家庭自营小企业、退休账户，包括 401(k)、IRA、退休金和年金，还有首饰、古董、艺术品收藏和汽车。

On the right are the assets that don't count and don't affect FAFSA aid: your primary residence; the cash value of life insurance, whether whole life, IUL or VUL; a family business with 100 or fewer employees; retirement accounts, including 401(k)s, IRAs, pensions and annuities; and jewelry, antiques, art and cars.

家庭自营小企业这一条是新规定，从 2026 年 7 月 1 日起适用。

The family-business exclusion is a new rule that applies from July 1, 2026.

但要提醒一句：CSS Profile 的口径更严。自住房的净值、年金、家族企业、加密货币，有些私校会计入。 所以同一个家庭，在公立大学和私立大学眼里「有多富有」，可以差很多。

One caution, though: the CSS Profile is stricter. Some private schools count home equity, annuities, family businesses and crypto. So the same family can look very different in "how well off" it is to a public university and to a private one.

互动设计Interaction

全场的战略钩子。停下来说：「请拍这一页。」家长真的会拍，你也就拿到了他们的注意力。 第一次把「容器」的概念放出来，只讲「计入 vs 不计入」，不要提产品名字。

The strategic hook of the night. Stop and say, "Please photograph this one." Parents really will, and you have their attention. This is where the idea of a "container" first appears; talk only about "counted vs not counted," and don't name any product.

而且，算的比例不一样And the Rates Aren't the Same

同样一笔钱，放在谁名下差很多The same money counts very differently depending on whose name it's in

放在父母名下In the parents' name5.64%每年被计入 SAI 的比例counted into the SAI each year
放在孩子名下In the child's name20%每年被计入 SAI 的比例counted into the SAI each year
举个例子For example一个 11 万的 529 账户算父母资产，按 5.64% 计入，每年把 SAI 抬高约 $6,215，四年少拿约 2.5 万助学金。同样一笔钱放在不计入的容器里，这笔助学金就还在A $110,000 529 counts as a parent asset at 5.64%, raising the SAI by about $6,215 a year: roughly $25,000 less aid over four years. In a container that isn't counted, that aid stays

以 529 按 6.5% 年化增长至孩子 17 岁的示意值计算；助学金实际发放由各校决定Illustrative 529 balance grown at 6.5% a year to age 17; actual aid is decided by each school

而且，就算是会被计入的资产，算的比例也不一样。同样一笔钱，放在谁的名下，差很多。

And even among assets that count, the rate isn't the same. The same money counts very differently depending on whose name it's in.

放在父母名下，每年按 5.64% 计入 SAI。放在孩子名下，每年按 20% 计入。 差了三倍多。所以很多家长为了孩子开一个孩子名下的投资账户，出发点是好的，但到了申请助学金的时候，反而吃亏。

In the parents' name, it counts toward the SAI at 5.64 percent a year. In the child's name, it counts at 20 percent. That's more than three times as much. So parents who open an investment account in the child's name mean well, but it can work against them when it's time to apply for aid.

举个例子。你为孩子存了一个 529 账户，到孩子 17 岁报 FAFSA 的时候长到了大约 11 万。 529 算父母资产，按 5.64% 计入，也就是每年把你的 SAI 抬高大约 $6,215。 SAI 高了多少，助学金通常就少多少，四年下来大约少拿 2.5 万。

An example. You've saved in a 529 for your child, and by the time they file the FAFSA at seventeen it has grown to about $110,000. A 529 counts as a parent asset at 5.64 percent, so it raises your SAI by about $6,215 a year. Aid usually drops by about as much as the SAI rises, so over four years that's roughly $25,000 less aid.

同样一笔钱，如果放在 FAFSA 不计入的容器里，这 2.5 万的助学金就还在。这就是我们今晚说的「容器」： 钱是一样的，装它的容器不一样，结果差很多。

If the same money sat in a container the FAFSA doesn't count, that $25,000 of aid would still be there. That's what we mean tonight by a "container": the money is the same, but what holds it changes the result.

SAI 是什么，它决定你能拿多少What the SAI Is, and Why It Decides Your Aid

SAI ＝ 父母收入贡献 ＋ 父母资产贡献 ＋ 学生收入贡献 ＋ 学生资产贡献
大学费用 COA − SAI ＝ 你能拿到的助学金SAI = parent income + parent assets + student income + student assets
Cost of attendance − SAI = the aid you can receive

SAI 对应家庭 AGI 大致范围Approx. family AGI 收入层级Income tier 联邦 Pell GrantFederal Pell Grant 州与学校助学金可能性State & school aid
−1,500 ～ 0< ~$40,000极低收入Very low几乎一定拿到最高额Almost certainly the maximum极高，通常还有大量学校 Need-based AidVery likely, often with substantial school aid
0 ～ 6,000~$40k – $75k低～中低Low to lower-middle通常可获得Usually可能获得州助学金 + 学校补贴Possible state aid plus school grants
6,000 ～ 15,000~$75k – $110k中等Middle可能减少或没有Reduced or none学校通常仍提供部分 Need-based AidSchools usually still give some
15,000 ～ 30,000~$110k – $155k中高Upper-middle通常没有Usually none取决于学校自有资金 EndowmentDepends on the endowment
> 30,000> ~$155,000高收入High几乎没有Essentially none只有极慷慨的学校才会提供Only the most generous schools

在座多数家庭都有可能获得一部分的助学金Most families here can expect some aid

刚才几次提到 SAI，这一页把它讲清楚。SAI 的全称是 Student Aid Index，学生资助指数。 以前叫 EFC，「家庭预期贡献」，意思差不多：学校认为你家每年拿得出多少钱来供孩子读书。

We've mentioned the SAI a few times; this slide explains it. SAI stands for Student Aid Index. It used to be called the EFC, the Expected Family Contribution, and the idea is much the same: how much the system believes your family can put toward college each year.

它由四块加起来：父母的收入贡献、父母的资产贡献、学生的收入贡献、学生的资产贡献。 然后用学校的总费用 COA 减去 SAI，差额就是你能拿到的助学金的上限。所以 SAI 越低，能拿的越多。

It's the sum of four parts: the parents' income contribution, the parents' asset contribution, the student's income contribution and the student's asset contribution. Then the school's cost of attendance minus the SAI gives the most aid you can receive. So the lower the SAI, the more aid.

下面这张表把 SAI 和家庭收入大致对应起来。SAI 在 0 以下，家庭年收入大约 4 万以下，联邦的 Pell 助学金几乎一定拿到最高额， 州和学校的助学金也非常多。SAI 在 0 到 6,000，收入大约 4 万到 7.5 万，Pell 通常拿得到，还可能有州助学金和学校补贴。 SAI 在 6,000 到 15,000，收入大约 7.5 万到 11 万，Pell 可能减少或没有，但学校通常还会给一部分。 SAI 在 15,000 到 30,000，收入大约 11 万到 15.5 万，Pell 通常没有，要看学校自己的基金有多雄厚。 SAI 超过 30,000，收入大约 15.5 万以上，几乎没有，只有极慷慨的学校才会给。

The table maps the SAI roughly onto household income. An SAI below zero, with income under about $40,000: the federal Pell Grant is almost certainly at the maximum, and state and school aid is plentiful. An SAI of 0 to 6,000, income of roughly $40,000 to $75,000: Pell is usually available, with possible state aid and school grants. An SAI of 6,000 to 15,000, income of roughly $75,000 to $110,000: Pell may be reduced or gone, but schools usually still give some. An SAI of 15,000 to 30,000, income of roughly $110,000 to $155,000: usually no Pell, and it depends on how large the school's endowment is. An SAI over 30,000, income above about $155,000: essentially nothing, except at the most generous schools.

所以最后这一句：在座多数家庭都有可能拿到一部分助学金。但是「一部分」和「够用」是两回事，我们接下来就会看到。

Hence the last line: most families here can expect some aid. But "some" and "enough" are two different things, as we're about to see.

讲师提醒Presenter note

这一页把「指望助学金」的幻想打掉。语气要平和，是陈述，不是恐吓。收入范围是大致对应， 实际 SAI 还看家庭人数、资产、在读子女人数。

This slide takes apart the hope of relying on aid. Keep your tone calm: it's a statement, not a threat. The income ranges are approximate; the actual SAI also depends on family size, assets and how many children are in college.

第 3 条路 · 学生贷款：孩子能借的，其实不多Route 3 · The Student Can't Borrow Much

年级Year每年最多可借Annual max其中可 SubsidizedOf which subsidized
大一Freshman$5,500$3,500
大二Sophomore$6,500$4,500
大三及以后Junior and later$7,500$5,500
四年合计Four-year total$27,000—
2026–27 学年利率2026–27 rate6.52%本科生 Subsidized 与 UnsubsidizedUndergraduate subsidized and unsubsidized
  • Subsidized 补贴型：看 SAI 才有；在校期间与毕业后 6 个月内，利息由政府付Subsidized: depends on the SAI; the government pays the interest while enrolled and for 6 months after
  • Unsubsidized 非补贴型：放款当天起，利息自己付Unsubsidized: interest accrues from the day the loan is disbursed
  • 四年最多 $27,000，放在 28 万的账单前面，只是一个零头At most $27,000 over four years: small change against a $284,000 bill

利率来源：美国教育部 FSA，2026 年 7 月 1 日至 2027 年 6 月 30 日放款适用Rate source: US Department of Education (FSA), for loans disbursed July 1, 2026 – June 30, 2027

第三条路，学生贷款。很多家长觉得：「实在不够，就让孩子去借。」我们来看看孩子到底能借多少。

Route three: student loans. Many parents think, "If it comes to it, the kids can borrow." Let's see how much a student can actually borrow.

联邦 Stafford 贷款，对还靠父母供养的学生，有上限：大一每年最多借 $5,500，大二 $6,500，大三及以后每年 $7,500。 四年加起来，最多 $27,000。

Federal Stafford loans for students who are still dependents have caps: up to $5,500 in freshman year, $6,500 in sophomore year and $7,500 a year from junior year on. Over four years that's at most $27,000.

它分两种。Subsidized，补贴型，要看 SAI，有需要的学生才有；在学校读书期间和毕业后 6 个月内，利息由政府付。 Unsubsidized，非补贴型，从放款那一天起就开始算利息，利息要自己付。2026–27 学年，本科生这两种的利率都是 6.52%。

There are two kinds. Subsidized loans depend on the SAI and go to students with need; the government pays the interest while the student is in school and for six months after graduation. Unsubsidized loans accrue interest from the day they're disbursed, and the student pays it. For 2026–27, both carry a 6.52 percent rate for undergraduates.

四年最多 $27,000，放在 28 万的账单前面，不到十分之一，只是一个零头。

$27,000 over four years, against a $284,000 bill, is less than a tenth: small change.

互动设计Interaction

不要自己算比例，让家长自己发现：$27,000 相对 $284,216，只有不到十分之一。

Don't work out the ratio for them. Let parents notice it themselves: $27,000 against $284,216 is less than a tenth.

那不够的部分呢？Parent PLUSAnd the Rest? Parent PLUS

2026–27 学年
Direct PLUS 利率2026–27
Direct PLUS rate9.07%
  • Stafford 借完还不够，剩下的缺口通常靠 Parent PLUS 补When Stafford runs out, the rest of the gap usually goes on Parent PLUS
  • 由家长借、家长还，不是孩子的债The parent borrows and repays; it isn't the child's debt
  • 只看信用有无严重不良记录，不看你还得起还不起It checks only for serious adverse credit, not whether you can afford it
  • 额度可以一路借到学校 COA 的上限It lends all the way up to the school's cost of attendance

一个刚满 50 岁的家长，用 9.07% 借十几万，再用退休前最后十几年去还：很多家庭就是这样，孩子毕业了，父母的退休金也没了A parent just turned fifty borrows six figures at 9.07%, then repays it with their last fifteen working years. That's how many families end up with a graduate and no retirement

利率来源：美国教育部 FSA，2026–27 学年Rate source: US Department of Education (FSA), 2026–27

那孩子借完 Stafford 还不够的部分呢？账单最后会落到家长头上，通常是靠一种叫 Parent PLUS 的联邦贷款来补。

So what about the part the Stafford loans don't cover? The bill ends up with the parents, usually through a federal loan called Parent PLUS.

2026–27 学年，Direct PLUS 贷款的利率是 9.07%。

For 2026–27, the Direct PLUS loan rate is 9.07 percent.

它有几个特点。第一，是家长借、家长还，不是孩子的债，孩子毕业以后不用替你还。 第二，审核只看你的信用有没有严重的不良记录，不看你还不还得起。 第三，额度可以一路借到学校公布的总费用 COA 的上限。也就是说，这个贷款很容易借到，而且能借很多。

A few things about it. First, the parent borrows and the parent repays. It isn't the child's debt, and the child doesn't repay it after graduation. Second, approval only checks for serious adverse credit history, not whether you can afford the payments. Third, it will lend all the way up to the school's published cost of attendance. In other words, it's easy to get, and you can borrow a lot.

请大家想象一下：一个刚满 50 岁的家长，用 9.07% 的利率借十几万，然后用退休前最后十几年去还。 这就是为什么很多家庭，孩子毕业了，父母的退休金也没了。

Picture this: a parent who has just turned fifty borrows six figures at 9.07 percent, then spends their last fifteen or so working years repaying it. That's why, in many families, the child graduates and the parents' retirement savings are gone.

节奏提示Pacing

全场第二个情绪高点。放慢，语气不要幸灾乐祸，要像在提醒同辈。

The second emotional peak of the night. Slow down. Don't sound pleased about it; sound like someone warning a peer.

加州大学 UC：这笔钱到底谁出UC: Who Actually Pays

把一所学校拆开算 · 一学年（今天的价格）One school, taken apart · one year (today's prices)

家庭年收入 $10 万$100k household家庭年收入 $18 万$180k household
学校公布的总费用 COAPublished cost of attendance$49,078$49,078
减　Cal Grant A（州助学金，UC 档）Less Cal Grant A (state, UC tier)− $15,588$0超过收入上限$0over the income cap
减　联邦 Pell GrantLess federal Pell Grant$0SAI 已超上限$0SAI too high$0SAI 已超上限$0SAI too high
减　学校奖学金 / MeritLess school merit awards看孩子申请结果Depends on the application
减　联邦 Stafford 学生贷款（大一）Less federal Stafford loan (freshman)− $5,500− $5,500
减　UC 学校需求型助学金（示意）Less UC need-based grant (illustrative)− $8,000$0
家庭当年自付Family pays that year$19,990$43,578

四年自付合计约 8 万 / 17.4 万。Cal Grant 受抚养学生四口之家收入上限 $144,700、资产上限 $111,900；Pell 在 SAI 达到 $14,790 时归零。来源：UC 官方加州居民住校预算；CSAC 与美国教育部 2026–27 公告Four years out of pocket: about $80,000 / $174,000. Cal Grant's dependent four-person caps are $144,700 income and $111,900 assets; Pell reaches zero at an SAI of $14,790. Sources: UC published CA-resident budget; CSAC and Department of Education 2026–27 notices

前面讲的都是规则。这一页我们把一所学校拆开，算给两个具体的家庭看。先说清楚：这一页用的是今天的价格， 不是 11 年以后的价格，所以不要和前面那个 28 万直接比。

So far we've talked about rules. On this slide we take one school apart and work it through for two specific families. To be clear: this slide uses today's prices, not prices eleven years out, so don't compare it directly with the $284,000 from earlier.

学校是加州大学 UC，一学年，学校公布的总费用 $49,078。两个家庭，一个年收入 $10 万，一个年收入 $18 万。

The school is UC, for one year, with a published cost of attendance of $49,078. Two families: one with $100,000 of household income, one with $180,000.

第一行减 Cal Grant A，这是加州政府的助学金，UC 这一档是 $15,588。收入 $10 万的家庭拿得到； 收入 $18 万的家庭拿不到，因为超过了收入上限。受抚养学生、四口之家，收入上限是 $144,700，资产上限是 $111,900。

First, subtract Cal Grant A, California's state grant, worth $15,588 at UC. The $100,000 family gets it. The $180,000 family doesn't, because it's over the income cap: for a dependent student in a family of four, the caps are $144,700 of income and $111,900 of assets.

联邦 Pell Grant，两家都是 0，因为 SAI 都超过了上限。Pell 在 SAI 达到 $14,790 的时候就归零了。

The federal Pell Grant is zero for both, because both SAIs are over the limit. Pell reaches zero at an SAI of $14,790.

学校的奖学金，看孩子自己的申请结果，这里不算进去。

School merit awards depend on the child's own application, so they're left out here.

联邦 Stafford 学生贷款，大一两家都按借满 $5,500 算。

The federal Stafford loan: both families are assumed to borrow the full $5,500 for freshman year.

UC 学校自己的需求型助学金，收入 $10 万的家庭我们按 $8,000 示意，收入 $18 万的家庭按 0 算。

UC's own need-based grant: we illustrate $8,000 for the $100,000 family and zero for the $180,000 family.

最后一行：收入 $10 万的家庭，当年自付 $19,990；收入 $18 万的家庭，当年自付 $43,578。 四年加起来，一家大约 8 万，一家大约 17.4 万。

The bottom line: the $100,000 family pays $19,990 that year, and the $180,000 family pays $43,578. Over four years, that's about $80,000 for one and about $174,000 for the other.

两家的收入差 $8 万，自付却差了 $23,588，就是一笔 Cal Grant 加一笔学校助学金。收入一过线，州助学金一分钱都没有。

The two incomes differ by $80,000, yet out-of-pocket costs differ by $23,588: one Cal Grant plus one school grant. Once income crosses the line, there's not a cent of state grant.

讲师提醒Presenter note

这一页是全场最硬的证据，让家长自己看出「收入过线，一分钱州助学金都没有」。 UC 学校助学金那一行是示意，UC 自己的需求型助学金（UC Grant）由学校按 FAFSA 结果核定，以录取后的 Financial Aid Offer 为准。

家长常问 Blue & Gold：按 UC 官网，2026–27 学年起，家庭年收入 $10 万以内的多数加州学生，学费由助学金全额覆盖 （官网写的是「多数家庭」，不是硬性保证；有的校区另看资产）。它管的只是学费，而且是和 Cal Grant 等加在一起算： 这一页 $10 万的家庭，Cal Grant A 已经把学费盖住了，Blue & Gold 不会再多给一笔，所以表上那 $8,000 写的是 UC Grant，不是 Blue & Gold。

This is the hardest evidence of the night. Let parents see for themselves that once income crosses the line, there's no state grant at all. The UC grant row is illustrative: UC's own need-based aid (the UC Grant) is set by the school from the FAFSA result, and the financial aid offer after admission is what counts.

Parents ask about Blue & Gold. Per UC, from 2026–27 most California students with family income up to $100,000 have tuition fully covered by grants (UC says "most families"; it isn't a hard guarantee, and some campuses also look at assets). It covers tuition only, counting Cal Grant and other grants together: for the $100,000 family on this slide, Cal Grant A already covers tuition, so Blue & Gold adds nothing more. The $8,000 in the table is a UC Grant, not Blue & Gold.

南加大 USC：同一个家庭，账单差多少USC: How the Same Families Fare

再拆一所私立 · 一学年（今天的价格）Now a private school · one year (today's prices)

家庭年收入 $10 万$100k household家庭年收入 $18 万$180k household
学校公布的总费用 COAPublished cost of attendance$103,162$103,162
减　Cal Grant A（私立院校档）Less Cal Grant A (private tier)− $9,358$0超过收入上限$0over the income cap
减　USC 学校助学金（示意，非官方档位）Less USC aid (illustrative, not an official tier)− $55,000− $25,000
减　联邦 Stafford 学生贷款（大一）Less federal Stafford loan (freshman)− $5,500− $5,500
家庭当年自付Family pays that year$33,304$72,662
请注意Note两个 USC 助学金数字是示意，不是官方档位。USC 承诺满足学校认定的 100% 需求，金额由 CSS Profile 的完整财务画像决定，务必用 USC 官方 Net Price Calculator按你家真实情况测算（financialaid.usc.edu）The two USC aid figures are illustrative, not official tiers. USC commits to meeting 100% of need as it determines it, from the full CSS Profile picture. Run your real numbers through USC's own Net Price Calculator (financialaid.usc.edu)

再拆一所私立学校，南加大 USC，同样是一学年、今天的价格，同样是这两个家庭。

Now a private school, USC: again one year, at today's prices, for the same two families.

学校公布的总费用 $103,162。Cal Grant A 在私立学校这一档是 $9,358，收入 $10 万的家庭拿得到，$18 万的家庭超过上限，拿不到。

The published cost of attendance is $103,162. Cal Grant A at a private school is $9,358: the $100,000 family gets it, while the $180,000 family is over the cap and doesn't.

USC 学校自己的助学金，我们按收入 $10 万的家庭 $55,000、收入 $18 万的家庭 $25,000 来示意。 Stafford 学生贷款，大一两家都是 $5,500。

For USC's own aid, we illustrate $55,000 for the $100,000 family and $25,000 for the $180,000 family. The Stafford loan is $5,500 for freshman year in both cases.

最后：收入 $10 万的家庭当年自付 $33,304，收入 $18 万的家庭当年自付 $72,662。 大家注意，私立学校自己的钱多，收入 $10 万的家庭读 USC 自付虽然比 UC 多，但没有多到标价那么夸张； 收入 $18 万的家庭，一年要自己出 7 万多。

The result: the $100,000 family pays $33,304 that year, and the $180,000 family pays $72,662. Notice that private schools have more money of their own: the $100,000 family pays more at USC than at UC, but nowhere near as much more as the sticker price suggests. The $180,000 family pays over $72,000 a year.

下面这一段我要特别念出来：USC 那两行助学金的数字是示意，不是官方档位。USC 承诺满足学校认定的 100% 需求， 但金额是由 CSS Profile 的完整财务画像决定的，包括房产净值、自营企业、家里还有几个孩子在读大学，官方没有公开按收入分档的表。 所以请大家一定要用 USC 官方的 Net Price Calculator，也就是净价计算器，按你家的真实情况算一遍。网址在屏幕上：financialaid.usc.edu。

I want to read this next part out loud: the two USC aid figures are illustrative, not official tiers. USC commits to meeting 100 percent of need as it determines it, but the amount comes from the full financial picture in the CSS Profile, including home equity, any business you own, and how many other children are in college. There's no published table by income. So please use USC's official Net Price Calculator with your family's real figures. The address is on the screen: financialaid.usc.edu.

讲师提醒Presenter note

务必念出「这两个数字是示意」。你主动说，比家长回家自己发现要好一百倍。然后引导他们去用 USC 官方 Net Price Calculator， 这正是后面约一次面谈、按他家真实数字算一遍的理由。

Be sure to say "these two numbers are illustrative." Saying it yourself is a hundred times better than a parent discovering it at home. Then point them to USC's Net Price Calculator; that's exactly the reason for a follow-up meeting to run their real numbers.

子女税抵免：政府每年退给你的那一笔The Child Tax Credit: Money the Government Sends Back Each Year

第 5 条路 · 子女税抵免 CTCRoute 5 · Child Tax Credit (CTC)
每个合格子女Per qualifying child$2,200（2025 年起，此后随通胀调整）$2,200 (from 2025, indexed thereafter)
其中可退还部分 ACTCRefundable part (ACTC)最高 $1,700（需至少 $2,500 劳务收入）Up to $1,700 (requires at least $2,500 of earned income)
年龄Age报税年度结束时未满 17 岁Under 17 at the end of the tax year
身份SSN孩子须有可用于工作的 SSN；纳税人（及联合申报配偶）也须有 SSNThe child needs a work-eligible SSN; so do the taxpayer and a joint-filing spouse
其他测试Other tests关系、与你同住超过半年、孩子不能自付超过一半生活费Relationship, lives with you over half the year, doesn't provide over half their own support
收入递减起点Phase-out begins单身／户主 $200,000；夫妻联合申报 $400,000$200,000 single / head of household; $400,000 married filing jointly
两个孩子，每年 $4,400Two children: $4,400 a year很多家庭拿到这笔钱就随日常开销花掉了。把这笔「税务红包」固定下来、转进一个长期增值的账户，等于让政府替你出一部分孩子的大学基金Many families let it disappear into everyday spending. Set this "tax windfall" aside in a long-term account and the government is effectively funding part of college for you

金额与资格取自 IRS 公告；实际可抵金额依个人报税情况而定，请咨询你的税务师Amounts and eligibility from IRS guidance; your actual credit depends on your return. Ask your tax professional

第五条路是税务优惠。大学阶段有 AOTC、LLC 这些学费抵免，但那是账单付完以后才拿回来的。 这一页我想讲一笔更早、而且很多家庭每年都在拿、却没有好好用的钱：子女税抵免，Child Tax Credit。

Route five is tax benefits. During college there are tuition credits like the AOTC and LLC, but those come back after the bill is paid. On this slide I want to talk about money that comes much earlier, that many families already receive every year, and that mostly goes unused: the Child Tax Credit.

从 2025 年起，每个合格子女可以抵免 $2,200，以后每年随通胀调整。其中可退还的部分叫 ACTC，最高 $1,700， 意思是就算你要交的税不够抵，也能退回这么多，但前提是家里至少有 $2,500 的劳务收入。

From 2025, the credit is $2,200 per qualifying child, indexed for inflation after that. The refundable portion, the ACTC, is up to $1,700: even if your tax bill is too small to absorb the credit, you can get that much back, provided the household has at least $2,500 of earned income.

资格有几条：孩子在报税年度结束时未满 17 岁；孩子要有可以用于工作的社安号，报税的父母，包括联合申报的配偶，也都要有社安号； 还有关系测试、和你同住超过半年、孩子自己不能负担超过一半生活费。收入方面，单身或户主报税 $20 万以上、夫妻联合报税 $40 万以上，开始递减。

The conditions: the child must be under seventeen at the end of the tax year; the child needs a work-eligible Social Security number, and so do the filing parents, including a joint-filing spouse; and there are tests for relationship, living with you more than half the year, and the child not providing more than half their own support. On income, the credit starts phasing out above $200,000 for single or head-of-household filers and $400,000 for married couples filing jointly.

两个孩子，每年就是 $4,400。很多家庭拿到这笔钱，随日常开销就花掉了。如果把这笔「税务红包」固定下来，每年转进一个长期增值的账户， 等于让政府替你出了一部分孩子的大学基金。

With two children, that's $4,400 a year. Many families let it disappear into everyday spending. If you set this "tax windfall" aside every year in a long-term account, the government is in effect paying for part of your child's college fund.

到这里，五条路就讲完了。我们回头看一下：奖学金看孩子，可遇不可求，要孩子自己拼出来；助学金看家庭，中高收入的家庭基本拿不到多少； 贷款看利率，孩子四年最多借 $27,000，剩下的家长要用 9.07% 去借。真正能让你今天就动手、而且十一年后一定在那里的，只有第四条路：存钱。 那么钱存在哪里？这就是第三部分要讲的。

That completes the five routes. Looking back: scholarships depend on the child, can't be counted on, and have to be earned by the child; aid depends on the family, and middle- and higher-income families get little; loans come down to the interest rate: the student can borrow at most $27,000 over four years, and parents borrow the rest at 9.07 percent. The only route you can act on today, and that will certainly be there eleven years from now, is the fourth: saving. So where should that money be kept? That's part three.

讲师提醒Presenter note

这一页的说法是「不用增加支出，先把已经在手上的钱安排好」，是全场最容易被接受的切入，因为它不要求家长省下任何新的钱。讲完五条路的回顾直接进第三幕，不要停。

The framing here is "without spending anything new, put the money you already get to work." It's the easiest opening of the night, because it asks parents to give up nothing. After the recap of the five routes, go straight into act three without stopping.

第三幕Act three

存钱的三个容器Three Containers for Saving

529、川普账户、指数型人寿保险The 529, the Trump account, and indexed universal life

第三部分，存钱的三个容器。

Part three: three containers for saving.

为什么叫「容器」？因为同样一笔钱，装在不同的容器里，结果差很多：税怎么交、会不会影响助学金、 孩子不上大学的话这笔钱还能不能用、市场跌的时候会不会跟着跌，全都不一样。

Why call them containers? Because the same money, held in different containers, ends up very differently: how it's taxed, whether it affects financial aid, whether it can still be used if the child doesn't go to college, whether it falls when the market falls. All of that changes.

今晚我们看三个容器：第一个是大家最熟悉的 529 教育储蓄计划；第二个是 2026 年刚开放的川普账户； 第三个是指数型万能寿险，IUL。我们一个一个看，每一个都讲它做得好的地方，也讲它的限制。

Tonight we'll look at three: first, the one most of you know, the 529 education savings plan; second, the Trump account, which opened in 2026; and third, indexed universal life insurance, or IUL. We'll take them one at a time, covering what each does well and where each falls short.

节奏提示Pacing

第三幕约 15 分钟。用「容器」这个比喻贯穿：钱一样，装的容器不一样，结果差很多。

Act three runs about fifteen minutes. Carry the container metaphor through it: the same money in a different container gives a different result.

容器一 · 529 教育储蓄计划Container One · The 529 Plan

它做得好的地方What it does well

  • 用于合规教育支出时，取款免税Tax-free withdrawals for qualified education costs
  • 合规范围广：学费、住宿（校方标准内）、书本用品、电脑与必需设备A broad definition: tuition, housing (within the school's allowance), books, computers and required equipment
  • 可随时更换受益人（兄弟姐妹、子女）The beneficiary can be changed (siblings, children)
  • 一生最多 $35,000 可转入受益人的 Roth IRAUp to $35,000 lifetime can move to the beneficiary's Roth IRA
  • 算父母资产，只按 5.64% 计入，影响相对小Counts as a parent asset at only 5.64%

它的限制Where it stops

  • 非教育用途取出：所得税 ＋ 10% 罚金Non-education withdrawals: income tax + 10% penalty
  • 跟随市场涨跌，可能亏本金：2008、2022 都发生过Tracks the market and can lose principal, as in 2008 and 2022
  • 仍是 FAFSA 要申报的资产，会拉高 SAIStill a reportable FAFSA asset that raises the SAI
  • 孩子不上大学、或拿了全额奖学金，这笔钱就变得很尴尬If the child doesn't go, or gets a full ride, the money is awkward
  • 用完就没了，不会再为这个家庭做第二件事Once spent, it does nothing else for the family

529 是一个好容器，前提是你确定这笔钱只会用在读书上The 529 is a good container, provided you're sure the money will only ever go to education

容器一，529 教育储蓄计划。在座很多家长可能已经有了，或者至少听说过。先讲它做得好的地方。

Container one: the 529 education savings plan. Many of you may already have one, or have at least heard of it. Let's start with what it does well.

第一，只要用在合规的教育支出上，取出来是免税的。第二，合规的范围很广：学费、学校标准以内的住宿、书本和用品、 电脑和必需的设备都算。第三，受益人可以换，比如老大用不完可以换给老二，甚至以后换给孙子孙女。 第四，用不完的钱，一生最多 $35,000 可以转进受益人自己的 Roth IRA，前提是这个 529 账户已经开满 15 年，而且每年转多少受 Roth 当年的供款上限限制。 第五，在 FAFSA 里它算父母的资产，只按 5.64% 计入，影响相对小。

First, as long as it's spent on qualified education expenses, withdrawals are tax-free. Second, "qualified" is broad: tuition, housing within the school's allowance, books and supplies, computers and required equipment. Third, the beneficiary can be changed: if the oldest doesn't use it all, it can go to a younger sibling, or later to a grandchild. Fourth, unused money, up to $35,000 over a lifetime, can be moved to the beneficiary's own Roth IRA, provided the 529 has been open at least fifteen years, and each year's amount is limited by that year's Roth contribution limit. Fifth, on the FAFSA it counts as a parent asset at only 5.64 percent, so the impact is relatively small.

再讲它的限制。第一，如果拿去做教育以外的用途，增值部分要交所得税，再加 10% 的罚金。 第二，它的钱是放在基金里的，跟着市场涨跌，可能亏本金，2008 年和 2022 年都发生过。 第三，它仍然是 FAFSA 要申报的资产，会拉高 SAI。 第四，如果孩子最后不上大学，或者拿了全额奖学金，这笔钱就变得有点尴尬。 第五，用完就没了，不会再为这个家庭做第二件事。

Now the limits. First, money used for anything other than education owes income tax on the gains plus a 10 percent penalty. Second, the money sits in funds that track the market, so principal can fall, as it did in 2008 and 2022. Third, it's still an asset the FAFSA asks about, so it raises the SAI. Fourth, if the child doesn't go to college, or gets a full scholarship, the money becomes somewhat awkward. Fifth, once it's spent, it's gone; it doesn't do a second job for the family.

所以我的结论是：529 是一个好容器，前提是你确定这笔钱只会用在读书上。

So my conclusion: the 529 is a good container, provided you're sure the money will only ever be spent on education.

讲师提醒Presenter note

不要贬低 529。多数家长已经有或听过，攻击它会让人防御。要说「它很好，但它只做一件事」。

Don't disparage the 529. Most parents already have one or have heard of it, and attacking it puts them on the defensive. Say "it's good, but it does one job."

容器二 · 川普账户（2026 全新）Container Two · The Trump Account (New in 2026)

  • 2026 年 7 月 4 日起开放的联邦儿童延税投资储蓄账户A federal tax-deferred investment account for children, open from July 4, 2026
  • 任何 18 岁以下、持有社安号的美国公民儿童都可以开户，包括今天已经在读小学的孩子Any US citizen child under 18 with an SSN can have one, including children already in grade school
  • 政府一次性注入的 $1,000，只发给 2025/1/1 – 2028/12/31 出生的孩子The one-time $1,000 government deposit goes only to children born Jan 1, 2025 – Dec 31, 2028
  • 家庭成员／监护人每年最多供款 $5,000（2027 年后随通胀调整）Family members or guardians can contribute up to $5,000 a year (indexed after 2027)
  • 延税增长；取出时按当年所得税率纳税，59½ 岁前取出可能另有 10% 罚金（有例外）Tax-deferred growth; withdrawals taxed as income, with a possible 10% penalty before 59½ (exceptions apply)
  • 18 岁后账户归孩子，可按传统 IRA 规则继续持有或转出At 18 it belongs to the child, and can be kept or moved under traditional IRA rules
注意Note它按 IRA 规则运作，不是教育专款。孩子 18 岁拿到掌控权；如果被认定为学生资产，按 20% 计入 SAI，对助学金的影响远大于 529It runs on IRA rules; it isn't earmarked for education. The child takes control at 18, and if it's treated as a student asset it counts into the SAI at 20%, far more than a 529

来源：trumpaccounts.gov 及 IRS 相关公告；细则仍在陆续发布，以最终法规为准Sources: trumpaccounts.gov and IRS guidance; the rules are still being issued, and the final regulations govern

容器二，川普账户，Trump Account。这是 2026 年全新的东西，很多家长听说过，但细节不太清楚。

Container two: the Trump account. It's brand new in 2026; many parents have heard of it but aren't sure of the details.

它是一个联邦的儿童延税投资储蓄账户，2026 年 7 月 4 日起开放。任何 18 岁以下、有社安号的美国公民儿童都可以开户， 包括在座各位今天已经在读小学的孩子。

It's a federal tax-deferred investment savings account for children, open from July 4, 2026. Any US citizen child under eighteen with a Social Security number can have one, including the grade-schoolers many of you have at home.

这里纠正一个很常见的误解：不是只有 2025 年以后出生的孩子才能开户，而是只有 2025 年 1 月 1 日到 2028 年 12 月 31 日之间出生的孩子， 才拿得到政府一次性存进去的那 $1,000。开户的资格和那 $1,000，是两回事。

Let me correct a very common misunderstanding: it isn't that only children born after 2025 can open one. It's that only children born between January 1, 2025 and December 31, 2028 get the one-time $1,000 government deposit. Eligibility to open an account and the $1,000 are two separate things.

家人或监护人每年最多可以存 $5,000，2027 年以后随通胀调整。账户里的钱延税增长，取出来的时候按当年的所得税率交税， 59 岁半以前取出，可能还有 10% 的罚金，有一些例外情况。孩子满 18 岁以后，账户就归孩子了，可以按传统 IRA 的规则继续持有或者转出。

Family members or guardians can contribute up to $5,000 a year, indexed for inflation after 2027. The money grows tax-deferred; withdrawals are taxed at ordinary income rates, and before age 59½ there may be an additional 10 percent penalty, with some exceptions. Once the child turns eighteen, the account belongs to them and can be kept or moved under traditional IRA rules.

所以请注意下面这一条：它是按 IRA 的规则运作的，不是教育专款。孩子 18 岁就拿到了掌控权，正好是上大学的年纪。 而且如果它被认定为学生的资产，就按 20% 计入 SAI，对助学金的影响比 529 大得多。

Which is why the box at the bottom matters: it runs on IRA rules; it isn't an education account. The child gains control at eighteen, which is exactly college age. And if it's treated as the student's asset, it counts into the SAI at 20 percent, a far bigger hit to aid than a 529.

它的细则还在陆续发布，一切以最终法规为准。

The detailed rules are still being issued, and the final regulations govern.

讲师提醒Presenter note

纠正「只有 2025 年后出生的才能开户」这个误解，会立刻建立专业信任。

Correcting "only children born after 2025 can open one" earns professional trust instantly.

容器三 · IUL 指数型人寿保险，到底是什么Container Three · What an IUL Really Is

01

下跌保底A floor

现金值不直接投入股市，而是挂钩指数。指数跌，当年记 0%；指数涨，在封顶内参与。保单费用照扣Cash value isn't invested in the market but linked to an index. A down year credits 0%; up years credit within a cap. Policy charges still apply

02

递延增长Tax-deferred growth

现金值在保单内累积，不用每年为增值交所得税Cash value builds inside the policy without income tax on the growth each year

03

灵活取用Flexible access

通过保单贷款取用，保单持续有效就不用交税；没有用途限制：读书、买房、创业、退休都行Taken through policy loans, untaxed while the policy stays in force; no restriction on use: college, a home, a business, retirement

04

自带保障Protection built in

身故理赔金 ＋ 生前福利（重疾／慢性病／绝症可提前动用）＋ 现金价值，三合一Death benefit + living benefits (accessible early for critical, chronic or terminal illness) + cash value, in one

529 是「只能上大学的钱」，IUL 是「上不上大学都能用的钱」A 529 is money that can only go to college; an IUL is money that works whether they go or not

但它也有代价：保险成本、封顶上限、必须长期持有。这些等一下会一并讲清楚But it has costs: the cost of insurance, a cap, and the need to hold it long term. We'll cover those too

容器三，IUL，指数型万能人寿保险。很多家长一听「保险」就有点戒备，所以我先用四句话讲清楚它到底是什么。

Container three: IUL, indexed universal life insurance. Many parents tense up at the word "insurance," so let me explain in four points what it actually is.

第一，下跌保底。它的现金值不是直接投进股市，而是挂钩一个指数，比如标普 500。 指数跌的那一年，记 0%，不跟着跌；指数涨的那一年，在封顶以内参与上涨。但要说清楚：0% 是指数部分最差记 0%， 保单的费用每年照样要扣，所以记 0% 的年份，现金值也可能下降。

One, a floor. Its cash value isn't invested directly in the stock market; it's linked to an index such as the S&P 500. In a year the index falls, the credit is 0 percent, so it doesn't fall with the market. In a year the index rises, it participates up to a cap. But be clear: 0 percent is the worst the index credit can be. Policy charges are still deducted every year, so in a 0 percent year the cash value can still go down.

第二，递延增长。现金值在保单里面累积，不用每年为增值交所得税，增长不会每年被税打掉一块。

Two, tax-deferred growth. The cash value builds up inside the policy without income tax on the growth each year, so the growth isn't trimmed by tax every year.

第三，灵活取用。用钱的时候通过保单贷款来拿，只要保单一直有效，贷款不算收入，不用交税。 而且它没有用途限制：读书、买房、创业、退休，都可以。

Three, flexible access. When you need the money, you take it through a policy loan. As long as the policy stays in force, the loan isn't income and isn't taxed. And there's no restriction on what it's for: college, a home, a business, retirement.

第四，自带保障。它本身是一份人寿保险：有身故理赔金；有生前福利，万一得了重疾、慢性病或者绝症，可以提前动用保额； 还有现金价值。三样东西在一份保单里。

Four, protection built in. It is a life insurance policy: there's a death benefit; there are living benefits, so if the insured has a critical, chronic or terminal illness, part of the death benefit can be accessed early; and there's cash value. Three things in one policy.

简单说：529 是「只能上大学的钱」，IUL 是「上不上大学都能用的钱」。

Put simply: a 529 is money that can only go to college; an IUL is money that can be used whether the child goes to college or not.

但它也有代价，我先说出来：第一，保险成本，保单里每年要扣保险费用和管理费用；第二，封顶上限，市场大涨的年份，你只能拿到封顶以内的那一部分； 第三，必须长期持有，前几年退保会有退保费用，拿回来的可能比交进去的少。还有一条很重要：保单贷款不用交税的前提，是保单一直有效。 如果带着贷款让保单失效，累积的增值会一次变成应税收入。这些等一下讲方案的时候，我会一并讲清楚。

But it has costs too, and I'll say them now. First, the cost of insurance: insurance and administrative charges come out of the policy every year. Second, the cap: in a year the market soars, you only get the part up to the cap. Third, it has to be held long term: surrendering in the early years incurs surrender charges, and you may get back less than you paid in. And one more important point: policy loans are untaxed only as long as the policy stays in force. If a policy lapses with a loan outstanding, the accumulated gain becomes taxable income all at once. I'll cover all of this when we get to the plans.

讲师提醒Presenter note

务必主动说出「它也有代价」。家长最怕的是你只讲好处；你先说缺点，后面讲优点他们才信。

Be sure to say "it has costs" yourself. What parents fear most is a presenter who only lists the upsides; say the drawbacks first, and they'll believe the rest.

529 与 IUL，八个维度529 vs IUL in Eight Rows

529 教育储蓄计划529 planIUL 指数型人寿保险IUL
用途限制Use只能用于合规教育支出，其他用途要交税 ＋ 10% 罚金Education only; else tax + 10% penalty教育、买房、创业、退休皆可，无用途罚金Any purpose; no penalty by use
投资风险Market risk跟随市场涨跌，可能亏本金Tracks the market; can lose principal指数部分最差记 0%，不参与下跌；上涨在封顶内参与，费用照扣Index credit never below 0%; capped upside; charges apply
税务Tax用于教育免税；非教育要交税 ＋ 罚金Tax-free for education; else tax + penalty递延增长；保单持续有效时，保单贷款不用交税Tax-deferred; loans untaxed while in force
FAFSA 助学金FAFSA计入父母资产，按 5.64% 拉高 SAIParent asset; raises the SAI at 5.64%人寿保险现金值不计入 FAFSA 资产Cash value isn't a FAFSA asset
保障功能Protection无None身故金 ＋ 生前福利 ＋ 现金价值Death benefit + living benefits + cash value
灵活度Flexibility只能为教育服务Education only教育金、婚嫁金、创业金、退休金都可College, wedding, business, retirement
家长控制权Control账户所有人（通常是家长）掌控；由 UTMA／UGMA 转入的归孩子The owner (usually the parent); UTMA/UGMA-funded: the child保单持有人（家长）掌控，可以再转给孩子The policy owner (parent); can transfer later
长期表现Long run随市场波动，遇熊市影响大Volatile; bear markets hit hard不受熊市直接冲击，但每年要扣保单费用No direct bear-market hit; annual charges

我们把 529 和 IUL 放在一起，正面比较八个维度。表很长，我不一行一行念，挑三行讲，其余的大家可以拍下来回家看。

Let's put the 529 and IUL side by side across eight rows. The table is long, so I won't read every line. I'll take three, and you can photograph the rest to read at home.

第一行，用途限制。529 只能用于合规的教育支出，拿去做别的要交税再加 10% 罚金；IUL 读书、买房、创业、退休都可以，没有按用途的罚金。

Row one, restriction on use. A 529 can only be spent on qualified education costs; anything else owes tax plus a 10 percent penalty. An IUL can go to college, a home, a business or retirement, with no penalty based on purpose.

第二行，投资风险。529 跟着市场涨跌，可能亏本金；IUL 指数部分最差记 0%，不参与下跌，上涨在封顶以内参与，但是每年的保单费用照扣。

Row two, market risk. A 529 rises and falls with the market and can lose principal. An IUL's index credit is never below 0 percent, so it doesn't participate in the downside; it participates in gains up to a cap, but the policy charges come out every year regardless.

第四行，FAFSA 助学金。529 算父母资产，按 5.64% 拉高 SAI；人寿保险的现金值，不计入 FAFSA 的资产。 这一行就是刚才那页「请拍照」的内容。

Row four, the FAFSA. A 529 counts as a parent asset and raises the SAI at 5.64 percent. Life insurance cash value isn't counted as a FAFSA asset. That's the "please take a photo" slide from earlier.

其他几行大家自己看：税务、保障功能、灵活度、谁来控制、长期表现。提一下「家长控制权」这一行： 一般的 529，账户所有人是家长，钱一直由家长控制；只有从 UTMA、UGMA 这类孩子名下的托管账户转进来的 529，孩子成年后归孩子。 IUL 由保单持有人，也就是家长控制，以后想转给孩子也可以。

Read the others for yourselves: tax, protection, flexibility, control and long-run behaviour. A word on control: with an ordinary 529 the parent is the account owner and keeps control of the money. Only a 529 funded from a custodial account in the child's name, such as a UTMA or UGMA, belongs to the child once they're an adult. An IUL is controlled by the policy owner, the parent, who can transfer it to the child later if they wish.

讲师提醒Presenter note

不要一行一行念。挑用途限制、投资风险、FAFSA 三行讲，其余让家长自己看。

Don't read it line by line. Speak to restriction on use, market risk and the FAFSA, and let parents read the rest.

第四幕Act four

三个方案Three Plans

看得见的数字，一分钟看懂Numbers you can see, understood in a minute

第四部分，三个方案。

Part four: three plans.

到这里，大家已经知道为什么要准备、要准备多少、钱可以从哪里来、可以放在什么容器里。 接下来我们把这些落到具体的数字上：每个月存多少、存几年、大学四年能拿回多少。每一个方案都是看得见的数字，一分钟就能看懂。

By now you know why to prepare, how much, where the money can come from and what it can be held in. Now we put it into concrete numbers: how much a month, for how many years, and how much comes back during the four college years. Every plan is numbers you can see, and each takes a minute to understand.

先说清楚：接下来所有的数字都来自计划书的演示值，不是保证。真正做之前，一定要看正式的计划书，包括保证栏。

Let me be clear up front: every number from here on is an illustration value from a policy illustration, not a guarantee. Before doing anything, always look at the formal illustration, including the guaranteed column.

节奏提示Pacing

第四幕约 25 分钟，是全场重心。家长已经知道「为什么」，现在给他们「多少钱、拿什么」。

Act four runs about twenty-five minutes and is the centre of gravity. Parents already know "why"; now give them "how much, and with what."

同一个孩子，三种做法One Child, Three Approaches

被保险人Insured7 岁男孩Boy, 7健康标准Standard health
身故保障Death benefit$1,000,000
缴费年期Premium years只交 10 年10 years only7 岁交到 16 岁Ages 7 to 16
17 岁之后From 17不用再交No more账户自己继续增长The account keeps growing

方案 A · 基础保障款Plan A · Protection

$300／月mo

十年共 $36,000$36,000 over ten years

方案 B · 教育基金版Plan B · Education

$600／月mo

十年共 $72,000$72,000 over ten years

方案 C · 豪华教育基金版Plan C · Full education

$1,917／月mo

十年共约 $230,000About $230,000 over ten years

先看案例设定。被保险人是一个 7 岁的男孩，健康状况标准。身故保障 100 万。

First, the case. The insured is a seven-year-old boy in standard health, with a $1 million death benefit.

最重要的是这一条：只交 10 年。从 7 岁交到 16 岁，17 岁以后一分钱都不用再交，账户自己继续增长。 很多家长以为保险要交一辈子，这个设计不是。

The most important line is this one: premiums for ten years only. From age seven to sixteen; from seventeen on, not another cent, and the account keeps growing on its own. Many parents assume insurance is paid for life. This design isn't.

同一个孩子，三种做法。方案 A，基础保障款，每月 $300，十年一共 $36,000。方案 B，教育基金版，每月 $600，十年一共 $72,000。 方案 C，豪华教育基金版，每月 $1,917，十年一共大约 $230,000。

One child, three approaches. Plan A, the protection plan: $300 a month, $36,000 over ten years. Plan B, the education plan: $600 a month, $72,000 over ten years. Plan C, the full education plan: $1,917 a month, about $230,000 over ten years.

接下来我们一个一个看，每个方案能做到什么。

Next we'll go through them one at a time and see what each can do.

讲师提醒Presenter note

强调「只交 10 年」，很多家长以为保险要交一辈子，这一句会让他们松一口气。

Stress "ten years only"; many parents think insurance is paid for life, and this is where they exhale.

方案 A · 每月 $300，先给孩子一个底Plan A · $300 a Month Lays a Floor

总投入（10 年）Paid in (10 years)$36,000
身故保障Death benefit100 万$1M
65 岁起每年领取Each year from 65$25,899
累计领取（至 120 岁）Total drawn (to 120)$1,450,351
7–16 岁7–16每月 $300，共 10 年$300 a month for 10 years 22 岁22现金值 $36,337，追上交进去的本金Cash value $36,337, catching up with premiums paid 40 岁40现金值约 9.2 万Cash value about $92,000 60 岁60现金值约 29 万Cash value about $290,000 65 岁起From 65每年领取 $25,899，演示领到 120 岁$25,899 a year, illustrated to age 120

取自计划书演示值，非保证；领取通过保单贷款，完整数值以正式计划书为准Illustration values, not guaranteed; draws are policy loans, and the formal illustration governs

方案 A，基础保障款。每月 $300，先给孩子一个底。

Plan A, the protection plan: $300 a month to lay a floor for your child.

十年总共交 $36,000。孩子从 7 岁起就有 100 万的身故保障。

$36,000 paid in over ten years, and the child has a $1 million death benefit from age seven.

再看下面这条时间线。7 到 16 岁，每月 $300，交 10 年。到 22 岁，现金值 $36,337，追上了当初交进去的本金。 大家注意这一点：要到这个时候，现金值才和交进去的钱差不多，这就是为什么我说它必须长期持有。 之后账户自己长：40 岁大约 9.2 万，60 岁大约 29 万。从 65 岁起，每年可以领 $25,899，计划书演示一直领到 120 岁，累计大约 145 万。

Now the timeline. From seven to sixteen, $300 a month for ten years. At twenty-two, the cash value is $36,337, catching up with the premiums paid. Note that point: only then does the cash value roughly equal what went in, which is why I said it has to be held long term. After that the account grows on its own: about $92,000 at forty, about $290,000 at sixty. From sixty-five, it can pay $25,899 a year; the illustration runs those payments to age 120, for a total of about $1.45 million.

这个方案不是专门为大学设计的，大学四年没有安排领取。它的定位是：预算有限，但不想什么都不做。 先把 100 万的保障和一个会自己长大的账户建立起来，以后有余力再往里多存。

This plan isn't built around college; there are no draws scheduled for the four college years. It's for families on a tight budget who don't want to do nothing: put a $1 million death benefit and an account that grows on its own in place now, and add more later when you can.

讲师提醒Presenter note

定位：预算有限但不想什么都不做，$300 一个月差不多是一家人一顿饭。

Positioning: for a tight budget, but not nothing. $300 a month is about one family dinner out.

方案 B · 每月 $600，多解决一件事：大学Plan B · $600 a Month Also Covers College

总投入（10 年）Paid in (10 years)$72,000
大学四年领取Drawn in college$80,000
65 岁起每年领取Each year from 65$41,588
累计领取（至 120 岁）Total drawn (to 120)$2,408,955

同样只交十年、同样 100 万保障。每个月从 $300 提高到 $600：
多出来的 $300，换来孩子 18 到 21 岁每年一笔 $20,000The same ten years, the same $1M of protection. Raise $300 a month to $600:
the extra $300 buys $20,000 a year from age 18 to 21

取自计划书演示值，非保证；领取通过保单贷款，完整数值以正式计划书为准Illustration values, not guaranteed; draws are policy loans, and the formal illustration governs

方案 B，教育基金版。每月 $600，多解决一件事：大学。

Plan B, the education plan: $600 a month, and it handles one more thing: college.

十年总共交 $72,000。大学四年可以领回 $80,000。65 岁起每年领 $41,588，计划书演示到 120 岁，累计大约 241 万。

$72,000 paid in over ten years. $80,000 drawn during the four college years. From sixty-five, $41,588 a year, illustrated to age 120, for a total of about $2.41 million.

和方案 A 比：同样只交十年，同样 100 万保障。差别只是每个月从 $300 提高到 $600。多出来的这 $300， 换来孩子 18 到 21 岁每年一笔 $20,000 的现金流。而且这笔钱是通过保单贷款拿出来的，只要保单一直有效，不用交税。

Compared with plan A: the same ten years of premiums, the same $1 million of protection. The only difference is raising the monthly amount from $300 to $600. That extra $300 buys a $20,000 cash flow every year from age eighteen to twenty-one. And because it comes out as a policy loan, it isn't taxed as long as the policy stays in force.

讲师提醒Presenter note

锚定这一句：「多 $300，换 $20,000 一年」，这是全场最容易被记住的一句。

Anchor on "another $300 a month buys $20,000 a year." It's the most memorable line of the night.

孩子入学那一年，钱已经在那里了The Year They Enroll, the Money Is Already There

方案 B · 大学四年Plan B · the college years

年龄Age阶段Stage当年领取（保单贷款）Drawn that year (policy loan)
18 岁18大学一年级Freshman$20,000
19 岁19大学二年级Sophomore$20,000
20 岁20大学三年级Junior$20,000
21 岁21大学四年级Senior$20,000
四年合计Four-year total$80,000

这一份不够，我先说清楚：缺口 22 万，它只覆盖 37%。
但这笔钱十一年前就开始准备，不直接受当年股市涨跌影响，而且保单现金值不进 FAFSA 资产表Let me say it first: it covers only 37% of the $217k gap.
But it was set up years ahead, isn't hit directly by that year's market, and isn't a FAFSA asset

我们把方案 B 大学四年这一段单独拿出来看。孩子入学那一年，钱已经在那里了。

Let's look at plan B's college years on their own. The year the child enrolls, the money is already there.

18 岁大一，领 $20,000；19 岁大二，$20,000；20 岁大三，$20,000；21 岁大四，$20,000。四年合计 $80,000。

At eighteen, freshman year: $20,000. At nineteen, sophomore year: $20,000. At twenty, junior year: $20,000. At twenty-one, senior year: $20,000. $80,000 over the four years.

我先把话说清楚：这一份不够。前面算过，加州公立一个孩子，家庭自付的缺口是 22 万，$80,000 只覆盖 37%。

Let me be upfront: this isn't enough. As we worked out earlier, the family's gap for one child at a California public university is $217,000, and $80,000 covers 37 percent of it.

但它有三个好处：第一，这笔钱从孩子 7 岁就开始准备，到 18 岁的时候已经在那里；第二，指数部分最差记 0%， 它不会因为孩子入学那一年刚好股市大跌就少一截；第三，保单的现金值不进 FAFSA 的资产表，不会因为这笔钱拉高 SAI。

But it has three advantages. First, it's been building since the child was seven, so it's already there at eighteen. Second, with the index credit never below 0 percent, it won't be cut down just because the market crashes the year your child enrolls. Third, the policy's cash value isn't on the FAFSA asset list, so it doesn't raise the SAI.

那不够的部分怎么办？要不要加倍？这就是下一个方案。

So what about the shortfall? Should it be doubled? That's the next plan.

讲师提醒Presenter note

诚实说「不够」，反而让家长觉得你没在骗他，然后自然过渡到「要不要加倍」。

Saying "it isn't enough" is what convinces parents you aren't spinning them, and it leads naturally to "should we double it?"

方案 C · 每月 $1,917，大学四年整段包下来Plan C · $1,917 a Month Covers College End to End

总投入（10 年）Paid in (10 years)$230,000
大学四年领取Drawn in college$320,000
65 岁起每年领取Each year from 65$191,786
一生累计领取Total drawn$11,060,018

大学四年每年领 $80,000，四年合计 $320,000：盖住加州公立四年的家庭自付还有富余；按 USC 四年标价 71.6 万，约盖住 45%$80,000 a year for four years, $320,000 in all: more than the whole family share at a California public school, and about 45% of USC's $716k four-year sticker price

缴费同样只有十年；身故保障是递增型：从 $1,020,835 起步，55 岁时约 $2,391,299。取自计划书演示值，非保证Still only ten years of premiums; the death benefit increases, from $1,020,835 to about $2,391,299 at 55. Illustration values, not guaranteed

方案 C，豪华教育基金版。每月 $1,917，把大学四年整段包下来。

Plan C, the full education plan: $1,917 a month to cover the four college years end to end.

十年总共交大约 $230,000。大学四年每年领 $80,000，四年合计 $320,000。65 岁起每年领 $191,786，一生累计大约 1,106 万。

About $230,000 paid in over ten years. $80,000 a year during college, $320,000 over the four years. From sixty-five, $191,786 a year, for an illustrated lifetime total of about $11.06 million.

$320,000 是什么概念？前面算过，加州公立一个孩子四年，家庭自付是 22 万，这一笔盖住还有富余。 如果目标是 USC，四年标价是 71.6 万，这一笔大约盖住 45%；如果再拿到学校的助学金，能盖住的比例就更高。

What does $320,000 mean? Earlier we worked out that the family's share for one child at a California public university is $217,000, so this more than covers it. If the target is USC, with a four-year sticker price of $716,000, this covers about 45 percent; with school aid on top, it covers more.

缴费同样只有十年。这个方案的身故保障是递增型的：从 $1,020,835 起步，到 55 岁的时候大约是 $2,391,299。

Premiums still last only ten years. This plan's death benefit increases: it starts at $1,020,835 and is about $2,391,299 at fifty-five.

讲师提醒Presenter note

方案 C 的定位不是「更贵」，是「把大学这件事整段解决掉」。对本来就在存 529 的家庭，每月 $1,917 并非不可能。

Plan C isn't "the expensive one"; it's "college, handled." For families already saving into a 529, $1,917 a month isn't out of reach.

方案 C · 逐年数字Plan C · Year by Year

年龄Age这一年That year账户价值Account value身故保障Death benefit当年领取Drawn
16缴完最后一期Last premium paid$284,957$1,284,957—
18大学第一年First year of college$323,220$1,200,317$80,000
21大学第四年Fourth year of college$386,803$915,786$80,000
40账户自己长Growing on its own$1,247,445$2,041,020—
55账户自己长Growing on its own$3,267,786$2,391,299—
65开始终身领取Lifetime draws begin$6,266,319$2,905,075$191,786
75持续领取Draws continue$11,929,967$1,767,666$191,786
85持续领取Draws continue$22,425,744$1,990,602$191,786

取自计划书演示值，非保证。完整逐年数值以正式计划书为准Illustration values, not guaranteed. The formal illustration's full year-by-year values govern

这是方案 C 的逐年数字，我们挑几行看。

These are plan C's year-by-year figures. Let's pick out a few rows.

16 岁，缴完最后一期保费，账户价值 $284,957，身故保障 $1,284,957。

At sixteen, the last premium is paid. The account value is $284,957 and the death benefit is $1,284,957.

重点看 18 岁和 21 岁这两行。18 岁大学第一年，当年领 $80,000，账户价值是 $323,220； 到 21 岁大学第四年，又领了 $80,000，账户价值还在往上走，是 $386,803。也就是说，一边每年领 8 万，账户一边还在长。 同时大家看身故保障这一栏，大学这几年在往下走，因为领出来的钱是保单贷款，贷款会从身故保障里扣。

Focus on the rows for eighteen and twenty-one. At eighteen, the first year of college, $80,000 is drawn and the account value is $323,220. By twenty-one, the fourth year, another $80,000 has been drawn and the account value is still rising, at $386,803. In other words, $80,000 comes out each year and the account keeps growing. Look at the death benefit column too: it goes down during the college years, because the money drawn is a policy loan, and loans are deducted from the death benefit.

之后账户自己长：40 岁大约 125 万，55 岁大约 327 万。65 岁开始终身领取，每年 $191,786，75 岁、85 岁都在持续领取。

After that, the account grows on its own: about $1.25 million at forty and about $3.27 million at fifty-five. At sixty-five lifetime draws begin, $191,786 a year, continuing through seventy-five and eighty-five.

再提醒一次：这些都是计划书的演示值，不是保证。完整的逐年数值、假设和保证栏，以正式计划书为准。

One more reminder: these are illustration values, not guarantees. The formal illustration's full year-by-year values, assumptions and guaranteed column are what count.

讲师提醒Presenter note

重点指 18 岁和 21 岁两行：一年领 $80,000，账户价值还在往上走。不要跳过身故保障在下降这件事，主动讲出来。

Point at the age 18 and 21 rows: $80,000 drawn a year and the account value still rising. Don't skip over the falling death benefit; mention it yourself.

三个方案并排The Three Plans Side by Side

方案 A · 基础保障款A · Protection方案 B · 教育基金版B · Education方案 C · 豪华教育基金版C · Full education
每月保费Monthly premium$300$600$1,917
缴费年期Premium years10 年（7–16 岁）10 (ages 7–16)10 年（7–16 岁）10 (ages 7–16)10 年（7–16 岁）10 (ages 7–16)
十年总投入Paid in over ten years3.6 万$36k7.2 万$72k23 万$230k
大学四年领取Drawn in college—$20,000 × 4$80,000 × 4
　合计　Total—$80,000$320,000
65 岁起每年领取Each year from 65$25,899$41,588$191,786
一生累计领取Total drawn145 万$1.45M241 万$2.41M1,106 万$11.06M

先开账户用方案 A，之后随时灵活多存钱Open the account with plan A, then add more whenever you can

三个方案都是国家人寿 Living Life Defender（LLD）的计划书演示值，非保证。完整假设与逐年数值以正式计划书为准All three plans are National Life Living Life Defender (LLD) illustration values, not guaranteed. The formal illustration's assumptions and year-by-year values govern

我们把三个方案并排放在一起看。

Let's put the three plans side by side.

每月保费：$300、$600、$1,917。缴费年期都一样，10 年，从 7 岁交到 16 岁。十年总投入：3.6 万、7.2 万、23 万。

Monthly premium: $300, $600, $1,917. The premium period is the same for all three: ten years, from seven to sixteen. Paid in over ten years: $36,000, $72,000, $230,000.

大学四年领取：方案 A 没有安排；方案 B 每年 $20,000，四年 $80,000；方案 C 每年 $80,000，四年 $320,000。

Drawn during college: none scheduled in plan A; $20,000 a year in plan B, $80,000 in all; $80,000 a year in plan C, $320,000 in all.

65 岁起每年领取：$25,899、$41,588、$191,786。一生累计领取，按计划书演示：145 万、241 万、1,106 万。

Each year from sixty-five: $25,899, $41,588, $191,786. Illustrated lifetime totals: $1.45 million, $2.41 million, $11.06 million.

最下面这一句是我最想让大家记住的：不用一开始就选最大的。可以先用方案 A 把账户开起来，以后家里情况允许，随时可以多存。

The line at the bottom is the one I most want you to remember: you don't have to start with the biggest plan. You can open the account with plan A, and add more whenever your family's situation allows.

互动设计Interaction

让家长自己选，不要替他们选：「我不问你要不要买，我问你：如果要做，你会选哪一行。」

Let parents choose; don't choose for them: "I'm not asking whether you want one. I'm asking which column you'd pick if you did."

把三个方案的一生放在同一把尺上Three Lifetimes on One Scale

投入与产出Paid in vs drawn out

C
$11,060,018
$230,000
B
$2,408,955
$72,000
A
$1,450,351
$36,000

■ 一生累计领取（演示值）　■ 十年总投入■ Total drawn (illustrated)　■ Paid in over ten years

领取额取自计划书演示值，非保证；领取通过保单贷款，演示到高龄Draws are illustration values, not guaranteed; they are policy loans, illustrated to an advanced age

这一页把三个方案的一生放在同一把尺上。每个方案两根条：深色的短条是十年总投入，金色的长条是计划书演示的一生累计领取。

This slide puts the three plans' lifetimes on one scale. Each plan has two bars: the short dark one is what's paid in over ten years, and the long gold one is the illustrated lifetime total drawn out.

方案 A：投入 $36,000，演示累计领取 $1,450,351。方案 B：投入 $72,000，演示累计领取 $2,408,955。 方案 C：投入 $230,000，演示累计领取 $11,060,018。

Plan A: $36,000 in, $1,450,351 illustrated out. Plan B: $72,000 in, $2,408,955 illustrated out. Plan C: $230,000 in, $11,060,018 illustrated out.

为什么差这么多？因为这里有两样东西：一个是时间，孩子 7 岁开始，钱在保单里放了几十年；另一个是这些是演示值， 用的是计划书里的假设利率，实际会随指数表现上下浮动。所以这张图看的是「早开始、长期放」的效果，不是一个保证能拿到的数字。

Why the difference? Two things. One is time: starting at seven, the money stays in the policy for decades. The other is that these are illustration values using the illustration's assumed rate; actual results will move up and down with the index. So this chart shows the effect of starting early and staying in for the long run. It isn't a number anyone is guaranteed to receive.

讲师提醒Presenter note

视觉冲击页，不用多讲，让图自己说话，停三秒再翻。

A visual impact slide: say little, let the chart speak, and pause three seconds before moving on.

方案并不需要立刻决定，保 A 冲 BNo Need to Decide Now: Secure A, Aim for B

预算紧，但不想什么都不做Tight budget, but not nothing

方案 A · Plan A · $300

先把 100 万的保障和一个会自己长大的账户建立起来。大学的钱以后往账户里多存，但底已经在了Put $1M of protection and an account that grows on its own in place. Add college money later; the floor is already there

明确要为大学准备一笔钱Setting money aside for college

方案 B · Plan B · $600

大学四年拿回 $80,000，约盖住加州公立家庭自付的 37%；不进 FAFSA 资产表，退休那一段也一起安排$80,000 back over four years, about 37% of the family share at a California public school; off the FAFSA asset list, with retirement planned in too

目标私立，想整段解决Aiming private, handled in full

方案 C · Plan C · $1,917

大学四年拿回 $32 万，盖住加州公立四年家庭自付还有富余；65 岁起还有一段演示中的退休收入$320,000 back over four years, more than the whole family share at a California public school, plus an illustrated retirement income from 65

取自计划书演示值，非保证Illustration values, not guaranteed

最后，三个方案适合什么样的家庭。

Finally, which kind of family each plan suits.

预算紧，但不想什么都不做：方案 A，每月 $300。先把 100 万的保障和一个会自己长大的账户建立起来。大学的钱以后往账户里多存，但底已经在了。

A tight budget, but not wanting to do nothing: plan A, $300 a month. Put the $1 million of protection and an account that grows on its own in place now. College money can be added later, but the floor is already there.

明确要为大学准备一笔钱：方案 B，每月 $600。大学四年拿回 $80,000，约盖住加州公立家庭自付的 37%；保单现金值不进 FAFSA 资产表；退休那一段也一起安排了。

Definitely setting money aside for college: plan B, $600 a month. $80,000 back over the four years, about 37 percent of the family's share at a California public university; the cash value isn't on the FAFSA asset list; and retirement is planned in as well.

目标是私立，想把大学整段解决：方案 C，每月 $1,917。大学四年拿回 $32 万，盖住加州公立四年的家庭自付还有富余；65 岁起还有一段演示中的退休收入。

Aiming for a private university and wanting college fully handled: plan C, $1,917 a month. $320,000 back over the four years, more than the whole family share at a California public university, with an illustrated retirement income from sixty-five.

方案并不需要今天就决定。我们常说「保 A 冲 B」：先用 A 把账户开起来，有余力再往 B 靠。

None of this has to be decided tonight. We often say "secure A, aim for B": open the account with A, and move toward B when you can.

讲师提醒Presenter note

三选一比是非题好成交，多数家长会选中间那个，这是刻意的锚定设计。

Three options close better than yes-or-no, and most parents pick the middle one; that's a deliberate anchor.

如果从出生就开始：同一张保单，三种做法Starting at Birth: One Policy, Three Designs

0 岁女孩 · 保额 $100 万 · 演示利率 6.5% · 标准体不吸烟 · 标普 500 Cap Focus · 每年交、交 18 年Girl, age 0 · $1M face · 6.5% illustrated · Standard non-tobacco · S&P 500 Cap Focus · annual premium for 18 years

① 平准 + 目标保费① Level + Target② 平准 + 最高平均保费② Level + Guideline Level③ 递增 + 最高平均保费③ Increasing + Guideline Level
每年保费Annual premium$3,084$5,685$17,085
18 年总保费Total over 18 years$55,512$102,330$307,530
17 岁 现金价值 / 保额Age 17 cash value / face$70,681 / $1,000,000$153,551 / $1,000,000$516,207 / $1,516,207
35 岁 现金价值 / 保额Age 35 cash value / face$219,326 / $2,000,000$492,521 / $2,000,000$1,673,075 / $4,182,687
65 岁 现金价值 / 保额Age 65 cash value / face$1,597,887 / $1,835,688$3,630,796 / $4,356,955$12,350,272 / $14,820,327
方案 ③ 的一种用法One way to use ③18–21 岁每年领 $6 万（共 $24 万）· 35 岁一次贷款 $30 万 · 65 岁起每年 $302,003 领到 120 岁$60K a year at 18–21 ($240K) · a one-time $300K loan at 35 · $302,003 a year from 65 to 120
65 岁起的终身领取Income from 65靠终身收入附约 LIBR：保单有效满 10 年，60 到 85 岁之间启动，启动后保证终身领取、保单不失效Uses the Lifetime Income Benefit Rider: the policy must have been in force 10 years, exercise between 60 and 85, and once started the income is guaranteed for life and the policy won't lapse

国家人寿 2025 年 11 月计划书演示值，非保证；实际以正式计划书为准National Life illustration values as of November 2025, not guaranteed; the formal illustration governs

前面三个方案都是孩子 7 岁才开始。如果孩子刚出生就做，会是什么样？这一页是同一张 $100 万保额的保单、0 岁女孩、交 18 年，三种不同的做法。

The three plans so far all start at age seven. What if you start at birth? This slide shows one $1 million policy for a newborn girl, paid for 18 years, designed three different ways.

第一种，平准保额加目标保费：每年 $3,084，18 年一共 $55,512。这是最基本的做法，先把这个 $100 万的口袋开起来。 孩子 17 岁时现金价值 $70,681，作为大学一年的费用还差一点。

Design one, level death benefit at the target premium: $3,084 a year, $55,512 over 18 years. This is the basic version, opening a $1 million pocket. At 17 the cash value is $70,681, a little short of one year of college.

第二种，同样平准保额，但按最高平均保费交：每年 $5,685，一共 $102,330。17 岁现金价值 $153,551，够读公立大学。

Design two, the same level benefit funded at the guideline level premium: $5,685 a year, $102,330 in total. At 17 the cash value is $153,551, enough for a public university.

第三种，保额递增，按最高平均保费交：每年 $17,085，一共 $307,530。17 岁现金价值 $516,207， 这时候就可以和 529 教育基金比了：最下面一行是一种用法，18 到 21 岁每年领 $6 万、四年 $24 万读完大学； 35 岁再一次贷款 $30 万，比如买房首付；65 岁起每年领 $302,003，一直到 120 岁。

Design three, an increasing benefit at the guideline level premium: $17,085 a year, $307,530 in total. At 17 the cash value is $516,207, and now it compares with a 529. The bottom row shows one way to use it: $60,000 a year from 18 to 21, $240,000 for college; a one-time $300,000 loan at 35, say for a down payment; and from 65, $302,003 a year to age 120.

65 岁以后的终身领取，用的是国家人寿的终身收入附约 LIBR。条件四条：保单有效满 10 年；最早 60 岁、最晚 85 岁启动； 启动以后保证终身领取，保单不会失效。

The lifetime income from 65 uses National Life's Lifetime Income Benefit Rider. Four conditions: the policy must have been in force for 10 years; it can be exercised no earlier than 60 and no later than 85; and once exercised, the income is guaranteed for life and the policy won't lapse.

最重要的一句：这三种是同一张保单，只是交法和设计不同。家长不需要今天就做每年 $17,085 的决定， 可以先按最基本的交法把口袋开起来，保单批下来以后，随时多放钱，让现金价值往上走。

The key point: these are the same policy, just funded and designed differently. Parents don't need to commit to $17,085 a year today. They can open the pocket with the basic design and, once the policy is issued, add more whenever they can to build the cash value.

合规提醒Compliance note

全部是计划书演示值，非保证，不要换算成「投入的多少倍」。领取和贷款会减少现金价值和身故金，贷款要付利息；保单要一直有效，贷款才不产生所得税。 孩子的保额还要看父母的保额：超过 $50 万，主要收入来源的父母要有同等或更多的保额（见《核保》页）。

Every figure is an illustration value, not guaranteed; don't convert them into "times what you paid in." Withdrawals and loans reduce cash value and the death benefit, loans accrue interest, and the policy must stay in force for loans to remain income-tax-free. A child's coverage also depends on the parents': above $500,000, the breadwinning parent needs at least as much (see Underwriting).

家长最常问的六个问题The Six Questions Parents Ask Most

Q1

孩子还小，晚几年再说行不行？Can we wait a few years?

可以，但代价很具体：今天开始每月 $1,131，13 岁再开始是每月 $3,074。多等六年，月供接近三倍You can, but the cost is specific: $1,131 a month starting now, $3,074 starting at 13. Six years later, nearly triple

Q2

万一以后交不起了怎么办？What if we can't keep paying?

从 A 开始，每月 $300 开户，随时可以多存。十年之内状况有变，可以降低保额、减少保费Start with A at $300 and add later. If things change within the ten years, the face amount and premium can be reduced

Q3

账户会不会跟着市场下跌？Will it fall with the market?

指数下跌的年份记 0%，不参与下跌。但保单费用照扣，记 0% 的年份现金值也可能下降A down year credits 0%, so it doesn't follow the market down. Charges still apply, so cash value can dip in a 0% year

Q4

会不会影响孩子申请助学金？Will it hurt financial aid?

人寿保险现金值不计入 FAFSA 资产。CSS Profile 各校口径不同，做规划时按目标学校逐一确认Cash value isn't a FAFSA asset. CSS Profile schools vary, so we check each target school when planning

Q5

孩子最后不上大学呢？What if they don't go to college?

没有用途限制，也没有按用途的罚金。买房、创业、结婚，或者留到 65 岁变成他的退休金No restriction on use and no penalty by purpose: a home, a business, a wedding, or kept until 65 as their retirement money

Q6

我已经有 529 了，还需要这个吗？We have a 529. Do we need this too?

不冲突。529 只服务大学那四年、会进资产表；这一份补的是「万一」、税务和退休。按现金流分配好两边额度They don't conflict. A 529 serves the college years and is on the asset list; this covers the what-ifs, tax and retirement. Split by cash flow

最后留几分钟给大家提问。先把家长最常问的六个问题讲一下。

We'll leave a few minutes for questions. First, the six questions parents ask most.

第一个：孩子还小，晚几年再说行不行？可以，但代价很具体：今天开始，每月 $1,131；等到 13 岁再开始，每月 $3,074。多等六年，月供接近三倍。

One: the kids are young, can we wait a few years? You can, but the cost is specific: starting today it's $1,131 a month; starting at thirteen it's $3,074. Waiting six years nearly triples the monthly amount.

第二个：万一以后交不起了怎么办？方案是可以调整的。从 A 开始，每月 $300 开户，随时可以多存。十年之内如果家里状况有变，可以降低保额、减少保费。

Two: what if we can't keep paying? The plan can be adjusted. Start with A, opening the account at $300 a month, and add more any time. If your situation changes within the ten years, the face amount can be lowered and the premium reduced.

第三个：账户会不会跟着市场下跌？指数下跌的年份记 0%，不会跟着市场一起跌。但保单的费用每年照扣，所以记 0% 的那一年，现金值也可能稍微下降。这是它和 529 最大的区别之一。

Three: will the account fall with the market? In a year the index falls, the credit is 0 percent, so it doesn't fall along with the market. But policy charges come out every year, so in a 0 percent year the cash value can still dip a little. This is one of the biggest differences from a 529.

第四个：会不会影响孩子申请助学金？人寿保险的现金值不计入 FAFSA 的资产。但 CSS Profile 各校口径不同，部分私校会问得更细。这一点我们做规划的时候，会按孩子的目标学校逐一确认。

Four: will it affect financial aid? Life insurance cash value isn't counted as a FAFSA asset. But CSS Profile schools have different rules, and some private schools ask in more detail. When we plan, we check this school by school against your child's target list.

第五个：孩子最后不上大学呢？这笔钱没有用途限制，也没有按用途的罚金。买房、创业、结婚，或者原封不动留到 65 岁，变成他的退休金，都可以。这也是它和 529 最大的区别之一。

Five: what if our child doesn't go to college? There's no restriction on what the money is for, and no penalty based on purpose. A home, a business, a wedding, or left untouched until sixty-five as their retirement money: all fine. That's another of the biggest differences from a 529.

第六个：我已经有 529 了，还需要这个吗？不冲突。529 效率高，但只服务大学那四年，而且会进资产表；这一份补的是「万一」、税务和退休。先把两边的额度按你家的现金流分配好，再决定各放多少。

Six: we already have a 529; do we need this too? They don't conflict. A 529 is efficient but only serves the four college years, and it's on the asset list. This one covers the what-ifs, the tax treatment and retirement. Allocate between the two by your family's cash flow first, then decide how much goes in each.

互动设计Interaction

留 5 分钟现场提问。没人举手就用这六个自问自答暖场，通常第二个问题一出，就会有人接话。

Leave five minutes for questions. If no one raises a hand, warm up by asking and answering these six yourself; usually someone joins in by the second.

三步就好Just Three Steps

01填一张登记表Fill in one form散会前交给我们，五个空格，两分钟Hand it in before you leave: five blanks, two minutes
02做一次家庭教育金测算One family education estimate免费，约 30 分钟。按你家真实的报税、孩子年龄和目标学校，算出属于你家的那个数字Free, about 30 minutes. Your real tax return, your child's age and target schools give your family's own number
03看两份完整计划书Review two full illustrations拿到逐年数值、完整假设与保证栏，再决定要不要做、做多少Year-by-year values, full assumptions and the guaranteed column, then decide whether and how much

谢谢各位今天的时间。
孩子的时间，是这场讲座里唯一不能重来的东西Thank you for your time tonight.
Your child's time is the one thing in this talk that can't be done over

今天讲了很多数字，接下来只需要三步。

We've covered a lot of numbers tonight. From here, it takes just three steps.

第一步，填一张登记表。散会前交给我们，五个空格，两分钟。

Step one: fill in a form. Hand it to us before you leave. Five blanks, two minutes.

第二步，做一次家庭教育金测算。免费，大约 30 分钟。我们按你家真实的报税情况、孩子的年龄和目标学校，算出属于你家的那个数字。 今晚屏幕上的都是示意，你家的数字可能高，也可能低。

Step two: a family education estimate. It's free and takes about thirty minutes. Using your actual tax return, your child's age and the schools you're aiming for, we work out the number that belongs to your family. Everything on the screen tonight was illustrative; your number may be higher or lower.

第三步，看两份完整的计划书。拿到逐年数值、完整的假设和保证栏，再决定要不要做、做多少。

Step three: review two full illustrations. Once you have the year-by-year values, the full assumptions and the guaranteed column, decide whether to go ahead and how much.

谢谢各位今天的时间。孩子的时间，是这场讲座里唯一不能重来的东西。

Thank you all for your time tonight. Your child's time is the one thing in this talk that can't be done over.

节奏提示Pacing

最后一句讲完，安静两秒，再说「现在我把登记表发下去」。不要在这句话之后再加任何销售语言。

After the last line, hold two seconds of silence, then say "I'll pass the forms around now." Add nothing sales-like after that sentence.

先说数字First, about the numbers

这一页的金额都是 2026 年的数字：学费取自 UC 与 USC 官网公布的 Cost of Attendance， 助学金上限取自加州学生资助委员会 CSAC 与美国教育部，贷款利率取自 FSA， 税抵免额取自 IRS。这些数字一年一变。 涨幅、年化回报、助学金金额三类是假设，不是事实，讲的时候要主动说出来。

Every figure here is as of 2026: tuition from the UC and USC published Cost of Attendance, aid ceilings from the California Student Aid Commission and the Department of Education, loan rates from FSA, credits from the IRS. All of them change annually. Growth rates, assumed returns, and assumed aid amounts are assumptions, not facts; say so out loud when you present them.

这场讲座的形状The shape of the talk

开场只承诺三个问题，然后用四幕把它们答完。这个结构值得照搬， 因为它把「我要卖你一份保险」变成了「我陪你算一笔账」。

Open by promising three questions, then answer them in four acts. The structure is worth copying, because it turns "I want to sell you something" into "let me do the arithmetic with you."

幕Act 时长Time 它要做到的事What it has to accomplish
一 · 算账1 · The bill 15 min 让家长自己算出一个吓人的数字，不是你说出来的Let the parent arrive at the frightening number, rather than hearing it from you
二 · 钱从哪来2 · Where money comes from 20 min 五条路讲全，前三条逐一打掉，可信度就是这么来的All five routes, three of them knocked out. That's where credibility comes from
三 · 三个容器3 · Three containers 15 min 529、川普账户、IUL 并排；不贬低 529529, the Trump account and IUL side by side; never disparage the 529
四 · 三个方案4 · Three plans 25 min 三选一，不是是非题；中间那档是刻意的锚Pick one of three, not yes-or-no; the middle one is a deliberate anchor

开场的第一句不要用资历。 站定、等安静，然后说「我今晚不卖任何东西，只想让各位带走三个数字」。 自我介绍控制在 30 秒以内，讲你为什么做教育金规划，不要逐条念证照。

Don't open with credentials. Stand still, wait for quiet, then say "I'm not selling anything tonight. I just want you to leave with three numbers." Keep your own introduction under thirty seconds: say why you do education planning, and don't read out your licences one by one.

第一幕 · 把账算清楚Act one · Do the arithmetic

今天，一年多少钱What one year costs today

讲的不是学费单，是学校官网自己公布的 Cost of Attendance， 含住宿、餐饮、书本、交通。这一点要先说，否则家长会拿学费数字跟你争。

Not the tuition line but the school's own published Cost of Attendance, which includes housing, food, books, and transport. Say this first or a parent will argue with you using the tuition number.

学校School 一年总费用One year, all in 其中Of which
加州公立 · UC（加州居民、住校）UC (CA resident, on campus) $49,078 学费杂费 $18,178｜食宿保险 $25,600｜书本交通 $5,300Tuition & fees $18,178 · room, board, insurance $25,600 · books & transport $5,300
私立名校 · 以 USC 为例Private, e.g. USC $103,162 光学费就是 $75,384Tuition alone is $75,384

来源：UC 官方 2027–28 学年加州居民住校预算；USC 官方 2026–27 学年 Cost of Attendance。

Source: UC published 2027–28 CA-resident on-campus budget; USC published 2026–27 Cost of Attendance.

讲这一页的时候先问一句：「在座有几位以为一年三万块够？」 通常会有一半举手。这是全场第一个落差，也是后面所有内容的支点。

Ask first: "How many of you thought thirty thousand a year would cover it?" Usually about half the room. That gap is the first one of the night, and everything later leans on it.

再看涨速Then the growth rate

这里用的假设是公立 3%、私立 4.5%，都低于过去二十年的实际涨幅。 要主动说「这是我用最保守的假设算出来的」，这一句比任何数字都管用。 至于为什么学费能长期跑赢 CPI，一句话就够： 只要还有人借得到钱去读，价格就还能往上走。不要展开讲经济学。

The assumption here is 3% for public, 4.5% for private, both below the actual rate over the past twenty years. Say out loud that these are the conservative assumptions; that sentence does more work than any figure. As for why tuition outruns CPI, one line is enough: as long as people can still borrow to attend, the price can still rise. Don't turn it into an economics lecture.

拨到入学那一年Fast-forward to the year they enroll

以今天 7 岁、11 年后入学为例：

Taking a seven-year-old, enrolling eleven years out:

今天（2026）Today (2026) 孩子 12 岁At 12 孩子 18 岁入学At 18, enrolling 涨幅Increase
UC（含食宿）UC (incl. living) $49,078$56,895$67,935+38%
USC（含食宿）USC (incl. living) $103,162$128,559$167,417+62%

四年，不是一年Four years, not one

大一Yr 1 大二Yr 2 大三Yr 3 大四Yr 4 四年合计Total
加州公立Public $67,935$69,973$72,073$74,235$284,216
私立名校Private $167,417$174,951$182,823$191,050$716,241

念完之后停两秒，让「这是一个孩子」这四个字落地。 有两个孩子的家长会自己在心里乘二，你不用替他们说。

Pause two seconds afterward and let "this is for one child" land. Parents with two will do the multiplication themselves. Don't do it for them.

但真正该问的是：这 28 万里，有多少要你自己出The real question: how much of the $284k is yours

一个孩子 · 加州公立 · 四年One child · public · four years金额Amount
四年总账单Four-year bill$284,216
减　助学金（假设每年 $10,000）Less aid (assumed $10,000/yr)− $40,000
减　联邦学生贷款四年上限Less federal student loan cap, four years− $27,000
家庭自付Family pays$217,216

换算成每个月Turned into a monthly number

从今天起每月存 $1,131，连续 11 年，年化 6.5%，孩子 18 岁那年账户里 刚好 22 万。

$1,131 a month for eleven years at 6.5% lands on $217k the year they turn eighteen.

晚三年开始，月供多一半；晚六年，接近三倍Start three years later and the monthly amount goes up by half; six years later, it nearly triples

开始存的年龄Start at 距离上大学Years left 每月需要存Monthly 比 7 岁开始多vs starting at 7
7 岁Age 711$1,131—
10 岁Age 108$1,731+53%
13 岁Age 135$3,074+172%
15 岁Age 153$5,481+385%

目标 22 万，假设年化 6.5%（不保证）。

Target $217k at an assumed 6.5% (not guaranteed).

这一页是全场最重要的说服点，慢讲。可以问一句「孩子今年几年级？」， 让家长自己对号入座。收尾可以这样说： 时间是唯一一个你今天不用花钱就能拿到、明天想买也买不回来的东西。

This is the most persuasive slide of the night. Go slowly. Ask "what grade is your child in?" and let them place themselves. Close with: time is the only thing here you can have today for free and cannot buy back tomorrow.

这一幕有一处要先说清楚，否则第二幕会打自己的脸One thing to say up front, or act two contradicts act one

第一幕的 28 万 / 21.7 万 / 月供 $1,131，用的是十一年后的价格； 第二幕把 UC 和 USC 拆开算的那两张表，用的是今天的价格。 两幕的数字不能直接对比，一定要在切换时讲一句。

Act one's $284k / $217k / $1,131 are in eleven-years-from-now dollars. The UC and USC breakdowns in act two are in today's dollars. The two sets cannot be compared directly. Say so at the transition.

还有一处更具体：第一幕假设年收入 10 万的家庭每年拿 $10,000 助学金， 但第二幕自己那张 UC 表给同样收入的家庭算出了 Cal Grant $15,588 + UC 学校助学金 $8,000 = $23,588，是假设的两倍多。 把第一幕的 $10,000 说成「保守估计」，不要说成「你家会拿到的数」， 或者干脆把第一幕换成收入 18 万那一档来讲，两幕就不会互相矛盾。

More concretely: act one assumes a $100k-income family receives $10,000 a year in aid, while act two's own UC table gives that same family Cal Grant $15,588 plus a UC need-based grant of $8,000 = $23,588, more than twice the assumption. Present the $10,000 as a deliberately conservative floor, not as what their family will receive, or run act one at the $180k income tier instead, where the two acts reconcile.

第二幕 · 钱可以从哪里来Act two · Where the money can come from

五条路。讲这一页的价值不在于内容，在于姿态： 「我不是来卖保险的，我是来讲整个体系的。」前三条你都控制不了， 第五条是账单付完以后的事，只有第四条从今天起在你手上。

Five routes. The value of this slide isn't the content, it's the posture: "I'm not here to sell insurance, I'm here to explain the whole system." You control none of the first three, the fifth happens after the bill is already paid, and only the fourth is in your hands starting today.

路Route 看什么Depends on 要不要还Repaid?
① 奖学金 Scholarship① Scholarships看孩子：成绩、特长、背景The child: grades, talent, background不用No
② 助学金 Financial Aid② Need-based aid看家庭：收入与资产The family: income and assets不用No
③ 学生贷款 Loans③ Loans看额度与信用Limits and credit要还，有息Yes, with interest
④ 存钱账户 Savings④ Savings看你今天的决定What you decide today—
⑤ 税务优惠 Tax credits⑤ Tax credits看报税：AOTC、LLCYour return: AOTC, LLC事后省税After the fact

① 奖学金：看孩子① Scholarships depend on the child

四类：成绩能力型（GPA、SAT/ACT、竞赛、领导力）、经济需求型（由 FAFSA / CSS 算出）、 专业特长型（体育、音乐、艺术、STEM、商科、护理）、身份背景型（族裔、性别、第一代大学生、 军人家庭、移民背景）。奖学金不会自己找上门。绝大多数要单独申请、单独写文书， 时间与大学申请同步。

Four kinds: merit (GPA, SAT/ACT, competitions, leadership), need-based (computed from FAFSA or CSS), talent and field (athletics, music, art, STEM, business, nursing), and demographic (ethnicity, gender, first-generation, military families, immigration background). None of them find you. Nearly all require a separate application and a separate essay, on the same timeline as the college applications.

五个真正在用的平台：fastweb.com（最成熟的匹配系统，9–12 年级系统布局用）、 scholarships.com（数据库型，目标明确时用）、 bigfuture.collegeboard.org（SAT 官方，含大量大学自发的 Merit 奖学金）、 internationalscholarships.com（国际学生专属，F-1 或无绿卡可用）、 以及各大学自己的 Financial Aid 页面。顶级大学最大的一笔钱是学校自己发的， 搜「校名 + Financial Aid」就行。

Five platforms people actually use: fastweb.com (the most mature matching system, for building a plan across grades 9–12), scholarships.com (a database, for students with a defined target), bigfuture.collegeboard.org (the College Board's own, carrying a lot of institutional merit awards), internationalscholarships.com (for F-1 students and families without a green card), and each university's own financial aid page. At the top schools the largest award comes from the school itself. Search the school name plus "financial aid."

这一段里最有价值的一句：外部奖学金拿到后，学校往往会同步减少给你的 Need-based Aid，等于左手进右手出。真正要盯的只有一个数字： Net Cost，最终你家要付出去的那一笔。 讲完这句，家长对你的信任会上一个台阶，因为这是只有内行才会主动讲的事。

The most valuable line in this section: when an outside scholarship comes in, the school often reduces its own need-based award by the same amount. The only number that matters is net cost: what your family actually writes a check for. Saying this moves you up a level in the room, because only an insider volunteers it.

② 助学金：看家庭，跟孩子成绩无关② Need-based aid depends on the family, not the grades

很多家长把这两件事搞混，要讲明白：孩子成绩再好，也不会让助学金变多； 孩子成绩普通，也不会让助学金变少。

Parents routinely confuse the two. Be explicit: better grades do not increase need-based aid, and mediocre grades do not reduce it.

FAFSA

联邦助学金

Federal aid

公民或绿卡，家长与学生都要有社安号。用于公立大学与部分私立。 提交后 3–5 天收到 SAI 数值。10 月 1 日开放，务必尽早。

Citizens or permanent residents; both parent and student need an SSN. Used by public universities and some privates. The SAI comes back in three to five days. Opens October 1; file early.

CSS Profile

私立大学助学金

Private-school aid

近 400 所私立与少数公立采用，资金来自学校自己。部分私校允许留学生申请。 问得比 FAFSA 细得多：房产、企业、海外资产都要报。

Used by roughly 400 privates and a few publics, funded by the school itself. Some privates let international students apply. It asks far more than FAFSA: real estate, businesses, and overseas assets all get reported.

CA Dream Act

加州助学金

California aid

给符合条件的非公民 / 无绿卡学生。需先符合 AB 540（加州高中毕业、 居住学籍满 3 年），然后提交 CADAA。

For eligible students without citizenship or a green card. Requires AB 540 status first (California high school graduation plus three years of residency and attendance), then a CADAA filing.

这一页，请让家长拍照Tell the room to photograph this slide

全场的战略钩子。停下来说「请拍这一页」。家长真的会拍，你也就拿到了他们的注意力。 内容是 FAFSA 眼里哪些资产算、哪些不算。

The strategic hook of the night. Stop and say "photograph this one." They will, and you have the room's attention. The content: what FAFSA counts as an asset and what it doesn't.

会被计入 · 拉高你的 SAI

Counted · raises your SAI

现金与银行存款｜投资房、出租房｜529 教育储蓄计划｜信托基金｜ 共同基金｜定存 CD｜股票｜债券

Cash and bank deposits · investment and rental property · 529 plans · trusts · mutual funds · CDs · stocks · bonds

不计入 · 不影响 FAFSA 助学金

Not counted on FAFSA

自住房｜人寿保险现金值｜家庭自营小企业（≤100 名员工）｜ 退休账户 401(k)、IRA、Pension、年金｜首饰、古董、艺术品｜汽车

Primary residence · life insurance cash value · family business with 100 or fewer employees · 401(k), IRA, pension, annuity · jewelry, antiques, art · cars

依据现行简化后的 FAFSA 规则；家族小企业的排除自 2026 年 7 月 1 日起适用。CSS Profile 各校政策不同：自住房净值、年金、家族企业、加密货币，部分私校会计入。

Under the simplified FAFSA rules; the family-business exclusion applies from July 1, 2026. CSS Profile policies vary by school: home equity, annuities, family businesses, and crypto are counted by some privates.

同一笔钱，放在谁名下差很多The same money counts differently by whose name it's in

放在父母名下

In the parents' name

5.64%

每年被计入 SAI 的比例

counted into SAI each year

放在孩子名下

In the child's name

20%

每年被计入 SAI 的比例

counted into SAI each year

举个例子：一个 11 万的 529 账户算父母资产，按 5.64% 计入， 每年把 SAI 抬高约 $6,215，四年少拿约 2.5 万助学金。 同一笔钱放在不计入的容器里，这笔助学金就还在。

For example: a $110,000 529 counts as a parent asset at 5.64%, raising the SAI by about $6,215 a year, or roughly $25,000 less aid over four years. In a container that isn't counted, that aid stays.

SAI 怎么算出来How the SAI works

SAI＝父母收入贡献 ＋ 父母资产贡献 ＋ 学生收入贡献 ＋ 学生资产贡献
大学费用 COA − SAI ＝ 你能拿到的助学金

SAI = parent income + parent assets + student income + student assets
Cost of attendance − SAI = the aid you can receive

SAI 大致 AGIApprox. AGI 联邦 Pell GrantFederal Pell 州与学校助学金State & institutional aid
−1,500 ~ 0< ~$40,000几乎一定拿到最高额Almost certainly the max极高Very likely, and substantial
0 ~ 6,000~$40k – $75k通常可获得Usually州助学金 + 学校补贴State aid plus institutional
6,000 ~ 15,000~$75k – $110k可能减少或没有Reduced or none学校通常仍给部分Schools usually still give some
15,000 ~ 30,000~$110k – $155k通常没有Usually none取决于学校自有基金Depends on the endowment
> 30,000> ~$155,000几乎没有Essentially none只有极慷慨的学校才给Only the most generous schools

讲这一页的语气要平和，是陈述不是恐吓。最后落在这一句： 在座多数家庭都有可能拿到一部分助学金。先给希望，再讲它不够。

Deliver this calmly; it's a statement, not a threat. End on this: most families in this room can expect some aid. Give the hope first, then explain why it isn't enough.

③ 学生贷款：孩子能借的其实不多③ The student can't borrow much

年级Year 每年最多可借Annual max 其中可 SubsidizedOf which subsidized
大一Freshman$5,500$3,500
大二Sophomore$6,500$4,500
大三及以后Junior and later$7,500$5,500
四年合计Four-year total$27,000—

Subsidized 看 SAI 才有，在校期间与毕业后 6 个月内利息由政府付； Unsubsidized 放款当天起利息自己付。 2026–27 学年本科利率 6.52%。

Subsidized loans depend on the SAI; the government pays the interest while enrolled and for six months after. Unsubsidized loans accrue from the day they're disbursed. The 2026–27 undergraduate rate is 6.52%.

让家长自己发现：$27,000 放在 28 万的账单前面，不到十分之一。

Let them notice it themselves: $27,000 against a $284,000 bill is under a tenth.

那不够的部分呢？Parent PLUSAnd the rest? Parent PLUS

2026–27 学年 Direct PLUS 利率 9.07%。由家长借、家长还，不是孩子的债； 只看信用有无严重不良记录，不看你还不还得起；额度可以一路借到学校 COA 的上限。

The 2026–27 Direct PLUS rate is 9.07%. The parent borrows and the parent repays; it is not the child's debt. It checks only for adverse credit events, not whether you can afford it, and it will lend all the way up to the school's full cost of attendance.

这是全场第二个情绪高点。语气不要幸灾乐祸，要像在提醒同辈： 一个刚满 50 岁的家长，用 9.07% 借十几万，然后用退休前最后十几年去还， 这就是为什么很多家庭孩子毕业了，父母的退休金也没了。

This is the second emotional peak of the night. Don't sound gleeful; sound like someone warning a peer: a parent who has just turned fifty borrowing six figures at 9.07%, then repaying it with their last fifteen working years. This is how families end up with a graduate and no retirement.

把一所学校拆开算Take one school apart

这两张表是全场最硬的证据，因为它是算给某一个具体家庭看的， 不是泛泛的统计。注意：下面用的是今天的价格。

These two tables are the hardest evidence of the night, because they're computed for a specific family rather than in the abstract. Note: these are in today's dollars.

加州大学 UC · 一学年UC · one year 家庭年收入 $10 万$100k household 家庭年收入 $18 万$180k household
学校公布的总费用 COAPublished COA$49,078$49,078
减　Cal Grant A（UC 档）Less Cal Grant A (UC tier)− $15,588$0　超过收入上限$0 (over the income cap)
减　联邦 Pell GrantLess federal Pell$0　SAI 已超上限$0 (SAI too high)$0
减　学校奖学金 / MeritLess institutional merit看孩子申请结果Depends on the application
减　Stafford 学生贷款（大一）Less Stafford (freshman)− $5,500− $5,500
减　UC 学校需求型助学金（示意）Less UC need-based grant (illustrative)− $8,000$0
家庭当年自付Family pays that year$19,990$43,578

Cal Grant 受抚养学生四口之家收入上限 $144,700、资产上限 $111,900；Pell 在 SAI 达到 $14,790 时归零。来源：UC 官方加州居民住校预算；CSAC 与美国教育部 2026–27 公告。

Cal Grant's dependent four-person income cap is $144,700 with an asset cap of $111,900; Pell reaches zero at an SAI of $14,790. Sources: UC published CA-resident budget; CSAC and Department of Education 2026–27 notices.

年收入 $10 万的家庭，UC 一年自付 $19,990，四年约 8 万。

For the $100k family, UC comes to $19,990 a year out of pocket, about $80,000 over four years.

南加大 USC · 一学年USC · one year $10 万$100k $18 万$180k
学校公布的总费用 COAPublished COA$103,162$103,162
减　Cal Grant A（私立档）Less Cal Grant A (private tier)− $9,358$0
减　USC 学校助学金（示意）Less USC institutional aid (illustrative)− $55,000− $25,000
减　Stafford 学生贷款（大一）Less Stafford (freshman)− $5,500− $5,500
家庭当年自付Family pays that year$33,304$72,662

务必主动念出来：USC 那两行助学金是示意，不是官方档位。 USC 承诺满足学校认定的 100% 需求，但金额由 CSS Profile 的完整财务画像决定 （房产净值、自营企业、其他子女在读），官方没有公开的按收入档位表。 你先说「这两个数字是示意」，比家长回家自己发现要好一百倍， 而且这正好给了你下一步的理由：用 USC 官方 Net Price Calculator 按他家真实情况算一遍 （financialaid.usc.edu）。这就是约面谈的入口。

Say this out loud: the two USC aid rows are illustrative, not official tiers. USC commits to meeting 100% of demonstrated need, but the amount comes from the full CSS Profile picture (home equity, self-employment, other children enrolled), and there is no published income table. Flagging it yourself is a hundred times better than a parent finding it at home, and it hands you the next step: run their real numbers through USC's own Net Price Calculator at financialaid.usc.edu. That's the appointment.

⑤ 税务优惠：政府每年退给你的那一笔⑤ The credit the government already sends you

每个合格子女Per qualifying child$2,200（2025 年起，此后随通胀调整） (from 2025, indexed thereafter)
其中可退还部分 ACTCRefundable portion (ACTC)最高 $1,700，需至少 $2,500 劳务收入Up to $1,700, requires $2,500 of earned income
年龄Age报税年度结束时未满 17 岁Under 17 at year end
身份Identification孩子须有可用于工作的 SSN；纳税人及联合申报配偶也须有 SSNThe child needs a work-eligible SSN; so do the taxpayer and a joint-filing spouse
收入递减起点Phase-out begins单身／户主 $200,000；夫妻联合 $400,000$200,000 single/HoH; $400,000 married filing jointly

两个孩子，每年 $4,400。这一页的话术是「不用增加支出，先把已经在手上的钱安排好」。 很多家庭拿到这笔就随日常开销花掉了。这是全场最容易被接受的一个切入， 因为它不要求家长省下任何新的钱。

Two children is $4,400 a year. The framing here is "without spending anything new, put the money you already receive somewhere". Most families absorb this into daily expenses. It's the easiest opening of the night precisely because it asks the parent to give up nothing.

第三幕 · 三个容器Act three · Three containers

用「容器」这个比喻贯穿：钱一样，装的容器不一样，结果差很多。

Run the whole act on one metaphor: the same money in a different container produces a different result.

容器一 · 529Container one · the 529

不要贬低 529。多数家长已经有、或已经听过，攻击它会让人防御。 正确的说法是「它很好，但它只做一件事」。

Don't disparage the 529. Most parents already have one or have heard of it, and attacking it makes them defensive. The right line is "it's a good container, it just does one job."

它做得好的地方

What it does well

用于合规教育支出时取款免税；合规范围广（学费、校方标准内的住宿、书本、电脑与必需设备）； 可随时更换受益人（兄弟姐妹、子女）；最多约 $35,000 可转入受益人的 Roth IRA； 算父母资产，只按 5.64% 计入。

Tax-free withdrawals for qualified education expenses, with a broad definition (tuition, room and board within the school's allowance, books, computers and required equipment); the beneficiary can be changed at any time to a sibling or child; up to about $35,000 can be rolled to the beneficiary's Roth IRA; it counts as a parent asset at 5.64%.

它的限制

Where it stops

非教育用途取出要缴所得税 + 10% 罚金；跟随市场涨跌，可能亏本金（2008、2022 都发生过）； 仍是 FAFSA 要申报的资产，会拉高 SAI；孩子不上大学、或拿了全额奖学金，这笔钱会变得尴尬。

Non-education withdrawals owe income tax plus a 10% penalty; it tracks the market and can lose principal, as it did in 2008 and 2022; it is still a reportable FAFSA asset that raises the SAI; and if the child doesn't attend, or attends on a full ride, the money becomes awkward.

容器二 · 川普账户（2026 全新）Container two · the Trump account (new in 2026)

2026 年 7 月 4 日起开放的联邦儿童延税投资储蓄账户。 任何 18 岁以下、持有社安号的美国公民儿童都可以开户。 家庭成员或监护人每年最多供款 $5,000（2027 年后随通胀调整）； 延税增长，取出时按当年所得税率纳税，59½ 岁前取出可能另有 10% 罚金（有例外）； 18 岁后账户归孩子，可按传统 IRA 规则继续持有或转出。

A federal tax-deferred investment account for children, opening July 4, 2026. Any US citizen child under 18 with an SSN can have one. Family members or guardians can contribute up to $5,000 a year (indexed after 2027). Growth is tax-deferred; withdrawals are taxed as ordinary income, with a possible 10% penalty before 59½ (exceptions apply). At 18 the account belongs to the child and follows traditional IRA rules.

这里有个常见误解值得当场纠正，它会立刻建立专业信任： 不是只有 2025 年之后出生的孩子才能开户，而是只有 2025/1/1 – 2028/12/31 出生的孩子 才拿得到政府那笔一次性注入的 $1,000。开户资格和那 $1,000 是两回事。

Correct one common misreading on the spot; it buys you credibility instantly: it is not that only children born after 2025 can open one. It is that only children born between January 1, 2025 and December 31, 2028 receive the one-time $1,000 government contribution. Eligibility and the $1,000 are separate things.

它按 IRA 规则运作，不是教育专款。孩子 18 岁拿到掌控权； 如果被认定为学生资产，按 20% 计入 SAI，对助学金的杀伤力远大于 529。 细则仍在陆续发布，以最终法规为准。

It runs on IRA rules; it is not earmarked for education. The child takes control at 18, and if it is treated as a student asset it counts into the SAI at 20%, far more damaging to aid than a 529. The regulations are still being issued; follow the final rules.

容器三 · IULContainer three · IUL

四句话讲完，不要展开成产品课：下跌保底（挂钩指数而非直接投入， 指数跌的年份记 0%）、递延增长（现金值在保单内免当年所得税地累积）、 灵活取用（通过保单贷款取用，没有用途限制）、 自带保障（身故理赔金 + 生前福利 + 现金价值）。

Four sentences, not a product lecture: a floor (linked to an index rather than invested in it, so an index-down year credits 0%), tax-deferred growth, flexible access (through policy loans, with no restriction on use), and protection built in (death benefit plus living benefits plus cash value).

这一幕用一句话收尾：529 是「只能上大学的钱」，IUL 是「上不上大学都能用的钱」。 紧接着一定要说「但它也有代价」：保险成本、封顶上限、必须长期持有。 保单贷款免税的前提是保单终身有效；带着贷款失效，累计增值会一次性变成应税收入， 而大学四年连续取用正是保单压力最大的时候。 家长最怕的是你只讲好处；你先说缺点，后面讲优点他们才信。

Close the act on one line: a 529 is money that can only go to college; an IUL is money that works whether they go or not. Immediately follow it with "and it has costs": cost of insurance, caps, and the need to hold it long term. Tax-free policy loans depend on the policy staying in force for life; a lapse with a loan outstanding turns the accumulated gain into taxable income in one year, and four straight years of college draws are exactly when a policy is under the most strain. What parents fear is a presenter who only lists upsides. Say the drawbacks first and they'll believe the rest.

529 与 IUL 八个维度529 vs IUL, eight dimensions

不要一行一行念。挑用途限制、投资风险、FAFSA 三行讲，其余让家长自己看。

Don't read it line by line. Speak to three rows (restriction on use, market risk, and FAFSA treatment) and let them read the rest.

529IUL
用途限制Restriction on use只能用于合规教育支出，否则纳税 + 10% 罚金Qualified education expenses only; otherwise tax plus a 10% penalty教育、买房、创业、退休皆可，无用途罚金Education, a home, a business, retirement; no penalty by purpose
投资风险Market risk跟随市场涨跌，可能亏本金Tracks the market; principal can fall指数下跌年份记 0%，不参与下跌An index-down year credits 0%; it doesn't participate in the loss
税务Tax用于教育免税；非教育纳税 + 罚金Tax-free for education; taxed plus penalised otherwise现金值递延增长，可通过保单贷款取用Tax-deferred growth, accessed through policy loans
FAFSAFAFSA计入父母资产，按 5.64% 拉高 SAIA parent asset at 5.64%人寿保险现金值不计入 FAFSA 资产Life insurance cash value is not a FAFSA asset
保障功能Protection无None身故金 + 生前福利 + 现金价值Death benefit, living benefits, cash value
灵活度Flexibility只能为教育服务Education only教育金、婚嫁金、创业金、退休金都可Education, a wedding, a business, retirement
家长控制权Parental control账户所有人（通常是家长）掌控；由 UTMA／UGMA 转入的归孩子The account owner, usually the parent; one funded from a UTMA/UGMA belongs to the child保单持有人（家长）掌控，可以再转给孩子The policy owner (the parent), who can later transfer it to the child
长期表现Long-run behaviour随市场波动，遇熊市影响大Volatile; a bear market hurts不受熊市直接冲击，但要扣保单成本No direct bear-market hit, but policy charges are deducted

第四幕 · 三个方案Act four · Three plans

案例设定：7 岁男孩、健康标准、身故保障 100 万、只交 10 年（7 岁交到 16 岁， 17 岁之后一分钱不用再交，账户自己继续增长）。 「只交 10 年」这一句一定要强调。很多家长以为保险要交一辈子，这句话会让他们松一口气。

The case: a healthy seven-year-old boy, a $1M death benefit, and a ten-pay design: premiums from age 7 to 16, nothing after 17, and the account keeps growing on its own. Emphasise the ten years; many parents assume insurance is a lifetime obligation, and this is where they exhale.

方案 A · 基础保障款A · Protection 方案 B · 教育基金版B · Education 方案 C · 豪华教育基金版C · Full coverage
每月保费Monthly premium$300$600$1,917
十年总投入Ten-year outlay$36,000$72,000$230,000
大学四年每年领取Drawn each college year—$20,000$80,000
　大学四年合计　Four-year total—$80,000$320,000
65 岁起每年领取Each year from 65$25,899$41,588$191,786
一生累计领取（演示到高龄）Total drawn (illustrated to an advanced age)$1,450,351$2,408,955$11,060,018

三个方案都是国家人寿 Living Life Defender（LLD）的计划书演示值，非保证；领取都是保单贷款，保单持续有效才不用交税。完整假设与逐年数值以正式计划书为准。

All three plans are National Life Living Life Defender (LLD) illustration values and not guaranteed; every draw is a policy loan, untaxed only while the policy stays in force. The formal illustration governs.

三个方案的定位一句话就够：

One line of positioning each:

A · $300

预算紧，但不想什么都不做

Tight budget, but not nothing

先把 100 万的保障和一个会自己长大的账户建立起来。大学的钱以后往账户里多存，但底已经在了。 要到 22 岁左右，现金值（$36,337）才追上交进去的本金，所以必须长期持有。 $300 一个月 ≈ 一家人一顿饭。

Put the $1M of protection and a growing account in place now. College money can be added later; the floor exists. Cash value ($36,337) only catches up with premiums paid around age 22, so it has to be held long term. $300 a month is one family dinner.

B · $600

明确要为大学准备一笔钱

Explicitly funding college

大学四年拿回 $80,000。这是全场最容易被记住的一句：多 $300，换孩子 18–21 岁 每年一笔 $20,000。

$80,000 back across the four years. The most memorable line of the night: another $300 a month buys $20,000 a year from 18 to 21.

C · $1,917

目标私立，想整段解决

Private school, handled end to end

大学四年每年 $80,000，四年 $32 万，盖住加州公立四年的全部家庭自付还有富余， 按 USC 四年标价 71.6 万算约盖住 45%。身故保障是递增型，从 $1,020,835 起步，55 岁时约 $2,391,299。 定位不是「更贵」，是「把大学这件事整段解决掉」。

$80,000 a year, $320,000 over four, which more than covers a UC family's whole out-of-pocket and about 45% of USC's $716k four-year sticker price. The death benefit increases, from $1,020,835 to about $2,391,299 at 55. Position it as "college, handled," not as "the expensive one."

方案 B 不够，要自己先说。缺口 22 万，$80,000 只覆盖 37%。 诚实说「不够」，反而让家长觉得你没在骗他，然后才自然过渡到「要不要加倍」。 但同时把 B 真正的优势讲出来：这笔钱十一年前就锁定，不受当年股市影响， 而且不进 FAFSA 资产表。

Say out loud that plan B isn't enough. Against a $217k gap, $80,000 covers 37%. Admitting it is what makes a parent trust you, and it's the natural bridge to "should we double it." Then give B its real advantages: the money was locked in eleven years earlier, it doesn't depend on that year's market, and it isn't on the FAFSA asset list.

三选一比是非题好成交，中间那档是刻意的锚。 不要替家长选，可以这样问： 「我不问你要不要买，我问你：如果要做，你会选哪一行。」 另外，方案不需要当场决定：先用 A 开户，随时可以往上加。

Three options close better than yes-or-no, and the middle one is a deliberate anchor. Don't choose for them; ask instead: "I'm not asking whether you want one. I'm asking which row you'd pick if you did." And nothing has to be decided in the room: open with A, and it can be increased at any time.

家长最常问的六个问题The six questions parents ask

留 5 分钟现场提问。没人举手就用这六个自问自答暖场，通常第二个问题一出，就会有人接话。

Leave five minutes for questions. If nobody raises a hand, work through these six as a self-Q&A; someone usually jumps in around the second one.

孩子还小，晚几年再说行不行？

Can we wait a few years?

可以，但代价很具体：今天开始每月 $1,131，13 岁再开始是每月 $3,074。 多等六年，月供接近三倍。

Yes, and the cost is specific: $1,131 a month starting today, $3,074 starting at 13. Six years of waiting nearly triples it.

万一以后交不起了怎么办？

What if we can't keep paying?

从 A 计划开始，每月 $300 开户，随时可以多存。十年之内状况有变， 可以降低保额、减少保费。

Start with plan A at $300 and add later. If circumstances change inside the ten years, the face amount and the premium can both be reduced.

账户会不会跟着市场下跌？

Does it fall with the market?

指数下跌的年份记 0%，不参与下跌。但保单成本照扣， 0% 的年份现金价值也可能下降。

An index-down year credits 0% and doesn't participate in the loss. Policy charges are still deducted, though, so cash value can fall in a 0% year.

会不会影响孩子申请助学金？

Will it hurt their financial aid?

人寿保险现金值不计入 FAFSA 资产。但 CSS Profile 各校口径不同， 部分私校会问得更细。做规划时按孩子的目标学校逐一确认。

Life insurance cash value is not a FAFSA asset. CSS Profile policies vary by school, and some privates ask in more detail. Check it school by school against the child's target list.

孩子最后不上大学呢？

What if they don't go?

这笔钱没有用途限制，也没有罚金。买房、创业、结婚，或者原封不动留到 65 岁 变成他的退休金，都可以。

There's no restriction and no penalty. A house, a business, a wedding, or left untouched until 65 as their retirement money.

我已经有 529 了，还需要这个吗？

We already have a 529. Do we need this?

不冲突。529 效率高但只服务大学那四年、而且会进资产表； 这一份补的是「万一」「免税」和「退休」。先按现金流把两边额度分配好，再决定各放多少。

They don't conflict. The 529 is efficient but only serves those four years and does go on the asset list; this covers the what-if, the tax treatment, and retirement. Allocate between them by cash flow first, then decide the amounts.

散会前三步The three steps before they leave

01

填一张登记表

A one-page form

散会前当场交，五个空格，两分钟。

Collected in the room. Five fields, two minutes.

02

一次家庭教育金测算

An education-funding run

免费，约 30 分钟。按他家真实的报税、孩子年龄和目标学校，算出属于他家的那个数字。

Free, about thirty minutes. Their actual return, their child's age and their target schools produce the number that belongs to their family.

03

看两份完整计划书

Two full illustrations

拿到逐年数值、完整假设与保证栏，再决定要不要做、做多少。

Year-by-year values, the full assumption set, and the guaranteed column. Then decide whether and how much.

最后一句讲完，安静两秒，再说「现在我把登记表发下去」。 不要在那句话之后再加任何销售语言。收尾可以用这一句： 「孩子的时间，是这场讲座里唯一不能重来的东西。」

After the last line, hold two seconds of silence, then say "let me hand out the forms." Add nothing sales-shaped after it. A closing line that works: "your child's time is the only thing in this room that can't be done over."

返回Back 客户讲座总览Client Seminars 相关Related 八种切入点Eight Ways In

内部培训资料，仅供签约经纪人使用，不可转发给客户。 学费、助学金上限、贷款利率与税抵免额均为成稿时（2026 年 9 月）的公告数字，每年变动； 涨幅、年化回报与助学金金额为假设，不是事实。保单相关数字取自计划书演示值， 非保证，一律以承保公司当期资料与正式计划书为准。 本页不构成税务或法律建议，客户的具体税务问题请转给持照会计师或税务师。

Internal training material for contracted agents; not for forwarding to clients. Tuition, aid ceilings, loan rates, and credit amounts reflect the notices current at the time of writing (September 2026) and change annually; growth rates, assumed returns, and assumed aid amounts are assumptions rather than facts. Policy figures are illustration values and not guaranteed; the carrier's current material and the formal illustration govern. Nothing here is tax or legal advice; refer specific tax questions to a licensed CPA or enrolled agent.