一、培训单与实习单1. Training sales vs. supervised sales
这两个概念最容易混，但它们的规则完全不同，必须分清：
These two get mixed up constantly, and their rules are different. Keep them separate:
培训单 Training SalesTraining Sales
- 做个人晋升，或执照下来后的前三张单
- Used for personal promotion, or the first three cases after licensing
- 新人负责听和学，培训师完成整个流程
- The new agent listens and learns; the trainer runs the whole process
- 共 9,000 点
- 9,000 points total
- 可以由双 CFT 各 25% 分单
- Can be split two CFTs at 25% each
实习单 Supervised SalesSupervised Sales
- 成为 LFTR 独立经纪人时做的单
- Written on the way to becoming an independent LFTR agent
- 自己完成整个流程，培训师负责监督
- You run the whole process; the trainer supervises
- 共 9,000 点
- 9,000 points total
- 只能单 CFT 50% 分单
- Only a single CFT at 50%
共同规则Rules that apply to both
- 都必须由培训师与新经纪人 50% 分单
- Both are split 50% between the trainer and the new agent
- 6 张单需要 6 个不同的家庭地址
- The six cases require six different household addresses
- 同一张单不可以同时做培训单和实习单
- A single case cannot count as both a training sale and a supervised sale
- Term 和年金加起来不能超过培训单 / 实习单的三分之一
- Term and annuity cases combined may not exceed one third of the training or supervised sales
"6 个不同家庭地址"这条规则，决定了新人在列名单阶段 就要把范围铺开，不能都是同一个家庭的成员。 这件事如果等到第 4 张单才发现，会很被动。
The six-different-addresses rule means the name list has to be broad from the start — not several members of the same household. Discovering this on the fourth case is a painful place to find out.
二、LFTR 独立经纪人2. LFTR — Independent Agent
LFTR 的能力：可以独立招募、独立开单。
What an LFTR can do: recruit independently and write cases independently.
签约国家人寿之后，在培训师 CFT 的指导下：
After contracting with National Life, working under a CFT:
张实习单 Supervised Sales
Supervised sales
共 9,000 点。必须由一位培训师以 50% 与新经纪人分单。
9,000 points total, split 50% with a single certified trainer.
位伙伴
Recruits
招募 3 位伙伴加入团队。
Bring three partners onto the team.
三、CFT 公司认证实战培训师3. CFT — Certified Field Trainer
CFT 的能力：可以被人接力 / 合作招募、开单。 也就是说，团队里的其他人可以"借你的力"—— 你作为专业方出现在他们的客户面前，帮他们把单做成。
What a CFT can do: be brought in to co-recruit and co-write cases. Other people on the team can leverage you — you show up as the expert in front of their prospect and help close the case.
成为 LFTR 独立经纪人之后，在培训师 CFT 的指导下：
After becoming an LFTR, working under a CFT:
- 将自己的一位伙伴培训成 LFTR 独立经纪人
- Develop one of your own partners into an LFTR
- 完成经理面试和公司面试（含公司 AI 面试）
- Pass the manager interview and the company interview (including the company AI interview)
一张单能不能成，通常取决于三样东西的组合：
Whether a case closes usually comes down to a combination of three things:
新人手里有的是信任—— 客户认识他、相信他。新人缺的是专业。 CFT 制度把这两样东西拼起来，让新人在还不具备专业能力的时候， 也能把有需求的客户服务好。这就是"借力"的真实含义—— 不是让别人替你干活，而是让你的信任和别人的专业各自发挥作用。
The new agent has the trust — the client knows them and believes them. What they lack is expertise. The CFT structure joins the two so that a new agent can serve a real need before they've built the technical depth themselves. That's what leverage actually means here: not handing off your work, but pairing your trust with someone else's expertise.
四、新人加入后的七步4. The seven steps after someone joins
培训
Train
至少 3 次一对一培训：产品、系统与佣金、解答问题、执照培训。
At least three one-on-one sessions: product, system and compensation, questions, and licensing prep.
成交
Close
做个人快速晋升，完成 3 张培训单 Training Sales。
Run the personal Fast Track — three training sales.
执照
License
12 小时课程、考试、指模、注册执照、商业保险、签约保险公司。
12-hour course, exam, fingerprinting, license registration, E&O, carrier contracting.
招募
Recruit
列名单、分享、朋友圈、邀约。
Build the name list, share, post, invite.
实习
Practice
3 张实习单 Supervised Sales，招募 3 位伙伴，成为 LFTR 独立经纪人。
Three supervised sales and three recruits — become an LFTR.
复制
Duplicate
在自己培训师和经理的帮助与辅导下，复制出一位 LFTR 独立经纪人。
With your trainer's and manager's coaching, develop one LFTR of your own.
考试
Certify
通过经理面试 + 公司 AI 面试，获得 CFT 公司认证实战培训师头衔。
Pass the manager interview and the company AI interview to earn the Certified Field Trainer designation.
五、团队复制成长路径5. The duplication loop
这个循环的关键在于：每一圈跑完，团队里就多一个能独立跑圈的人。 新人变成独立经纪人，独立经纪人变成培训师，培训师再带新人。 这就是复制的全部含义——不是复制业绩，是复制能力。
The point of the loop is this: each full turn leaves one more person who can run the loop themselves. New agents become independent agents, independent agents become trainers, and trainers bring in new agents. That's all duplication means — not copying production, but copying capability.
六、如何学习6. How to learn
一对一培训
One-on-one
办公室或 Zoom。用心听、认真学、勇敢提问、不断练习—— 让知识真正变成你自己的。
In the office or on Zoom. Listen closely, ask the awkward questions, keep practicing — until the knowledge is genuinely yours.
实战与复盘
Field work and review
大量的实战训练与复盘。提问、练习、尝试，在失败中总结、在失败中成长—— 让技能真正成为你的能力。
A lot of field work, then reviewing it. Ask, practice, try, debrief the failures — until the skill becomes capability.
自我学习
Self-study
持续的自我学习与研究，让你比别人看得更深、走得更远。
Sustained study on your own is what lets you see further than the people around you.
实战 > 一对一培训 > 团体培训 > 自己学习 Field work > one-on-one > group training > self-study
注意这个排序的含义： 它不是说自己学习没用，而是说如果你只做排在后面的那几项，进步会非常慢。 新人最常见的卡点，就是一直在"准备"——看录播、读资料、等自己"准备好了"再上场。 准备是必要的，但技能只在实战里长出来。
Read the ordering carefully: it doesn't say self-study is useless. It says if you only do the items at the bottom, progress will be very slow. The most common place new partners get stuck is perpetual preparation — watching recordings, reading material, waiting to feel ready. Preparation is necessary, but skill only grows in the field.
内部培训资料，仅供签约经纪人使用。文中金额为制度算例，不代表任何人的实际收入。
Internal training material for contracted agents. Figures are structural examples, not actual earnings.