TM Life Guard

TM Life Guard is a clean, no-frills 20-year term life plan from one of Legacy Income’s own carriers. It does one job and does it transparently: pay a fixed premium for 20 years, and if the insured dies or becomes totally and permanently disabled, the family receives the full sum assured. No investment account, no unit link, no moving parts.

What sets it apart from a plain term plan is the built- in accident multiplier. Die from an accident and the policy pays the sum assured PLUS another 100% of the sum assured on top — effectively double cover for the risk that most often strikes a breadwinner in their working years. Total Permanent Disability cover is bundled in at no separate line item.

This is the product to arm an agent with when the prospect is a 30-to-50-year-old breadwinner who wants serious protection, hates the complexity of unit-link, and wants to know exactly what their money buys. It is pure protection — sell it as protection, never as savings. There is no cash value and nothing comes back if the policy is surrendered or simply runs its term.

Tokio Marine carries an 1879 Japanese heritage and an OJK licence; for an agent, that brand does real work in the living room.

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Decode: the premium floor of Rp6jt/year on a Rp600jt sample SA means roughly 1% of cover per year — a strong protection-to-premium ratio that only a pure term plan can offer. The first-6-month “premiums-only” death payout is a standard anti-selection clause, not a catch; explain it plainly. The accidental multiplier is the headline economic feature — at the sample case it turns a Rp600jt plan into Rp1.2bn on an accidental death.

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SWEET SPOT — lead with TM Life Guard

• Primary breadwinner aged 30–50 with dependants (spouse, school-age children, a mortgage).
• Someone who wants the largest honest death benefit per rupiah and is allergic to unit-link complexity.
• Budget-conscious families who can commit Rp6jt+/year for 20 years and want certainty, not a savings gimmick.
• Prospects with elevated accident exposure within ordinary life — heavy commuters, frequent road travellers, field-based workers (within accepted occupation classes).
• Clients who already hold a health/medical plan and now want to plug the pure-mortality gap.

BORDERLINE FIT — qualify hard first

• Age 51–55: still eligible, but a 20-year term pushes cover toward age 75 with level premium — confirm the premium is affordable for two decades.
• Clients who say they want “protection AND a return.” TM Life Guard has zero cash value; only sell if they genuinely accept pure protection after you explain it.
• Single income earners with no dependants — cover is valid but the need case is weaker; size SA carefully.
• High-risk occupations (military, police, miners, non- commercial pilots) — accident benefit is excluded for these unless declared and approved in writing.

DO NOT PITCH

• Anyone under 18 or over 55 (insured) at entry — hard eligibility wall.
• Clients whose core goal is wealth accumulation, education savings, or retirement funding — wrong tool; route them to a savings/endowment or unit-link plan.
• Buyers who will not sustain 20 years of premium and expect money back if they stop — surrender pays nothing; mis-set expectations here become complaints.
• Anyone you would need to imply a cash value to close.

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Benchmark limitation & confidence: This comparison is qualitative-comparative against a 5-product anchor sample representing under 60% of the traditional-life category. No like-for-like premium-rate tables exist for the peer set, so premium positioning is directional, not exact. Several anchors are whole-of-life and not strictly comparable to a 20-year term plan; treat the structural contrasts as framing, not scorecards. Confidence: Moderate.

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Opening

This is a straightforward protection plan from

Tokio Marine, a Japanese insurer that has been around

since 1879. You pay one fixed premium for 20 years, and

your family is protected if anything happens to you. No

investment account, no guessing what your money is

doing.

Ini produk proteksi yang sederhana dari Tokio

Marine, perusahaan asuransi Jepang yang sudah berdiri

sejak 1879. Bapak/Ibu bayar premi tetap selama 20 tahun,

dan keluarga terlindungi kalau terjadi sesuatu. Tidak

ada akun investasi, tidak perlu menebak ke mana uangnya.

Structural value prop

What makes this plan different from a plain term

plan is the accident protection. If death happens

because of an accident, the policy pays the full sum

assured plus another 100% on top — so a Rp600 million

plan pays Rp1.2 billion. And Total Permanent Disability

cover is already built in, not an add-on you pay extra

for.

Yang membedakan produk ini dari asuransi

berjangka biasa adalah perlindungan kecelakaannya. Kalau

meninggal karena kecelakaan, polis membayar uang

pertanggungan penuh ditambah 100% lagi — jadi plan

Rp600 juta membayar Rp1,2 miliar. Dan manfaat Cacat

Tetap Total sudah termasuk, bukan tambahan yang harus

dibayar terpisah.

The close

For about Rp6 million a year you lock in serious

protection for two decades, with the premium fixed —

never rising. The honest part: this is pure protection,

so there is no cash value and nothing comes back if you

stop. What you are buying is certainty for your family.

Shall I prepare an illustration for your sum assured?

Dengan sekitar Rp6 juta per tahun, Bapak/Ibu

mengunci perlindungan yang serius selama dua dekade,

dengan premi tetap — tidak akan naik. Jujurnya: ini

murni proteksi, jadi tidak ada nilai tunai dan tidak ada

yang kembali kalau berhenti. Yang Bapak/Ibu beli adalah

kepastian untuk keluarga. Mau saya siapkan ilustrasinya

sesuai uang pertanggungan yang diinginkan?

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Objection 1 — “If I don’t claim, I lose all my money.”

Customer (ID): "Kalau saya tidak pernah klaim, uang saya

hangus dong?"

Don’t say (EN): "Don’t worry, you’ll probably get

something back." — false; there is no cash value.

Don’t say (ID): "Tenang, nanti pasti ada yang kembali

kok." — keliru; produk ini tidak punya nilai tunai.

Do say (EN): You are right that this is pure protection

— there is no savings pot, so nothing comes back if you

outlive the term. What you are buying is 20 years of

certainty: if the worst happens, your family receives

the full sum assured. It is the same logic as paying for

peace of mind, priced as low as possible.

Do say (ID): Betul, ini murni proteksi — tidak ada

tabungan, jadi tidak ada yang kembali kalau Bapak/Ibu

sehat sampai akhir masa pertanggungan. Yang dibeli

adalah kepastian 20 tahun: kalau terjadi hal terburuk,

keluarga menerima uang pertanggungan penuh. Sama seperti

membayar ketenangan, dengan harga seekonomis mungkin.

Objection 2 — “Rp6 million a year is a lot.”

Customer (ID): “Rp6 juta setahun itu mahal.”

Don’t say (EN): “It’s cheap, everyone can afford it.” —

dismissive and untrue for some.

Don’t say (ID): “Murah kok, semua orang mampu.” —

meremehkan dan tidak selalu benar.

Do say (EN): Let’s look at what it buys: around Rp6

million a year secures Rp600 million of cover — and up

to Rp1.2 billion if death is accidental. That is roughly

1% a year for the full protection. The premium is also

fixed for all 20 years, so it never rises as you get

older.

Do say (ID): Mari kita lihat apa yang didapat: sekitar

Rp6 juta per tahun mengamankan Rp600 juta perlindungan —

dan sampai Rp1,2 miliar kalau meninggal karena

kecelakaan. Itu sekitar 1% per tahun untuk perlindungan

penuh. Premi juga tetap selama 20 tahun, jadi tidak naik

seiring usia bertambah.

Objection 3 — “Why only 20 years? What happens after?”

Customer (ID): "Kenapa cuma 20 tahun? Setelah itu

bagaimana?"

Don’t say (EN): “You can just renew, no problem.” — not

a guaranteed feature of this plan.

Don’t say (ID): "Nanti tinggal diperpanjang saja,

gampang." — bukan fitur yang dijamin di produk ini.

Do say (EN): This plan covers a fixed 20-year window —

designed to protect your family through the years they

depend on you most: while the children are growing and

the mortgage is being paid. We size the term to cover

exactly those high-responsibility years, which is when

the protection matters most.

Do say (ID): Produk ini melindungi selama 20 tahun —

dirancang untuk menjaga keluarga di tahun-tahun mereka

paling bergantung pada Bapak/Ibu: saat anak-anak

bertumbuh dan cicilan rumah masih berjalan. Kita

sesuaikan masa pertanggungan untuk menutup justru

tahun-tahun penuh tanggung jawab itu.

Objection 4 — “If I die in the first months, my family gets almost nothing?”

Customer (ID): "Kalau saya meninggal di bulan-bulan awal,

keluarga cuma dapat sedikit?"

Don’t say (EN): “That almost never happens, ignore it.”

— dismisses a real clause.

Don’t say (ID): "Itu hampir tidak pernah terjadi,

abaikan saja." — mengabaikan klausul yang nyata.

Do say (EN): In the first six months, death from illness

returns 100% of premiums paid — this is a standard

fairness clause every insurer uses to keep premiums low

for honest buyers. After six months, full sum assured

applies. And accidental death is covered at full benefit

from day one, not subject to that waiting window.

Do say (ID): Dalam enam bulan pertama, meninggal karena

sakit mengembalikan 100% premi yang sudah dibayar — ini

klausul kewajaran standar yang dipakai semua asuransi

agar premi tetap murah untuk nasabah yang jujur. Setelah

enam bulan, uang pertanggungan penuh berlaku. Dan

meninggal karena kecelakaan dijamin penuh sejak hari

pertama, tanpa masa tunggu itu.

Objection 5 — “I already have health insurance, why this too?”

Customer (ID): "Saya sudah punya asuransi kesehatan,

kenapa harus ini juga?"

Don’t say (EN): "Health insurance is useless without

this." — false and disrespects their existing cover.

Don’t say (ID): "Asuransi kesehatan tidak ada gunanya

tanpa ini." — keliru dan merendahkan proteksi yang sudah

dimiliki.

Do say (EN): Health insurance pays the hospital while you

are being treated — it is for getting you better. This

plan does a different job: it replaces your income for

your family if you are no longer there, or if total

permanent disability stops you working. The two cover

different risks; together they close the gap.

Do say (ID): Asuransi kesehatan membayar rumah sakit saat

Bapak/Ibu dirawat — fungsinya menyembuhkan. Produk ini

tugasnya beda: menggantikan penghasilan untuk keluarga

kalau Bapak/Ibu sudah tiada, atau kalau cacat tetap

total membuat tidak bisa bekerja. Keduanya melindungi

risiko yang berbeda; digabung, celahnya tertutup.

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1. Never imply cash value or “money back.” TM Life Guard has no surrender value — the RIPLAY states the insurer pays nothing on surrender. Any suggestion of a return on a pure-protection term plan is a mis-selling breach of OJK conduct-of-business rules.

2. Present the illustration honestly, both scenarios. Show both the standard death benefit and the first- six-month “premiums-only” outcome. Disclosing only the favourable case is a material omission. Use the official illustration; do not invent figures.

3. Do not over-promise the accidental multiplier. The accidental-death uplift is capped at Rp2bn per policy and Rp3bn aggregate per insured across all TMLI accident cover, and is excluded for listed high-risk causes. State the cap and the exclusions, never the headline doubling alone.

4. Disclose exclusions before signing, not after. Suicide within 2 years, high-risk occupations (military, police, miners, non-commercial pilots), extreme sports, war/nuclear, and substance misuse are excluded. Walk the prospect through these; do not bury them.

5. Confirm 20-year premium affordability. Selling a 20-year commitment the client cannot sustain leads to lapse with zero value returned. Document that affordability was assessed — this is a suitability obligation.

6. State the eligibility walls accurately. Insured entry age is 18–55; TPD benefit runs 18–65. Do not pitch outside these bands or imply flexibility that does not exist.

7. Do NOT apply POJK 36/2025 co-payment language. The co-payment requirement is a HEALTH-insurance provision and does not apply to this term-life product. Do not introduce co-payment framing into TM Life Guard discussions.

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1. Build a one-page agent leave-behind in EN + ID built around the accidental doubler and bundled TPD — the two features that distinguish TM Life Guard from a plain term plan. Ship by end of week 2.

2. Run a “pure protection vs unit-link” objection drill at the next agent training. The #1 stall is “I get nothing back.” Rehearse the Section 7 handling until every agent can deliver it without hesitating.

3. Pull the official premium-rate / illustration tool for TM Life Guard and confirm rates by age band beyond the single Rp6.09jt sample case, so agents can quote accurately across the 18–55 entry range.

4. Define the target list: identify breadwinner prospects aged 30–50 in the existing book who hold health cover but no life cover — this is the cleanest cross-sell wedge for TM Life Guard.

5. Compliance pre-check: circulate the Section 8 red flags to all deploying agents and require sign-off that they will (a) never imply cash value, (b) show both illustration scenarios, and © disclose the accident cap and exclusions before signing.

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