TM Pasti

TM Pasti is the medium-term endowment answer to the customer who says: “I want protection while I’m building wealth, and I want my money back — with a structured gain — if I survive the term.” It is a 10-year asuransi dwiguna (endowment) with a fast 5-year payment window, stacking three benefits into one contract:

1. An escalating death benefit that ramps from 110% of accumulated premiums in year 1 to 150% from year 5 onward.
2. A living benefit (Plan A only) of 100% of the sum assured paid at the end of policy year 6.
3. A maturity benefit of 520–650% of sum assured at year 10, varying by plan and sum-assured tier.

Entry age: insured 4–70, policyholder 18+. Currency: IDR only. Minimum sum assured Rp 12M; minimum annual base premium Rp 12M; no maximum sum assured.

In one line: Pay for 5 years; if you die before year 10 your family receives up to 150% of premiums paid; on Plan A you collect your full sum assured in cash at year 6; and if you survive to year 10 you receive 520–650% of your sum assured.

Because TMLI is one of Legacy Income’s own carriers, this brief is written to arm an agent to sell TM Pasti, not merely to compare it.

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The brochure carries a Plan A illustration (Ayah, 40yo male, Rp 50M sum assured, Rp 50M annual premium); the RIPLAY carries a second illustration (Firman, 40yo, Rp 20M sum assured, Rp 20M annual premium). Both are decoded below. The Ayah case is the primary teaching example.

Critical insight for the agent narrative: TM Pasti stacks a living benefit (Plan A only, year 6), a duration-scaled death benefit, and a maturity payout. The living benefit is unusual in traditional-life and needs explicit explanation. Plan B drops the living benefit but reaches 100% surrender at year 10 (vs 80% Plan A), making it the cleaner choice for customers who prize end-of-term cash over an interim payout. The maturity gain is modest (~5% on the primary case) — this is return of capital with certainty, never an investment story.

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Sweet Spot — Lead with TM Pasti

• Age 32–50, married, 1–2 young-adult or school-age dependents
• Household income Rp 18M–45M/month (mass affluent)
• Already holds basic health/medical cover — this is the life + maturity return layer
• Building savings but uncomfortable with market-linked products; wants a guaranteed maturity outcome
• Clear planning horizon: “protect me for the next 10 years, then return my cash”
• Plan A appeal: wants an interim payout at year 6 (children’s education, business expansion, discretionary cushion)
• Plan B appeal: wants maximum cash at maturity, no need for an interim benefit
• Comfortable committing premiums for only 5 years, then letting cover run paid-up to year 10
• No cross-border or USD requirement (this product is IDR-only)

Borderline Fit — Discuss but qualify carefully

• Age 51–64 — entry possible (insured max age 70), but coverage ends at policy year 10. A 55-year-old finishes cover at 65; confirm the compressed horizon suits cash-flow and goals.
• Higher-net-worth (Rp 45M+/month) — the minimum premium is only Rp 12M, but there is no maximum sum assured, so TM Pasti can in fact scale. The question is structural fit (finite 10-year endowment) versus a permanent legacy need, not a sum-assured ceiling.
• Small-business owners with lumpy income — the 5-year required payment term is demanding and the grace period is 30 days. Probe income stability first.
• Customers near retirement (60–65) — maturity cash may land when they no longer need a lump sum; weigh against whole-life or annuity structures.

Do Not Pitch

• Mass middle market with monthly disposable below ~Rp 5M for life premium — the Rp 12M minimum annual premium prices them out.
• Customers chasing investment returns or inflation-beating growth — maturity is principal-plus-modest-gain (~5% on the primary case), not market upside.
• Anyone without basic health insurance — sell medical first, protection second.
• Families wanting to insure very young children as the primary cover — the 20–60% child reduction for ages under 3 makes early-years protection weak; disclose and reframe.
• Customers signaling lapse risk (recent job loss, income volatility, business stress) — 0% surrender in years 1–4 plus a 30-day grace period make this unforgiving.
• Customers wanting permanent cover — TM Pasti is 10-year only; route them to a TMLI whole-life product or Allianz LegacyPro.

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Rule of thumb: if the customer’s first sentence contains “lindungi keluarga” (protect family), “10 tahun ke depan” (next 10 years), “uang kembali” (money back), or “buat sekolah anak” (for the children’s school), TM Pasti is in the conversation. If it contains “selamanya” (permanent), “warisan” (legacy), “investasi” (investment), or “untung besar” (big profit), look elsewhere.

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Benchmarking is qualitative-comparative against a 5-product anchor set (Allianz LegacyPro, Generali BeSMART Lite, Generali GEN Pro, Generali Syariah Perlindungan Aman, Sun Proteksi Heritage 100). The Indonesian traditional-life category spans pure term, bancassurance endowments, whole-life, and hybrids; parsed-PDF coverage remains below the 60% threshold, so population-level statistics are not yet reliable. Read the comparisons below as directional positioning, not measured percentiles.

Confidence note: Structural claims are HIGH confidence (RIPLAY/brochure 2026-06-04, internally consistent). Anchor-set comparisons are MEDIUM confidence — drawn from category knowledge of the five named products, not from a normalized side-by-side parse of each competitor RIPLAY in this session. Category-population statements are explicitly limited: traditional-life parsed-PDF coverage is below 60%, so no quantitative percentile claims are made. Refresh trigger: re-run when category PDF coverage exceeds 60%, or when TMLI revises TM Pasti terms.

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Opening — establish the right frame

“Some customers want cover that runs to age 100. Others want bare-minimum protection while the kids are in school, then they’re done. TM Pasti is built for the customer in the middle: solid protection for a clear stretch of time — the next 10 years — and the certainty that if you make it through, your money comes back in cash, with a structured gain. No market risk, no surprises.”

“Ada nasabah yang mau proteksi sampai usia 100. Ada juga yang cuma mau proteksi seperlunya selama anak masih sekolah, lalu selesai. TM Pasti dibuat untuk nasabah yang di tengah-tengah: proteksi yang solid untuk jangka waktu yang jelas — 10 tahun ke depan — dan kepastian kalau Anda lewati masa itu, uang Anda kembali dalam bentuk tunai, dengan tambahan yang sudah dijamin. Tanpa risiko pasar, tanpa kejutan.”

Structural value prop — the “pay five, covered ten, cash back” frame

“Here’s what makes TM Pasti different: you only commit premiums for five years. After that the policy stays in force on its own and keeps protecting you through year 10 — you don’t pay another rupiah. And at the end of those 10 years, if you’re alive, you receive your sum assured back in cash, several times over. You paid for five years; you got 10 years of cover and your capital back. That’s the structure.”

“Yang bikin TM Pasti beda begini: Anda hanya bayar premi selama lima tahun. Setelah itu polis tetap aktif sendiri dan terus melindungi Anda sampai tahun ke-10 — Anda tidak bayar sepeser pun lagi. Dan di akhir 10 tahun, kalau Anda masih hidup, Uang Pertanggungan Anda kembali dalam bentuk tunai, berlipat. Anda bayar lima tahun; Anda dapat 10 tahun proteksi plus modal Anda kembali. Itu strukturnya.”

The close — match the plan to the life stage

“So the only real choice is timing. If you’ll need a cash boost around year six — school fees, a business move — we use Plan A, and you collect your full sum assured at year six on top of everything else. If you’d rather take the maximum at the end, Plan B returns 100% at year 10. Tell me where you expect your cash needs to fall, and I’ll match the plan to your life — not the other way around.”

“Jadi yang perlu Anda putuskan cuma soal timing. Kalau Anda butuh tambahan dana sekitar tahun ke-enam — biaya sekolah, langkah bisnis — kita pakai Plan A, dan Anda terima Uang Pertanggungan penuh di tahun enam, di luar manfaat lainnya. Kalau Anda lebih suka ambil maksimal di akhir, Plan B kembalikan 100% di tahun ke-10. Coba ceritakan kapan kira-kira Anda butuh dana, biar saya cocokkan plan-nya dengan hidup Anda — bukan sebaliknya.”

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1. “Why do I only get my money back after 10 years? I might need cash sooner.”

Customer “Kenapa uang saya baru kembali setelah 10 tahun? Saya mungkin butuh lebih cepat.”

Don't say “You can surrender anytime.” — wrong; years 1–4 return 0%.

Don't say “Bisa ditebus kapan saja kok.” — salah; tahun 1–4 nilainya 0%.

Do say “This product is for a 10-year horizon. If you exit in years one to four, the surrender value is zero — I won’t hide that. But if you can hold for the full term, you don’t lose a cent: you get your principal back plus a guaranteed gain. So the honest question is whether you’re confident you won’t need this specific money for 10 years. If there’s real doubt, a term plan or a shorter structure fits you better.”

Do say “Produk ini memang untuk jangka waktu 10 tahun. Kalau Anda keluar di tahun satu sampai empat, nilai tebusnya nol — saya tidak akan tutupi itu. Tapi kalau Anda bisa bertahan sampai akhir, Anda tidak rugi sepeser pun: modal kembali plus keuntungan yang dijamin. Jadi pertanyaan jujurnya, apakah Anda yakin dana ini tidak Anda butuhkan selama 10 tahun. Kalau masih ragu, plan term atau struktur yang lebih pendek lebih cocok untuk Anda.”

2. “If I die early, my family only gets a little — it’s based on premiums, not the sum assured?”

Customer “Kalau saya meninggal lebih awal, keluarga cuma dapat sedikit — dasarnya premi, bukan Uang Pertanggungan?”

Don't say “The death benefit is huge.” — overpromise; early-year cover is modest.

Don't say “Manfaat meninggalnya besar banget.” — melebih-lebihkan.

Do say “You’ve read it correctly, and it’s important you understand it. The death benefit pays a percentage of premiums accumulated — 110% in year one, rising to 150% from year five. That means TM Pasti is a savings-with-protection product, not a pure income-replacement policy. If your main goal is a large payout to replace your income if you die young, I’d pair this with, or recommend instead, a term-life plan that pays a big multiple of your sum assured. Let’s be clear about which job you’re hiring this product to do.”

Do say “Anda membacanya dengan benar, dan penting Anda paham. Manfaat meninggal dibayar sebagai persentase dari akumulasi premi — 110% di tahun pertama, naik ke 150% mulai tahun lima. Artinya TM Pasti itu produk tabungan-dengan-proteksi, bukan murni pengganti penghasilan. Kalau tujuan utama Anda santunan besar untuk mengganti penghasilan kalau Anda meninggal muda, saya akan padukan ini dengan, atau justru sarankan, plan term-life yang membayar berkali-kali lipat Uang Pertanggungan. Mari kita jelas dulu, produk ini Anda pakai untuk tujuan yang mana.”

3. “The maturity benefit sounds like 525% — that’s a huge return, right?”

Customer “Manfaat maturity-nya 525% — itu return yang besar sekali, kan?”

Don't say “Yes, you make 525%.” — false; that’s a multiple of SA, not of premiums.

Don't say “Iya, Anda untung 525%.” — keliru.

Do say “I’m glad you asked, because this is where people get confused. The 520–650% is a multiple of your sum assured, not of your premiums. In the standard example, the customer pays Rp 250 million and receives about Rp 262.5 million at maturity — that’s your money back plus roughly five percent over the full 10 years. It’s a guaranteed, no-market-risk return of capital with a modest gain. It’s certainty, not high growth. If you want growth, that’s a different product.”

Do say “Bagus Anda tanya, karena di sinilah orang sering keliru. Angka 520–650% itu kelipatan dari Uang Pertanggungan, bukan dari premi Anda. Di contoh standar, nasabah bayar Rp 250 juta dan menerima sekitar Rp 262,5 juta saat maturity — itu uang Anda kembali plus sekitar lima persen selama 10 tahun penuh. Ini pengembalian modal yang dijamin, tanpa risiko pasar, dengan tambahan yang wajar. Ini soal kepastian, bukan pertumbuhan tinggi. Kalau Anda mau pertumbuhan, itu produk yang berbeda.”

4. “If I lose my job and can’t pay, I lose everything?”

Customer “Kalau saya kehilangan pekerjaan dan tidak bisa bayar, saya kehilangan semuanya?”

Don't say “Just make sure you have savings.” — dismissive.

Don't say “Pastikan saja Anda punya tabungan.” — meremehkan.

Do say “That’s a fair worry and I’ll be straight with you. There’s a 30-day grace period if you miss a payment, which gives you some room. But if you can’t pay within that window in years one to four, the policy lapses and the surrender value is zero. So before we proceed I need to be honest: is your income stable enough to carry the premium for five years? If there’s genuine doubt, we should choose a more flexible product or wait until your situation settles. I’d rather you buy the right thing than regret this one.”

Do say “Itu kekhawatiran yang wajar dan saya akan jujur. Ada masa tenggang 30 hari kalau Anda telat bayar, jadi ada sedikit ruang. Tapi kalau dalam masa itu Anda tetap tidak bisa bayar di tahun satu sampai empat, polis lapse dan nilai tebusnya nol. Jadi sebelum lanjut saya perlu jujur: apakah penghasilan Anda cukup stabil untuk menanggung premi selama lima tahun? Kalau memang ragu, sebaiknya kita pilih produk yang lebih fleksibel atau tunggu sampai kondisi Anda lebih mapan. Saya lebih suka Anda beli yang tepat daripada menyesal.”

5. “Plan A or Plan B — which one should I take?”

Customer “Plan A atau Plan B — saya sebaiknya ambil yang mana?”

Don't say “They’re basically the same.” — lazy; they differ materially.

Don't say “Sama saja kok.” — malas; bedanya nyata.

Do say “They’re genuinely different, and the right one depends on your timeline. Plan A gives you your full sum assured in cash at year six — useful if school fees or a business need lands around then — and then the maturity payout at year 10. Plan B has no year-six payout, but it returns 100% of premiums in the surrender table by year 10 versus 80% for Plan A. So: do you want cash in the middle, or the maximum at the end? Tell me when you expect to need money over the next decade, and I’ll point you to the right plan.”

Do say “Keduanya benar-benar berbeda, dan yang tepat tergantung timeline Anda. Plan A memberi Anda Uang Pertanggungan penuh secara tunai di tahun keenam — berguna kalau biaya sekolah atau kebutuhan bisnis muncul sekitar saat itu — lalu manfaat maturity di tahun ke-10. Plan B tidak ada pembayaran di tahun keenam, tapi tabel tebusnya mengembalikan 100% premi di tahun ke-10, dibanding 80% untuk Plan A. Jadi: Anda mau dana di tengah jalan, atau maksimal di akhir? Coba ceritakan kapan Anda kira-kira butuh dana dalam 10 tahun ke depan, biar saya arahkan ke plan yang tepat.”

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These reflect OJK conduct-of-business expectations and TM Pasti’s specific structure. Build agent training around all of them. Note: POJK 36/2025 co-payment rules apply to HEALTH insurance only and are NOT relevant to TM Pasti — do not reference them in this product’s training.

1. Maturity-percentage misrepresentation. The 520–650% figure is a multiple of the sum assured, not a return on premiums. Quoting “525% return” is materially misleading. Always translate to the Rupiah outcome: “you pay Rp 250M and receive about Rp 262.5M — roughly a 5% gain over 10 years.” Walk the customer through the surrender-and-maturity table and confirm understanding on the SPAJ.

2. Death-benefit basis confusion. The death benefit is a percentage of accumulated premiums, not of the sum assured. A customer who believes their family receives the full sum assured on early death has been mis-sold. State explicitly: “If you die in year one, the payout is 110% of one year’s premium, rising to 150% from year five.” Document the example used.

3. Surrender-value zero-years disclosure. Years 1–4 return 0% of premiums. Never say “you can get your money back anytime.” Present the full surrender table (0% yrs 1–4; 25% yr 5; ramping to 80% Plan A / 100% Plan B at yr 10) before signing. If the customer cannot commit to the 10-year horizon, do not write the case.

4. Living-benefit (Plan A) framing. The year-6 living benefit is paid if the insured is alive; clarify it does not reduce the death or maturity benefits and is not “extra free money” implying a higher total than the schedule shows. Document: “Plan A pays a living benefit of 100% of sum assured at end of year 6; this is part of the benefit schedule, not an add-on.”

5. Child reduction-schedule disclosure. For a child insured dying of non-accident causes, the benefit is reduced (20% under 1yr, ramping to 100% at age 4). Insuring a young child without disclosing this is mis-selling. If the insured is a child, state the applicable percentage explicitly and record customer acknowledgment on the SPAJ.

6. Hard 10-year terminal date. The policy ends at year 10; there is no extension. Do not imply continuity. State: “Cover ends at year 10; if you want protection afterward you must apply for a new policy.” This matters most for older entrants whose cover ends before they expect.

7. Plan A vs Plan B not interchangeable. The two plans differ on the year-6 living benefit and on year-10 surrender (80% vs 100%). Record which plan the customer chose and the stated reason, so the selection is demonstrably informed.

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1. Refresh the Plan A vs Plan B positioning one-pager (EN + ID) to match the 2026-06-04 docs, with the corrected death-benefit basis (premiums, not SA) and the verified surrender ladder. Recommend Plan A for age 35–48 with school-age children; Plan B for age 45+ seeking maximum end-of-term cash.

2. Issue a “what 525% actually means” agent script. This is the single highest mis-selling risk on TM Pasti. Every agent must be able to convert the maturity percentage into the Rupiah outcome and the ~5% net-gain framing on the spot. Add it to the objection-handling guide and test two to three agents in the field.

3. Run a 30-minute compliance micro-training on the two structural disclosure points unique to this product: the death benefit being a multiple of premiums (not SA), and the child non-accident reduction schedule. Capture SPAJ acknowledgment language for both.

4. Build a TMLI-internal product-fit map placing TM Pasti against Legacy Income’s other deployable carriers (e.g., Allianz LegacyPro for permanent legacy; a term plan for pure protection). The goal is to stop agents pitching TM Pasti to legacy or pure-protection buyers where it underperforms, and to route the right saver to it.

5. Pilot with 5–10 agents and log outcomes. Equip selected agents in Jakarta, Surabaya, and Bandung with this refreshed brief and track pitches, conversion, top objections, and 90-day satisfaction. Feed findings back into the next refresh, and flag to TMLI any field-level confusion on the maturity-percentage framing.

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