TM Peace of Mind Plus

TM Peace of Mind Plus is a return-of-premium term life policy — and that single structural fact is the whole pitch. It is a Rupiah term life plan covering 10, 15, or 20 years, where the customer pays for a shorter window than the coverage runs (5 years of payment for a 10-year term, 8 for 15, 10 for 20). If the insured dies during the term, the family receives 100% of the Sum Assured. If the insured survives to the end of the term, the policy returns 100% of the basic premiums paid in. So unlike plain term life — where surviving means the premium is “gone” — here the customer either gets the protection payout or gets their money back.

The product comes in two variants and the agent’s job is to place the customer in the right one. Full Underwriting (FU) is the standard route: full medical assessment, no cap on Sum Assured, full death cover from day one. Guarantee Issuance Offering (GIO) trades light or no medical underwriting for one condition — if death is caused by illness within the first 24 months, the policy pays back only the accumulated premiums rather than the full Sum Assured; full cover for illness deaths applies only after 24 months, while accidental death is covered in full at any time. GIO is the easy-acceptance option with a fair-trade attached. Get the variant choice right and this product is one of the cleaner, more honest stories an agent can tell.

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Built from the RIPLAY SIMULASI sample case: Haruka, female, age 20, GIO variant, Sum Assured Rp500,000,000, annual basic premium Rp8,415,000, 15-year term, 8-year payment, annual frequency.

Critical insight for the agent narrative: the maturity benefit is a return of premiums, not a payout of the Sum Assured. A customer who survives the 15-year term gets back Rp67,320,000 — the money paid in — not Rp500,000,000. Frame this honestly: the value is that the term cover effectively costs nothing if the customer survives, not that the policy is a savings or investment plan.

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Sweet Spot — Lead with TM Peace of Mind Plus

• Age 25–50, with a defined-horizon protection need: a mortgage, a business loan, or children to raise to independence over the next 10–20 years
• The household’s primary income earner, with one or more financial dependents
• Wants real protection but resists “paying for nothing” — psychologically needs to know the money is not lost if they survive
• Comfortable committing premium for the full payment window (5–10 years) without lapsing
• Already has, or is separately buying, health/medical insurance — this is the life layer, not the health layer
• For GIO specifically: a customer who wants cover quickly, dislikes or cannot easily complete full medical underwriting, and has no immediate or known serious illness

Borderline Fit — Discuss but qualify carefully

• Age 51–65 — still inside the 18–65 entry window, but a 20-year term may run past sensible coverage age; check that the term matches a real need, not just availability
• Customers attracted mainly by the maturity benefit — qualify hard: if they are really after savings or returns, this is the wrong product and the return-of-premium feature will disappoint them
• GIO prospects with any health concern they have not disclosed — the 24-month graded death benefit means an early illness death pays only premiums back; if the customer is genuinely sick, FU with proper underwriting may serve them better, or the case may not be appropriate at all
• Customers who can only afford the monthly minimum (Rp300,000) and have volatile income — the payment window is multi-year and a lapse erodes the whole proposition

Do Not Pitch

• Customers without basic health insurance — sell the medical cover first; a life layer is the wrong priority
• Anyone primarily looking for investment returns or cash growth — this is term life with return of premium, not an investment vehicle; send them to a unit-linked or investment product
• Customers who have signalled likely lapse (recent job loss, business stress, irregular income) — surrendering before term-end returns premium only per an undisclosed table, almost certainly less than paid in
• Customers needing permanent, whole-of-life cover — the term ends at 10/15/20 years and cover stops; a whole-life product is the right category
• GIO prospects who clearly need full Sum Assured cover for an illness from day one — the 24-month graded period makes GIO unsuitable; route them to FU

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Rule of thumb: listen to the customer’s first sentences. If they say “rugi kalau nggak kepakai” (a loss if it’s never used), “uangnya balik nggak” (do I get the money back), “buat jaga-jaga selama anak masih sekolah” (to cover the years the children are still in school), or “nggak suka ribet medical check” (don’t like the hassle of a medical check) — TM Peace of Mind Plus, in the right variant, is squarely in the conversation. If they say “seumur hidup” (lifelong) or “buat warisan” (for a legacy), it is the wrong category — move them to whole-life.

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The Indonesian traditional-life category has roughly 80 agency products catalogued, about 73 with PDFs on disk (around 90.8% agency document coverage). No quantitative metric currently meets the 60% category-coverage threshold, so the comparison below is qualitative and descriptive — quantitative population benchmarking is not yet available and the figures should not be read as statistical norms.

Confidence note: structural claims are drawn directly from the RIPLAY and are reasonably firm. Category-comparison statements are analyst judgment from category knowledge, not measured against parsed competitor RIPLAYs. Economic dimensions are partly unverifiable because the surrender table and fee breakdown are not in the RIPLAY and the brochure is unavailable. Refresh trigger: re-run when traditional-life quantitative coverage exceeds 60% and when the brochure is published.

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Opening — establish the right frame

“Most people tell me they don’t like term life because if nothing happens, the money feels wasted. I understand that completely — and that is exactly the problem this product is built to solve. Can I show you how it works?”

“Banyak orang bilang ke saya, mereka kurang suka term life karena kalau nggak terjadi apa-apa, uangnya terasa hangus. Saya paham banget — dan justru itu yang produk ini coba selesaikan. Boleh saya tunjukkan cara kerjanya?”

The structural value prop

“Here is the simple version. You pay for a set number of years — five, eight, or ten depending on the term you choose. If something happens to you during the coverage period, your family receives the full Sum Assured. If nothing happens and you reach the end of the term, the company returns all the basic premiums you paid. So either the protection works for your family, or the money comes back to you. It does not just disappear.”

“Versi sederhananya begini. Bapak/Ibu bayar selama beberapa tahun — lima, delapan, atau sepuluh tahun tergantung masa yang dipilih. Kalau terjadi sesuatu selama masa pertanggungan, keluarga menerima Uang Pertanggungan penuh. Kalau nggak terjadi apa-apa dan masa pertanggungan selesai, perusahaan mengembalikan semua premi dasar yang sudah dibayar. Jadi entah proteksinya bekerja untuk keluarga, atau uangnya kembali ke Bapak/Ibu. Nggak hangus begitu saja.”

The close

“The best time to lock in this protection is now, while you are healthy and the entry is straightforward. The next decision is just which version fits you — the full medical route, or the easy-acceptance route. Shall we go through that together so I can recommend the right one?”

“Waktu terbaik untuk mengamankan proteksi ini adalah sekarang, selagi Bapak/Ibu sehat dan prosesnya mudah. Keputusan berikutnya tinggal versi mana yang cocok — jalur dengan medical check lengkap, atau jalur penerimaan mudah. Mau kita bahas bareng supaya saya bisa rekomendasikan yang pas?”

Product-specific — the FU-vs-GIO conversation

“There are two versions and I want to be honest about the difference. The Full Underwriting version means a complete medical assessment, but you get the full Sum Assured from day one for any cause of death. The Guarantee Issuance version skips most of the medical checks, which is convenient — but there is a fair condition attached: if death is caused by illness within the first 24 months, the policy pays back the premiums you have paid rather than the full Sum Assured. Accidents are fully covered from day one, and after 24 months illness is fully covered too. If you are healthy and willing to do the medical check, Full Underwriting is usually the stronger choice. If the medical process is a real obstacle for you, the Guarantee Issuance version is a sensible trade — as long as you understand that first 24 months clearly.”

“Ada dua versi, dan saya mau jujur soal bedanya. Versi Full Underwriting artinya ada pemeriksaan kesehatan lengkap, tapi Bapak/Ibu dapat Uang Pertanggungan penuh sejak hari pertama untuk penyebab meninggal apa pun. Versi Guarantee Issuance melewati sebagian besar pemeriksaan kesehatan, jadi lebih praktis — tapi ada satu syarat yang adil: kalau meninggal karena sakit dalam 24 bulan pertama, polis mengembalikan premi yang sudah dibayar, bukan Uang Pertanggungan penuh. Kecelakaan tetap ditanggung penuh sejak hari pertama, dan setelah 24 bulan sakit pun ditanggung penuh. Kalau Bapak/Ibu sehat dan bersedia medical check, biasanya Full Underwriting pilihan yang lebih kuat. Kalau proses medical itu jadi kendala nyata, versi Guarantee Issuance adalah pertukaran yang masuk akal — asal 24 bulan pertama itu dipahami betul.”

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1. “Term life pays nothing if I survive — it’s wasted money.”

Customer “Term life kan kalau saya selamat nggak dapat apa-apa, rugi dong.”

Don't say “That’s just how insurance works.” — this dismisses a real concern and loses the customer.

Don't say “Ya memang begitu cara kerja asuransi.”

Do say “That is true for plain term life — but not for this product. This one has a maturity benefit. If you survive to the end of the term, the company returns 100% of the basic premiums you paid. So the protection is there for your family if you need it, and the money comes back to you if you don’t. Just be clear on one thing: what comes back is the premiums you paid, not the Sum Assured — this is not a savings or investment plan.”

Do say “Itu benar untuk term life biasa — tapi nggak untuk produk ini. Yang ini ada Manfaat Akhir Masa Pertanggungan. Kalau Bapak/Ibu selamat sampai akhir masa, perusahaan mengembalikan 100% premi dasar yang sudah dibayar. Jadi proteksinya ada untuk keluarga kalau dibutuhkan, dan uangnya kembali ke Bapak/Ibu kalau nggak terpakai. Tapi satu hal yang perlu jelas: yang kembali adalah premi yang dibayar, bukan Uang Pertanggungan — ini bukan produk tabungan atau investasi.”

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2. “The premium is higher than a plain term plan.”

Customer “Preminya lebih mahal dibanding term life biasa.”

Don't say “It’s not that much more.” — this fights the customer and is probably untrue.

Don't say “Selisihnya nggak seberapa kok.”

Do say “You are right — a plain term plan costs less, because it gives you nothing back at the end. The extra you pay here buys the maturity benefit: if you survive the term, you get your premiums back. Think of it as the difference between renting protection and getting your money returned. If keeping the lowest possible premium matters most to you and you are comfortable with no money back, a plain term plan is the honest answer. If getting your premiums back if you survive matters to you, this structure earns the difference.”

Do say “Betul — term life biasa memang lebih murah, karena nggak ada pengembalian apa pun di akhir. Selisih yang dibayar di sini membeli Manfaat Akhir Masa Pertanggungan: kalau Bapak/Ibu selamat sampai akhir masa, premi kembali. Anggap saja bedanya antara menyewa proteksi, atau proteksi sekaligus uang kembali. Kalau yang paling penting buat Bapak/Ibu adalah premi serendah mungkin dan nggak masalah uang nggak balik, term life biasa jawaban yang jujur. Kalau premi kembali saat selamat itu penting, struktur ini sepadan dengan selisihnya.”

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3. “GIO sounds too easy — what’s the catch?”

Customer “Versi GIO kok gampang banget, ada jebakannya nggak?”

Don't say “There’s no catch, it’s totally the same as the other one.” — this is false and creates a future complaint.

Don't say “Nggak ada jebakan, sama saja kok dengan yang satunya.”

Do say “I appreciate you asking — and you should ask. There is no hidden trap, but there is one honest condition. The Guarantee Issuance version skips most of the medical checks. In exchange, if death is caused by illness within the first 24 months, the policy pays back the premiums you have paid rather than the full Sum Assured. Accidental death is covered in full from day one, and after 24 months illness deaths are fully covered too. So the ‘easy’ part is real, and the condition is real — it is a fair trade, not a trick. If you would rather have full Sum Assured cover for illness from day one, the Full Underwriting version is the right choice.”

Do say “Saya senang Bapak/Ibu tanya — dan memang harus ditanyakan. Nggak ada jebakan tersembunyi, tapi ada satu syarat yang jujur. Versi Guarantee Issuance melewati sebagian besar pemeriksaan kesehatan. Sebagai gantinya, kalau meninggal karena sakit dalam 24 bulan pertama, polis mengembalikan premi yang sudah dibayar, bukan Uang Pertanggungan penuh. Meninggal karena kecelakaan ditanggung penuh sejak hari pertama, dan setelah 24 bulan sakit pun ditanggung penuh. Jadi bagian ‘mudah’-nya nyata, dan syaratnya juga nyata — ini pertukaran yang adil, bukan tipuan. Kalau Bapak/Ibu lebih nyaman dapat Uang Pertanggungan penuh untuk sakit sejak hari pertama, versi Full Underwriting pilihan yang tepat.”

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4. “Why not whole life — at least that covers me forever?”

Customer “Kenapa nggak whole life saja, kan itu seumur hidup?”

Don't say “Whole life is too expensive for you.” — presumptuous and may not be true.

Don't say “Whole life terlalu mahal buat Bapak/Ibu.”

Do say “That is a fair question, and the answer depends on what you actually need. Whole-life cover is for a lifelong or legacy need — and if that is your goal, I would recommend a whole-life product instead. This product is built for a defined-horizon need: protecting your family during the years you carry a mortgage, a business loan, or are raising children. For that specific job, paying for a shorter window and getting your premiums back if you survive is often the more efficient structure. Tell me which one your situation really is, and I will recommend honestly.”

Do say “Pertanyaan yang bagus, dan jawabannya tergantung kebutuhan Bapak/Ibu yang sebenarnya. Cover seumur hidup itu untuk kebutuhan jangka panjang atau warisan — kalau itu tujuannya, saya justru sarankan produk whole life. Produk ini dibuat untuk kebutuhan dengan jangka waktu jelas: melindungi keluarga selama tahun-tahun Bapak/Ibu masih punya cicilan rumah, pinjaman usaha, atau membesarkan anak. Untuk tujuan spesifik itu, membayar dalam jangka lebih pendek dan premi kembali kalau selamat seringkali struktur yang lebih efisien. Coba ceritakan situasi Bapak/Ibu yang sebenarnya, nanti saya rekomendasikan dengan jujur.”

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5. “I’ll think about it / discuss it with my spouse.”

Customer “Saya pikir-pikir dulu / diskusi dengan pasangan dulu.”

Don't say “OK, let me know.” — this almost never converts.

Don't say “Oke, kabari saya ya.”

Do say “Of course — this is a family decision and your spouse should be part of it. May I suggest something more efficient than you having to re-explain the FU-versus-GIO difference, which is a bit technical? Let me set up a short 30-minute meeting with both of you. I explain it directly, answer your spouse’s questions, and the two of you can decide right after. One more thing worth knowing: the easiest and cheapest time to be accepted is while you are healthy now — waiting does not make the decision cheaper.”

Do say “Tentu — ini keputusan keluarga dan pasangan Bapak/Ibu memang sebaiknya ikut. Boleh saya usul sesuatu yang lebih praktis daripada Bapak/Ibu harus menjelaskan ulang beda FU dan GIO yang agak teknis itu? Saya jadwalkan pertemuan singkat 30 menit dengan Anda berdua. Saya jelaskan langsung, jawab pertanyaan pasangan, dan Anda berdua bisa langsung putuskan setelahnya. Satu hal lagi yang perlu diketahui: waktu paling mudah dan murah untuk diterima adalah selagi sehat sekarang — menunda nggak membuat keputusannya jadi lebih murah.”

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These are the issues most likely to trigger an OJK complaint or a customer churn-back in 2026 under tightened conduct-of-business expectations. Build agent training around avoiding all of them.

1. GIO 24-month graded death benefit on illness deaths. This is the single highest mis-selling risk in this product. An agent who sells GIO while implying “full Sum Assured from day one” is misrepresenting the contract. For GIO, an illness death within the first 24 months pays back only the accumulated basic premiums — not the Sum Assured. The agent must state this explicitly, in plain language, and obtain the customer’s clear acknowledgement on the application. Accidental death and post-24-month illness death are the only routes to full Sum Assured under GIO.

2. Maturity benefit returns PREMIUMS, not the Sum Assured. The Manfaat Akhir Masa Pertanggungan is 100% of accumulated basic premiums paid in — for the Haruka sample case, that is roughly Rp67 million, not the Rp500 million Sum Assured. A customer who walks away believing they will receive the Sum Assured at maturity will complain. Always state clearly that the maturity payout equals the premiums paid, and never describe this product as a savings or investment plan.

3. Publishing-gap A — brochure unpublished, data-quality note. The product brochure is not officially published or linked from the product page and is not on file. The only authoritative document available is the RIPLAY dated 2026-04-24. Agents must rely on the RIPLAY plus a properly produced field Ilustrasi for figures, and must not quote brochure-sourced numbers from memory or informal copies. Treat any unverified figure as provisional until the brochure is published or confirmed against the policy.

4. Surrender table not in the RIPLAY. The RIPLAY refers to a “Tabel Pengembalian Premi” inside the policy Data Polis but does not disclose the actual percentages. Agents must never invent, estimate, or imply surrender values. Before any customer relies on a surrender figure, the agent must show the actual table from the issued policy. Quoting an unsourced surrender percentage is mis-selling.

5. Honest premium disclosure. The RIPLAY states the premium already includes admin, medical-exam, free-look and marketing-remuneration costs, but does not itemise the load. Agents must not claim there are “no fees” — fees exist; they are bundled into the premium. Describe it accurately: the premium is inclusive of costs, with no separately itemised fee disclosed.

6. Term-life is finite — set the right expectation. Cover ends at the end of the 10/15/20-year term. An agent must not let a customer believe the protection is lifelong. If the customer’s real need is permanent or legacy cover, the honest move is to route them to a whole-life product rather than stretch this one.

7. Regulatory context for 2026. POJK 36/2025, which concerns a health-insurance co-payment regime, is not directly relevant to a pure life product such as this and should not be cited to customers in this context. Agents should, however, be aware of the broader OJK conduct-of-business tightening through 2026 — clearer disclosure, suitability assessment, and documented customer acknowledgement of key conditions (especially the GIO graded period) are the practical expectations. Do not cite specific regulation numbers to customers unless they genuinely apply.

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1. Build a one-page FU-vs-GIO decision sheet in EN + ID for every agent. It must state the 24-month graded death benefit for GIO in plain language and carry a customer acknowledgement line. This is the highest-leverage mis-selling fix for this product — make signing it part of the GIO application routine.

2. Source and file the official brochure. Open a request to Tokio Marine to publish or release the TM Peace of Mind Plus brochure from the DAM, and refile this brief once it is on hand. Closing publishing-gap A is what lets analyst confidence move above Medium-Low.

3. Create a return-of-premium explainer handout in EN + ID that makes one point unmistakably clear: the maturity benefit returns the premiums paid, not the Sum Assured, and the product is not a savings plan. Use the Haruka numbers (Rp67.32M back on Rp67.32M paid) as the worked example.

4. Pair-sell discipline: before pitching TM Peace of Mind Plus, every agent asks “Apakah Bapak/Ibu sudah punya asuransi kesehatan?” If not, defer the life layer and lead with a medical product first. This reduces complaints and increases case quality per customer.

5. Surrender-table field rule: because the RIPLAY does not publish surrender percentages, agents must be trained never to quote a surrender figure from memory. Before a customer relies on any surrender value, the agent shows the actual Tabel Pengembalian Premi from the issued policy. Add this as a checklist item on the pre-submission review.

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