TM Warisan

TM Warisan is the straightforward answer to “I want guaranteed protection for my family without complexity.” It is a Rupiah term-life policy with regular premiums (terms of 5, 10, 15 years, or coverage to age 55, 60, 65, 70, 75, or 99 — customer-elected) that pays 100% of the sum assured on death during the coverage window. Two strengths carry the pitch: transparent premiums with no investment mechanics to worry about, and four payment frequencies (annual, semi-annual, quarterly, monthly) that bend to household cash flow — entry premiums start as low as Rp 200,000/month. There is no fund value, no booster, no critical-illness waiver — pure protection, deliberately simple.

In one line: Pick your term, set your sum assured, pay a premium you control, and your family knows exactly what they receive — no markets, no surprises.

For Legacy Income agents: this is one of our own TMLI carriers’ products. It is the simple, affordable life layer you lead with when a prospect wants certainty over features, and the TMLI-aligned fallback when whole-life is out of budget.

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The 2026-06-04 documents carry two official illustrations — the brochure and the RIPLAY simulation use different cases. Both are reproduced and decoded below so agents quote the right one.

Critical insight: this is pure term-life, not whole-life. “Warisan” (inheritance) is aspirational framing; mechanically it is a fixed-window protection contract with no cash accumulation. The big change since the April brief is that the RIPLAY now publishes an explicit minimum-premium table by frequency — the real entry point is Rp 200,000/month, which reframes affordability conversations. The brochure premium for the to-age-70 case sits at Rp 5.55M; the RIPLAY’s separate 10-year case at Rp 3.51M is the cheaper, higher-multiple story for shorter horizons.

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Sweet Spot — Lead with TM Warisan

• Age 30–50, married, 1–3+ dependents
• Household income Rp 12M–40M/month (mass-middle to mass-affluent) — the Rp 200k/month entry premium widens the floor vs the April read
• No life insurance yet, or only group/credit-life cover
• Wants simple, transparent structure — uncomfortable with unit-linked complexity
• Risk-averse but price-conscious — prefers reliable protection over investment upside
• Domestic earner, no USD income or obligations
• “Set and forget” mindset — uninterested in managing riders or funds
• Clear beneficiary narrative: spouse, young children, dependent parents

Borderline Fit — Discuss with caution

• Age 51–65 — still inside the 18–70 entry band, but premiums rise sharply; best fit is a short 5-year term or coverage to 70/75. Probe affordability and commitment.
• High-income professionals (Rp 40M+/month) — TM Warisan will feel under-featured; they may want whole-life or unit-linked. Confirm whether they actually want permanent cover before steering away.
• Medical history (hypertension, diabetes, cardiac) — underwriting may load the premium or add exclusions; raise it upfront.
• Already holds one life policy — TM Warisan as a second protection layer fits if the first under-covers dependents; stack only if budget allows.

Do Not Pitch

• Mass market below ~Rp 8–10M household income with a Rp 1B aspiration — the Rp 250M minimum SA and real premiums still price the very-low-income segment out of meaningful cover.
• Customers wanting cash value, surrender flexibility, or investment upside — they are unit-linked or endowment prospects, not term-life. TM Warisan has no fund value.
• Prospects wanting permanent cover that pays whenever they die — TM Warisan ends at the elected age (max 99). For lifelong certainty, point to whole-life options (e.g. Allianz LegacyPro, or a TMLI whole-life if aligned).
• Volatile-income self-employed committing to a long term — a 10–30 year continuous-premium obligation is risky; steer to a shorter 5-year term.
• Anyone without dependents or a beneficiary story — the product has no stand-alone value; the sale will feel forced.

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Rule of thumb: If the first sentence is “Saya mau asuransi jiwa yang simpel”, “Saya belum punya asuransi jiwa”, or “Premi paling murah berapa?”, TM Warisan is in the conversation. If it is “Saya mau yang permanen / seumur hidup”, “Saya mau ada nilai investasinya”, or “Uangnya bisa kembali nggak?”, they are a different-product prospect — redirect rather than force the fit.

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The Indonesian traditional-life category is heterogeneous (credit-life, bancassurance endowments, pure term, affluent whole-life) and PDF coverage remains below 60%, so this is a qualitative comparison against a 5-product anchor sample (Allianz LegacyPro, Generali BeSMART Lite, Generali GEN Pro, Generali Syariah Perlindungan Aman, Sun Proteksi Heritage 100), not a population-level statistic. Treat rankings as directional. Category-ranking confidence: Medium. TM Warisan structural facts are High-confidence (sourced from the 2026-06-04 RIPLAY and brochure).

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Opening — establish the right frame

“Life insurance doesn’t have to be complicated. Some people want investment, some want flexibility — that’s fine. But for a family that just wants to know their loved ones are protected, with a clear premium and no surprises, that’s a different and simpler conversation.”

“Asuransi jiwa nggak harus rumit. Ada yang mau investasi, ada yang mau fleksibilitas — itu sah-sah saja. Tapi buat keluarga yang cuma ingin memastikan orang-orang tercintanya terlindungi, dengan premi yang jelas dan tanpa kejutan, itu obrolan yang berbeda dan lebih sederhana.”

Structural value prop — simplicity + immediate full payout

“Here’s what TM Warisan does. You choose how long the protection lasts — 5, 10, or 15 years, or up to age 70, 75, whatever fits. You set the sum assured — what your family receives. You pay a premium you control. And if something happens during the term, your family receives the full 100% of that sum assured from day one. No tapering in the early years, no fund value to track, no market to watch.”

“Begini cara kerja TM Warisan. Bapak pilih berapa lama perlindungannya — 5, 10, atau 15 tahun, atau sampai usia 70, 75, sesuai kebutuhan. Bapak tentukan Uang Pertanggungannya — berapa yang keluarga terima. Bapak bayar premi yang bisa Bapak atur sendiri. Dan kalau terjadi sesuatu dalam masa itu, keluarga Bapak menerima 100% penuh dari Uang Pertanggungan sejak hari pertama. Nggak ada potongan di tahun-tahun awal, nggak ada nilai investasi yang harus dipantau, nggak ada pasar yang harus diawasi.”

Structural value prop — payment flexibility

“You don’t have to pay once a year if that doesn’t suit your cash flow. There’s monthly, quarterly, semi-annual, and annual — you pick what matches your income cycle. The entry point is genuinely small: protection can start from around Rp 200,000 a month, and you scale the sum assured up as your income grows.”

“Bapak nggak harus bayar setahun sekali kalau itu nggak cocok sama arus kas. Ada bulanan, triwulanan, semesteran, dan tahunan — Bapak pilih yang pas sama siklus penghasilan. Titik masuknya benar-benar ringan: perlindungan bisa mulai dari sekitar Rp 200 ribu sebulan, dan Uang Pertanggungannya bisa Bapak naikkan seiring penghasilan bertambah.”

The close — done beats perfect

“I’ve met people who keep waiting for the one product with every feature, and they end up with no protection at all. TM Warisan isn’t a whole-life policy and it has no investment side — I won’t pretend otherwise. But it is real, it is affordable, and it is there for your family if the worst happens. Shall we work out the right sum assured and term for your situation today?”

“Saya pernah ketemu orang yang terus menunggu produk paling lengkap dengan semua fitur, dan ujung-ujungnya malah nggak punya perlindungan sama sekali. TM Warisan memang bukan whole-life dan nggak ada sisi investasinya — saya nggak akan bilang sebaliknya. Tapi produk ini nyata, terjangkau, dan benar-benar ada untuk keluarga Bapak kalau hal terburuk terjadi. Bagaimana kalau hari ini kita hitung Uang Pertanggungan dan jangka waktu yang pas buat situasi Bapak?”

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1. Cost — “The premium is too expensive.”

Customer “Preminya terlalu mahal.”

Don't say “It’s not expensive.” — that argues with the customer.

Don't say “Nggak mahal kok.”

Do say “Compared to what, though? Protection can start from around Rp 200,000 a month — less than many people spend on coffee or cigarettes. And you choose the sum assured, so we can size it to a premium you’re comfortable with. The question isn’t the price tag — it’s what your family would face without it.”

Do say “Dibandingkan apa dulu, Pak? Perlindungannya bisa mulai dari sekitar Rp 200 ribu sebulan — lebih murah dari yang banyak orang habiskan buat kopi atau rokok. Dan Bapak yang menentukan Uang Pertanggungannya, jadi bisa kita sesuaikan ke premi yang Bapak nyaman. Yang penting bukan angka preminya — tapi apa yang keluarga Bapak hadapi kalau nggak ada perlindungan ini.”

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2. “I’d rather buy unit-linked / something with investment.”

Customer “Saya lebih suka yang ada investasinya.”

Don't say “Unit-linked is risky.” — alienates a valid preference.

Don't say “Unit-linked itu berisiko lho.”

Do say “That’s a fair preference — they’re just two different roads. Investment products give you upside, but also market downside, and the protection can shrink if the fund underperforms. TM Warisan does one job and does it with certainty: a guaranteed payout to your family. Many people hold both — investment to grow wealth, TM Warisan as the safety net that has to be there no matter what. Which job is the priority for you right now?”

Do say “Itu preferensi yang wajar — cuma dua jalan yang berbeda. Produk investasi kasih potensi untung, tapi juga ada risiko pasar, dan perlindungannya bisa menyusut kalau dananya kurang perform. TM Warisan fokus satu hal dan dilakukan dengan pasti: manfaat yang dijamin untuk keluarga Bapak. Banyak orang punya dua-duanya — investasi untuk menumbuhkan aset, TM Warisan sebagai jaring pengaman yang harus selalu ada apa pun yang terjadi. Mana yang jadi prioritas Bapak sekarang?”

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3. No cash value — “If nothing happens, the money just disappears.”

Customer “Kalau nggak terjadi apa-apa, uangnya hangus dong?”

Don't say “Yes, you lose it.” — sounds like a bad deal.

Don't say “Iya, hangus.”

Do say “Think of it the way you think about car or home insurance — you pay each year hoping you never need to claim, and you’re glad when you don’t. TM Warisan is the same: the premium buys certainty for your family during the years they depend on you most. The ‘return’ is that you slept well, and they were protected the whole time. If a savings element matters more to you, that’s a different product, and we can talk about that separately.”

Do say “Anggap saja seperti asuransi mobil atau rumah — tiap tahun Bapak bayar dengan harapan nggak pernah perlu klaim, dan justru bersyukur kalau memang nggak perlu. TM Warisan sama: preminya membeli kepastian buat keluarga Bapak di tahun-tahun saat mereka paling bergantung sama Bapak. ‘Hasilnya’ adalah Bapak tidur tenang, dan mereka terlindungi sepanjang waktu itu. Kalau unsur tabungan yang lebih penting buat Bapak, itu produk yang berbeda, dan bisa kita bahas terpisah.”

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4. Age / health — “I’m still healthy, why buy now?”

Customer “Saya masih sehat, kenapa harus beli sekarang?”

Don't say “You could get sick tomorrow.” — fear-based and weak.

Don't say “Besok bisa aja sakit.”

Do say “That’s exactly why now is the right time. While you’re healthy, the underwriting is simplest and your premium is at its lowest. The acceptance age runs to 70, but every year you wait the premium rises, and if hypertension, cholesterol, or diabetes shows up, you may face a loading or an exclusion. Locking it in while you’re well is the smart financial move, not the fearful one.”

Do say “Justru itu alasan kenapa sekarang waktu yang tepat. Selagi sehat, prosesnya paling gampang dan preminya paling murah. Usia masuknya memang sampai 70 tahun, tapi tiap tahun menunda, preminya naik, dan kalau muncul hipertensi, kolesterol, atau diabetes, bisa kena tambahan premi atau pengecualian. Mengunci sekarang selagi sehat itu keputusan finansial yang cerdas, bukan keputusan karena takut.”

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5. Spouse-discussion stall — “I need to discuss this with my spouse first.”

Customer “Saya harus diskusi dulu sama istri/suami.”

Don't say “OK, when can I follow up?” — rarely converts.

Don't say “Oke, kapan saya bisa follow up?”

Do say “Of course — this is a family decision, and it should be. Can I suggest something more efficient than you relaying the technical details? Let me sit with both of you for 20 minutes. I’ll walk through it, answer your spouse’s questions directly, and the two of you can decide together right after. That way nothing gets lost in translation.” Then propose a specific date and time within seven days.

Do say “Tentu — ini keputusan keluarga, dan memang seharusnya begitu. Boleh saya usul yang lebih praktis daripada Bapak harus menjelaskan detail teknisnya sendiri? Saya ketemu Bapak dan istri/suami sekitar 20 menit. Saya jelaskan langsung, jawab pertanyaan pasangan Bapak, lalu kalian berdua putuskan bersama setelahnya. Jadi nggak ada yang salah tangkap.” Lalu usulkan tanggal dan jam yang spesifik dalam tujuh hari ke depan.

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Build TM Warisan agent training around avoiding these issues. OJK has been tightening market-conduct expectations for life-insurance sales (disclosure quality, suitability, and illustration discipline), and term-life carries its own specific traps. Note: POJK 36/2025 co-payment rules apply to HEALTH insurance only and do NOT apply to TM Warisan — do not cite co-payment obligations on this product.

1. No surrender / cash value — kill the “uang kembali” misconception. TM Warisan is pure term-life with no fund value. The RIPLAY references a premium-return table but publishes no figures, and the only return scenario described is a pro-rata adjustment on insurer-initiated cancellation. Never imply the customer gets money back at the end or on early cancellation. State plainly that this is protection, not savings, and document that understanding on the application.

2. Coverage-term vs premium-term clarity. The product offers fixed terms (5/10/15 years) and to-age options (55/60/65/70/75/99), and premium can run the full coverage term. Do not blur these. The customer must understand exactly when cover ends and for how long premium is due. Misstating “covered for life” on a term product is mis-selling — always say “until age [X].”

3. Lapse and grace-period discipline. Premium runs continuously through the term; there is no paid-up surrender cushion to fall back on. If premium is missed beyond the 30-day grace period, cover can lapse and the family is left unprotected. Walk the customer through the full premium schedule and the grace period before submission, and probe income stability — especially for self-employed or commission-based buyers.

4. Illustration discipline — quote the right case, never invent multiples. The two official 2026-06-04 illustrations (brochure to-age-70 at Rp 5.55M; RIPLAY 10-year at Rp 3.51M) describe different terms and produce very different multiples (6.0x vs 28.5x). Agents must not mix figures across cases or present a high short-term multiple as if it represents long-term cover. Only present figures consistent with the term the customer is actually buying, and confirm premiums against a current, signed illustration.

5. No CI, no health, no booster — do not imply living benefits. TM Warisan pays only on death within the term. It has no critical-illness waiver, no hospital benefit, and no sum-assured booster. Customers who believe they bought health or critical-illness cover will complain at the first hospital claim. If health is a priority, place a TMLI health product first; position TM Warisan explicitly as the death-protection layer.

6. Exclusions and full disclosure on the SPAJ. The 2-year suicide exclusion, and exclusions for capital punishment, criminal acts, and participation in fighting/terrorism/war/civil unrest, must be disclosed, not glossed. Equally, any material non-disclosure of health or occupation by the customer can void the claim — emphasise that the application must reflect true conditions, since claims are decided on the insurer’s records where there is a conflict.

7. Do not benchmark against whole-life as an equivalent. When a prospect compares TM Warisan to a whole-life product, do not present it as a like-for-like cheaper alternative. It is structurally different (term vs permanent). Frame it honestly as “simpler and more affordable term protection,” not as a discount version of whole-life cover, to avoid creating a false expectation of lifelong payout.

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1. Update the agent collateral with the new minimum-premium table. The Rp 200,000/month entry point (and the full annual/semi/quarterly/monthly minimums, waived at SA ≥ Rp 1B) is the strongest affordability hook in this refresh. Add a one-line “starts from Rp 200k/month” tag to the TM Warisan pitch sheet and brief the team this week.

2. Issue a two-case illustration guide so agents quote the right numbers. The brochure (to-age-70, Rp 5.55M, 6.0x) and the RIPLAY (10-year, Rp 3.51M, 28.5x) are different cases. Produce a single side-by-side reference showing which case to use for which prospect horizon, with an explicit warning never to mix figures — this is both a clarity win and a compliance safeguard (Section 8, item 4).

3. Lead with the “100% from day one, no graduated lien” advantage. Several category anchors taper the death benefit over the first 4–5 years; TM Warisan does not. Add this to objection-handling and opening scripts as a concrete, honest differentiator versus competing traditional-life products.

4. Pair-sell discipline: health first, then TM Warisan. Standardise the question “Apakah Bapak/Ibu sudah punya asuransi kesehatan?” at the start of every TM Warisan conversation. If not, place a TMLI health product first and position TM Warisan as the death-protection layer — this reduces “I thought this covered hospital” complaints and lifts case size.

5. Run a premium-commitment stress-test before every SPAJ. Because premium runs the full coverage term with only a 30-day grace period and no paid-up cushion, walk each customer through the entire premium schedule and confirm commitment verbally. For volatile or commission-based incomes, default to a 5-year term rather than a 10–30 year obligation, and note the rationale on file.

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