Asuransi Agency VS Bank
Ada dua jalur paling umum yang biasanya digunakan orang untuk membeli polis asuransi, yakni melalui agency (keagenan) atau lewat bank. Sebenarnya ada dua jalur lain yaitu telemarketer dan online, tapi di artikel ini kita akan fokus pada perbandingan kelebihan dan kekurangan agency dan bank.
Kenapa? Karena produk yang ditawarkan telemarketer dan jalur online sangat berbeda dengan yang akan kita bahas. Umumnya produk online dan telemarketer lebih murah dan tidak punya komponen investasi (tradisional fixed term), sehingga tidak layak dibandingkan dengan asuransi yang dipasarkan lewat jalur agency dan bank.
Agency
Kelebihan
Ada Kedekatan Personal dan Relasi Pribadi
Agency merujuk pada perusahaan pemasar asuransi yang bekerja dibawah perusahaan asuransi untuk memasarkan produk mereka. Misalnya, dibawah Allianz ada Vision (dulunya Vision bekerja untuk Prudential). Sedangkan dibawah Prudential ada GPS United. Satu perusahaan asuransi bisa memiliki banyak agency, dan kekuatan setiap agency berbeda-beda.
Kalau anda ditawari asuransi dari agen asuransi agency, kemungkinan besar (90%++) pasti anda sudah kenal sebelumnya dengan agen tersebut, atau dikenalkan, atau istilahnya merupakan ‘network circle 1 atau 2’ anda. Hampir tidak mungkin mereka orang yang tidak anda kenal, tiba-tiba menelepon anda atau datang kerumah anda menawarkan asuransi. Agency memang tidak pernah dilatih untuk menjadi salesman seperti itu, melainkan lebih baik menawarkan pada orang yang sudah dikenal.
Tentu hal ini suatu kelebihan karena anda akan lebih nyaman berdiskusi, berkonsultasi, dan bernegosiasi dengan seseorang yang sudah anda kenal dibandingkan orang asing (apalagi jika anda introvert hehe).
Punya Loyalitas dan Pengalaman
Anda jangan berpikir agency merupakan kumpulan orang ‘desperate’ yang rela menjadi sales karena tidak punya jalan karir lain. Justru semua orang agency yang saya kenal merupakan ‘super salesman’ yang memang berdedikasi bertahun-tahun mengembangkan pemasaran asuransi, jadi pengalaman dan pengetahuan produk mereka sudah tidak usah diragukan lagi.
Sangat jarang seseorang yang sudah berkarir di dunia agency asuransi tiba-tiba ganti haluan untuk bekerja di bidang lain, sehingga kemungkinan besar agen asuransi yang membukakan polis asuransi anda akan sampai akhir hayat menjadi penanggungjawab polis anda, kecuali ia meninggal duluan atau pindah bendera ke asuransi lain. Hal ini tentu baik karena anda bisa mengandalkan satu orang yang sama secara terus menerus.
Kalaupun ia memang pergi, entah pergi dari dunia ini atau pergi dari agency nya, anda bisa mencari atasan dia di agency lama nya, dan nanti agency tersebut akan memberikan agen baru yang bertanggungjawab atas polis anda. Polis anda, jika dibuka lewat agency, hampir tidak mungkin menjadi ‘anak yatim’.
Kekurangan
Biaya akuisisi lebih tinggi
Saya tidak tahu kenapa, namun produk yang dijual lewat agency cenderung memiliki biaya akuisisi yang JAUH lebih tinggi daripada bancassurance. Saya hanya bisa menduga hal ini dikarenakan komisi pihak agency lebih tinggi daripada petugas bancassurance bank. Maklum, anda bisa kira-kira sendiri ada berapa tingkatan jabatan di agency, dengan segala macam skema komisi yang bertingkat-tingkat tentu mengakibatkan perusahaan asuransi harus mengeluarkan uang lebih untuk membuat pihak agency senang.
Apabila anda sangat concern untuk menghemat sebanyak mungkin uang di asuransi, maka lebih baik membeli lewat jalur bancassurance untuk menghemat biaya akuisisi.
Ada Kemungkinan Berkhianat Massal
Hal ini sangat jarang terjadi dan mendekati mustahil untuk terjadi lagi. Terakhir kali yang cukup menggemparkan dunia asuransi adalah agency vision pindah dari Prudential ke Allianz.
Apabila hal seperti ini terjadi, hampir dipastikan polis anda menjadi polis oprhan alias tidak bertuan (tidak memiliki agen yang mengurus). Sehingga anda harus berurusan langsung dengan customer service di kantor pusat asuransi terkait.
Bancassurance
Kelebihan
Mudah Dicari
Apabila anda sama sekali tidak punya kenalan yang bekerja di asuransi (hampir mustahil), maka tentu lebih baik mencari di bank yang sudah pasti menyediakan sebuah meja khusus untuk jualan asuransi. Entah kenapa bank saat ini sangat gencar menjual produk asuransi, sampai-sampai kantor cabang terkecil pun memilih mengalokasikan meja bancassurance ketimbang menambah teller atau customer service.
Pilihan Unit Link Eksklusif Kerjasama Bank
Meskipun mungkin sudah bosan mendengarnya, saya akan menyampaikan nya sekali lagi : ENTAH KENAPA, pilihan investasi unit link lebih banyak terdapat di produk kolaborasi bancassurance ketimbang produk yang dipasarkan oleh agency.
Hal ini memang tidak berlaku untuk semua perusahaan asuransi, dan anda harus membutikannya sendiri. Berdasarkan pengalaman saya, Manulife dan Prudential tidak mendiskriminasi agency dan bank, sedangkan Allianz dan FWD hanya mengijinkan produk bancassurance untuk memilih unit link andalan mereka.
Kekurangan
Kurang Pengalaman dan Loyalitas
Saya belum pernah bertemu petugas bancassurance yang kemampuannya bisa sama atau bahkan melebihi petugas agency. Semangat dan pengetahuan petugas bancassurance biasanya melempem karena mereka menjadikan pekerjaan tersebut sebagai sampingan atau pelarian. Ini mungkin kedengaran terlalu generalisir dan judgemental, tapi silakan anda buktikan sendiri. Kebanyakan petugas bancassurance yang saya temukan antara lain adalah ibu-ibu rumah tangga yang iseng mencari penghasilan sampingan, mahasiswa/wi kuliahan yang kerja sampingan, atau orang yang tidak bisa mendapatkan pekerjaan di tempat lain.
Saya tidak berkata orang-orang tersebut tidak bisa menjadi petugas bancassurance yang baik. Semua orang bila dilatih potensinya tentu akan menjadi bagus, namun saya punya data berdasarkan pengalaman bahwa 9 dari 10 petugas bancassurance yang saya temui sangat tidak memuaskan karena:
- Pengetahuan teknis asuransinya kalah dari saya, padahal saya bukan agen asuransi, bukan CFP, bukan CFA, dll, dsb. Yang dimaksud teknis adalah terminologi, skema biaya, proyeksi nilai investasi, ketentuan polis, dan lain-lain
- Memberikan setidaknya 2 informasi salah yang sudah saya tanyakan langsung kebenarannya ke atasan mereka. Satu informasi salah masih oke, karena manusia bisa saja lupa. Tapi kalau 2 tidak oke.
- Tidak bisa memberikan jawaban atas pertanyaan saya selama 2 kali atau lebih. Pertanyaan yang saya ajukan tidak aneh-aneh kok, misalnya saya bertanya komposisi saham unit link tertentu, persentase penambahan COI setiap tahun, dan spread-bid offer
Petugas bancassurance juga cenderung tidak punya loyalitas ke tempat mereka bekerja, berbeda dengan petugas agency yang memang tumbuh besar bersama rekan kerjanya selama bertahun-tahun, apalagi agency kerap melakukan kegiatan edukasi dan motivasional untuk mempererat hubungan mereka.
Dalam cabang BCA tempat rekening saya dikelola, petugas bancassurance bisa berganti dalam hitungan bulan maupun minggu. Terkadang memang sih pergantian tersebut hanya karena mutasi pindah ke cabang lainnya, tapi lebih sering lagi petugas berganti karena mengundurkan diri.
Harus Menjadi Nasabah Bank Terlebih Dahulu
Ini sudah jelas dong, untuk mendapatkan produk bancassurance tentu anda harus menjadi nasabah bank tersebut terlebih dahulu. Berarti anda harus repot-repot mengurus proses administrasi ekstra, menyetor saldo minimum, memiliki saldo mengendap dengan bunga yang kecil dan biaya administrasi di rekening tabungan maupun polis asuransi. Sangat repot bukan?
Bagaimana dengan saya?
Untuk polis asuransi saya yang bersifat jangka panjang, misalnya asuransi jiwa dan kesehatan, tentu saya buka melalui agency. Namun kebanyakan asuransi premi tunggal saya dibuka lewat bancassurance, karena memang pilihan investasinya lebih lengkap serta target pencairannya jangka pendek, jadi saya tidak khawatir bahwa agen saya pindah lalu tidak ada yang mengurus lagi polis saya. Sebagai nasabah prioritas, saya juga mendapat perlakuan khusus dari pihak bank, yakni boleh berkomunikasi langsung dengan staf senior bancassurance, yang tentu lebih loyal dan jarang pindah – pindah.
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