When Dawn Sheue entered the insurance industry 30 years ago, she solely focused on building the best possible core medical plan for her clients. Voluntary benefits weren’t a consideration. “I sold against voluntary benefits for years,” says Sheue, president of Summit Insurance Services, Inc., based in Jackson, Wyo. “It was an unnecessary ‘add on.’”

Then, her neighbor was diagnosed with cancer. She had medical insurance via the local school district — a plan Sheue managed. Still, Sheue’s neighbors were forced to file for medical bankruptcy.

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