Every week we get calls from agents and advisors asking what is the best niche market? Where can I make the most money? Where can I find the best sales leads?
Our answer is always the same. If you want to be very successful in the financial services industry, then you need to learn how you can help middle-income families.
Believe it or not, middle-income families are where you can make the most money. If you look at the most successful businesses out there, they all serve middle-income families: Walmart, McDonald's, Amazon, Microsoft, Apple, Google, Facebook, and the list goes on and on.
Two hundred years ago, John Jacob Aster, who was then the richest man in the world said, "If you serve the classes, you will live with the masses. But if you serve the masses, you will live with the classes.
Why are middle-income families the best niche market? First, it is because there are a lot more of them to work with. They make up 52% of the U.S. population. Only 1% of the U.S. population is considered wealthy… So, there are a lot less of them and a lot more competition. Plus, middle-income families are underserved. There are a lot more families that need and are looking for real help today. Most of the wealthy people out there don't believe they need our help.
Consider: The reason why Dave Ramsey, Clark Howard, Suzy Orman, and others are so successful is because their message is focused on helping middle-income families. While we may not agree with all the advice, they give people, they are very successful because they help average people. It is their niche market.
Work The Middle-income Niche Market
If you want to be very successful today, then I highly recommend you work in the middle-income niche market just like all the people above. Middle-income families are the people that need your help the most. Learn how you can help those people to 'find the money' to spend, save, invest, insure, and plan wisely for the future.
It is time for all of us in the financial industry to help people to get better at managing their money. We need to help people to look at their future, so they will want to set better priorities. We need to help people to get out of debt so they will have the money to save for their future.
And I strongly urge you to look at the people you know ——your family, friends, neighbors, and clients. Because don't they have the same problems with debt and setting priorities?
Send a letter to all of them about how you are helping families to get out of debt, so they will have the money they need to save for their future. Follow up with a monthly newsletter with articles that will help them to see the problems they face now and in the future. Then give them ideas on how you can help them to solve those problems.
Then you will want to invite them all to an educational workshop on the problems they face now and in the future. (Not about product or investments) And then let them know how you will help them to solve those problems. (online or in person)
Jeremy B. Nason, RFC, is the co-founder of the 
