The Overlooked Goldmine: Serving Middle-Class & Upper-Middle-Class Clients

Too many accountants chase “big fish” clients — while ignoring the most underserved, profitable segment in the market: middle and upper-middle-class households.These families aren’t billionaires, but they’ve got complexity — dual earners, small business income, equity comp, rental properties, college planning, retirement strategies — and complexity is where tax planning pays off.

In this episode of The Growth Minded Accountant, we reveal how tax pros can:

Identify overlooked middle- and upper-middle-class households that desperately need proactive planning.
Package advisory services that deliver massive client ROI (while commanding premium fees).
Move beyond tax prep and cookie-cutter marketing to build a firm that thrives year-round.

If you’re ready to grow your firm by serving the clients everyone else overlooks, this episode is your roadmap.

Transcript

We know that everyone digests information differently. That’s why we’re now sharing the full transcript of each episode of The Growth Minded Accountant right here on the CountingWorks PRO blog. Whether you’re short on time, like to scan and highlight, or simply prefer reading over listening, you can catch up on every conversation at your own pace.

Each week, we cover topics that matter most to tax and accounting professionals—from AI and automation to marketing strategies, firm growth, and client relationships. Scroll down to read the full episode, or subscribe to the podcast to listen on the go.