Mary Lou James

I attribute my success first and foremost to a kind and loving God who gave me the strength to overcome low self esteem and self-doubt, and step beyond the limitations I once placed on myself. Entering the financial services industry in the 1980s was challenging, especially as a woman in a field where many believed women could not succeed. Those challenges fueled my determination to break new ground, pursue my vision, and prove that perseverance and dedication can overcome obstacles. I have always believed in staying committed to my goals, refusing to give up, and continuing forward even when the path was difficult. My greatest motivation is not only achieving success for myself but also serving as a role model and creating opportunities for other women to follow their own paths and reach their full potential.

“Keep your nose clean, never compromise your values, and never back down from your purpose.”

My advice to young women entering the financial services industry is to build a strong foundation. Gain experience with a reputable organization where you can receive quality training, develop essential skills, and learn the fundamentals of the business. Be willing to work hard, stay curious, and commit to continuous learning. Take additional courses, expand your knowledge, and invest in your professional development. Education builds confidence—and confidence gives you the courage to ask better questions and pursue greater opportunities.

Find someone who is excelling in an area where you want to grow and ask for their guidance. Seek out experienced coaches and mentors, both women and men, who have achieved the level of success you aspire to. You never know how far someone may be willing to help you until you ask.

Most importantly, get as educated as you can in your field and learn to think beyond the “industry standards.” Not everything that is considered standard is necessarily what is best for the client. Learn to recognize the difference between advice driven by an industry’s agenda and advice driven by a genuine commitment to serving the client.

The financial services industry is experiencing both significant challenges and tremendous opportunities. One of the key challenges is navigating the evolving role of artificial intelligence, balancing its potential benefits with the need to address risks, misinformation, and financial scams. The industry must also continue investing in people, strengthening professional development, and helping younger generations build essential communication and relationship skills in an increasingly digital environment. At the same time, the opportunities are limitless for those committed to innovation, education, and service. There is a growing need to create stronger communities, expand financial literacy, and provide underserved populations, including veterans and military families, with the resources and guidance needed to build financial confidence, create opportunities, and achieve long-term financial security.

Life provides a great classroom for learning, and my values have unfolded through age and experience. First and foremost is integrity—say what you mean and mean what you say.

It was later in life that I found the words to articulate my purpose. In doing so, I opened the door to a never-ending story. My purpose—the reason I get up each morning—is to create communities where people can thrive and grow.

I believe purpose is not something you outgrow. In fact, I can never outgrow mine. There will always be people to encourage, communities to strengthen, and opportunities to help others thrive. That is what makes purpose so powerful—it continues to unfold throughout our lives.