Mike James is Executive Vice President and Chief Sales Officer at NFP. He drives the strategic direction of NFP’s sales organization, cultivating a competitive edge that increases the company’s market share, revenue, and brand awareness. His adept navigation of integrated sales expands client opportunities, leveraging NFP’s commitment to helping people solve problems. 

James is focused on making a positive impact on organizations, people, communities, and outcomes. He is an active participant in a variety of industry and community organizations, including Finseca, Suffolk University, The American College of Financial Services, LIMRA and LOMA, the Financial Alliance for Racial Equity (FARE), the No Books No Ball Basketball Program, and the Roxbury YMCA.

On entering financial services – James started as an intern at John Hancock in Boston, Massachusetts. This pivotal experience laid the groundwork for a 14-year tenure with the company. The internship instilled in him a deep understanding of the financial services industry, emphasizing the profession’s profound impact on families and businesses.

On inclusivity in financial services – Beyond his role in sales, James assumes a crucial position as a special advisor to the NFP board on race issues. In this capacity, he facilitates learning, refines strategy, and collaborates with NFP’s Chief Diversity & Inclusion Officer to propel the company’s Diversity, Equity, Inclusion, and Belonging (DEIB) efforts forward.

His commitment to these initiatives and his involvement in the FARE underscores a dedication to fostering a more diverse financial services industry.

The best advice he’s received- “People buy in when they get asked to weigh in,” James says. To do this, he advises bringing people together to collaborate. When individuals feel they have a voice and ownership in the outcomes, they bring their best to the table, which shows in the results.

Advice he would give – ”Actively listen,” James advises. When you do this, people will feel valued and want to work with you. In turn, they’ll be interested in you. “From there, the sky’s the limit,” he promises.

On what he’s proudest of – “I’m proudest of the relationships I’ve made over the years, and how those relationships have fueled success and impact for the businesses and communities we’re part of.”