Episode #02: Pat Ennis

"Oftentimes people know their solutions, it is in them, we just have to ask the right questions for them to say what the solutions are." - Pat Ennis

Pat Ennis is a founder and President of ENNIS Legacy Partners. He helps business owners build sellable business value, control their exit, and leave their desired legacy. Pat has extensive executive leadership experience in wealth management and the non-profit sector. Additionally, Pat is a host of the Exit Readiness Podcast

I have known Pat for over 20 years and have experienced his skill at asking targeted and meaningful questions. His model of humility and patiently asking questions has been beneficial over the years. Our discussion provides a tangible example of the path curiosity can take a conversation.

We cover a lot of ground in our discussion. Pat explains how sales and serving his clients is first and foremost about being curious and taking a genuine interest in the individual sitting across the table. He talks about using questions to test assumptions and how asking meaningful questions is a means of loving others.

I thoroughly enjoyed the discussion, laughter, wisdom and the impromptu invite at the end.

I trust you will enjoy the conversation as much as I did.

Show Notes

Pat explains early work history with questions [3:10]

How Pat got started selling insurance right out of High School [5:20]

How interest in others drives techniques [7:09]

ENNIS Legacy Partners origin story and how business owners were an inspiration [9:26]

Three questions Pat asks business owners about plans for selling a business [12:35]

Being present in today's world and the benefit to others and yourself [16:50]

Intentional about being presents and interested [18:45]

Testing assumptions [20:29]

Coaching Business Leaders [21:32]

Counseling and recommended speaking to listening ratios [23:00]

Discussing the confirmation question, "you know I'm for you?" in difficult conversations [24:30]

Humility and the desire to seek to understand [28:00]

Impact of social media on the ability to foster conversation [34:45]

What does it look like to love others [39:30]

How to meet others [47:43]

Contact information for Pat Ennis [54:30]

Reources Mentioned:

ENNIS Legacy Partners

Peter Drucker Quote: "My greatest strength as a consultant is to be ignorant and ask a few questions"

David Powlison & Christian Counseling and Educational Foundation

Because Of Them We Can

Philippa Hughes

Brene Brown

Cal Fussman

Questions Asked:

When did you first understand the power of questions?

How did you get so interested in questions to begin with?

Were you given training or sent to the wolves?

Have you modified your questions through different jobs?

Did your curiosity about others start with work?

Have you found any particular questions that are useful in different circumstances?

When are you thinking you want to exit or leave your business?

Do you know how much money you are going to need to do what you want to do next?

Have you thought about who you want to sell the business to?

Why do you think that is the only thing you can do?

Do you think there is a hack to asking better questions or do you just have to ask many to get to the answer?

Do you use any other questioning techniques for other areas?

Do you know I'm for you?

Have you had any mentors that helped you with questions?

How do you see questions used in the world are they used enough?

Do you think social media is impacting our ability to have conversations?

Do you find that asking questions communicates care for other people?

What are three go-to questions to meet new people?

Why is your best friend your best friend?