1 00:00:00,480 --> 00:00:01,860 Evan Zachary Rabin: We're getting too emotional here. 2 00:00:02,100 --> 00:00:03,330 Why did you blunder here? 3 00:00:03,510 --> 00:00:04,890 90% of the time? 4 00:00:04,890 --> 00:00:07,800 There was actually some sort of reason that. 5 00:00:16,170 --> 00:00:18,689 David Shriner Cahn: Welcome to smashing the plateau. 6 00:00:18,750 --> 00:00:22,530 We help you get unstuck so you can do what you love and get paid. 7 00:00:22,530 --> 00:00:24,509 What you're worth consistently. 8 00:00:24,900 --> 00:00:31,290 I'm your host David Schreiner Kahn today on episode 605 of smashing the plateau. 9 00:00:31,620 --> 00:00:32,790 I'm speaking with Evan. 10 00:00:33,955 --> 00:00:38,035 Evan has the unique combination of mastery at what he loves to do. 11 00:00:38,245 --> 00:00:40,255 Plus competence and sales and business. 12 00:00:41,160 --> 00:00:47,010 His niche, chess has lessons for all of us in how we can respond to unexpected 13 00:00:47,010 --> 00:00:51,459 obstacles, stay with us to hear all the details, figuring out your unique 14 00:00:51,459 --> 00:00:54,999 combination of what you love and what you're competent at doing is one 15 00:00:54,999 --> 00:00:56,709 of the keys to success in your own. 16 00:00:57,849 --> 00:01:01,539 Helping you find your uniqueness is just one of the ways the smashing the 17 00:01:01,539 --> 00:01:05,859 plateau community can help you launch and grow your consulting business. 18 00:01:05,919 --> 00:01:09,729 Especially if you've had a long career as a high achieving employee 19 00:01:09,999 --> 00:01:11,769 before you became a consultant. 20 00:01:12,279 --> 00:01:16,269 I know I've always had a great deal of trouble seeing my own uniqueness. 21 00:01:16,329 --> 00:01:20,559 That's why I've learned to rely on the wisdom and feedback of trusted colleagues. 22 00:01:21,319 --> 00:01:24,529 You can have the benefit of a whole community of trusted colleagues. 23 00:01:24,529 --> 00:01:28,429 When you join the smashing the plateau community, go to smashing 24 00:01:28,429 --> 00:01:30,919 the plateau.com/community. 25 00:01:30,919 --> 00:01:31,759 To learn more. 26 00:01:32,239 --> 00:01:34,909 That's smashing the plateau.com/. 27 00:01:36,069 --> 00:01:37,119 Now let's welcome. 28 00:01:37,149 --> 00:01:40,149 Evan Raman, Evan was born and raised in New York. 29 00:01:40,389 --> 00:01:43,779 After working in corporate America, doing enterprise sales 30 00:01:43,779 --> 00:01:45,549 at Oracle and rapid seven. 31 00:01:45,579 --> 00:01:48,819 He formed premier chess in September, 2017. 32 00:01:49,269 --> 00:01:52,629 Premier chest currently runs programs in over 80 schools and 33 00:01:52,629 --> 00:01:54,309 companies, including the law firm. 34 00:01:54,309 --> 00:01:57,999 Kramer-Levin, he's a us chess national master Evan. 35 00:01:57,999 --> 00:01:58,419 Welcome to the. 36 00:01:59,319 --> 00:02:01,659 Thank you so much for having me, my pleasure. 37 00:02:01,689 --> 00:02:03,459 So tell me a little bit about your career. 38 00:02:03,517 --> 00:02:04,264 it's interesting. 39 00:02:04,534 --> 00:02:07,874 You went corporate and then you didn't, what's behind that. 40 00:02:07,925 --> 00:02:12,485 Evan Zachary Rabin: basically I graduated Brandeis university in May, 2012. 41 00:02:12,545 --> 00:02:15,965 I was studying business and international global studies. 42 00:02:16,058 --> 00:02:20,777 after a very brief stint, working at chess in the schools for six 43 00:02:20,777 --> 00:02:23,237 months, I started my career. 44 00:02:23,267 --> 00:02:23,327 Yeah. 45 00:02:24,347 --> 00:02:28,247 Oracle where I was doing enterprise sales for three years. 46 00:02:28,637 --> 00:02:32,690 And then I went to rapid seven, selling data security for. 47 00:02:33,965 --> 00:02:35,285 And it was enjoyable. 48 00:02:35,285 --> 00:02:36,455 I love sales. 49 00:02:36,455 --> 00:02:41,933 I love, working, with great individuals and, being analytical 50 00:02:42,143 --> 00:02:46,977 in sales, but ultimately cited that, want to sell what I love. 51 00:02:46,977 --> 00:02:51,987 So in September, 2017, I formed premier chess. 52 00:02:52,377 --> 00:02:55,584 And within the first two months of the business, we were in 14 schools and 53 00:02:55,584 --> 00:02:57,433 had 10 instructors, working for us. 54 00:02:57,529 --> 00:02:58,223 just kept going through. 55 00:02:58,958 --> 00:03:00,158 David Shriner Cahn: Ah, congratulations. 56 00:03:00,218 --> 00:03:02,048 What does it mean to be analytical in sales? 57 00:03:02,498 --> 00:03:02,678 I 58 00:03:02,678 --> 00:03:07,178 Evan Zachary Rabin: think what it comes down to is always trying to figure out 59 00:03:07,558 --> 00:03:10,178 how you could carve out your territory. 60 00:03:10,538 --> 00:03:12,218 Look for the low-hanging fruit. 61 00:03:12,298 --> 00:03:15,148 I remember when I first started at Oracle, my good friend and 62 00:03:15,148 --> 00:03:17,388 mentor bill Peterson, he used to. 63 00:03:18,373 --> 00:03:22,885 Mentioned that, a lot of sales reps and when it first starting out, they 64 00:03:22,885 --> 00:03:27,187 look for, the big whales they look for, their biggest deals possible. 65 00:03:27,577 --> 00:03:31,102 But at the end of the day, those are a little bit difficult and 66 00:03:31,102 --> 00:03:35,660 it's better to, work for, smaller upgrades and things like that. 67 00:03:35,720 --> 00:03:38,630 I actually wrote a blog post a couple of weeks ago about the 68 00:03:39,110 --> 00:03:40,820 parallels between sales and. 69 00:03:41,555 --> 00:03:44,945 And I talked about low-hanging fruit and now it's the same 70 00:03:44,945 --> 00:03:46,431 thing on the chess board. 71 00:03:46,431 --> 00:03:51,295 I have a lot of beginner and intermediate students, so it will pretty much 72 00:03:51,295 --> 00:03:56,956 every single time they could go for an attack, but that's not always justified. 73 00:03:56,956 --> 00:04:01,139 yes, the ultimate goal of a chess game is checkmate, means the king isn't check 74 00:04:01,139 --> 00:04:07,439 and there's no way to get out of check, but at the end of the day, a lot of. 75 00:04:08,219 --> 00:04:11,439 Master games don't actually end in check me, you get a material 76 00:04:11,439 --> 00:04:12,549 advantage and then you win. 77 00:04:12,879 --> 00:04:19,137 So the point is, you need to look for the specific weaknesses and figure out where 78 00:04:19,137 --> 00:04:23,067 to attack and whether it's on the board or in sales or anything else for that 79 00:04:23,067 --> 00:04:23,367 David Shriner Cahn: matter. 80 00:04:23,907 --> 00:04:24,057 Yeah. 81 00:04:24,067 --> 00:04:25,827 The other parallel that comes to my mind is. 82 00:04:26,577 --> 00:04:29,867 Entrepreneurs in particular are often enamored of, what they 83 00:04:29,867 --> 00:04:33,647 perceive to be massive breakthroughs that other people achieve. 84 00:04:34,397 --> 00:04:37,381 And they try to get them and they hope to get them. 85 00:04:38,461 --> 00:04:42,361 Often much more quickly than is actually realistic. 86 00:04:42,781 --> 00:04:45,661 What we typically don't see is that when somebody else has used a 87 00:04:45,661 --> 00:04:49,591 breakthrough, there've been hundreds or maybe even thousands of tiny steps 88 00:04:49,591 --> 00:04:53,521 and pivots along the way, and those steps and pivots take a lot of time. 89 00:04:53,821 --> 00:04:58,531 They take energy, they take focus, they take perseverance and, which 90 00:04:58,531 --> 00:05:02,360 speaks to your comment about the low hanging fruit and going for the 91 00:05:02,650 --> 00:05:04,040 incremental steps along the way. 92 00:05:05,015 --> 00:05:06,656 Evan Zachary Rabin: Yeah, and I think it's. 93 00:05:06,674 --> 00:05:12,653 important to, consider and I think, yeah, every entrepreneur and chess 94 00:05:12,653 --> 00:05:15,303 player definitely has a drive. 95 00:05:15,303 --> 00:05:19,214 that I would say is more important in a way than even like 96 00:05:19,214 --> 00:05:21,497 studying, chess or anything else. 97 00:05:21,564 --> 00:05:24,206 you could study sales all you want, but until you actually get 98 00:05:24,206 --> 00:05:27,416 into like the weeds of it and do it, you're not going to succeed. 99 00:05:27,445 --> 00:05:29,155 that's why we were in 14 schools. 100 00:05:30,175 --> 00:05:32,889 Literally two months, but we just went at it. 101 00:05:33,249 --> 00:05:36,339 David Shriner Cahn: So Evan, how did it feel to suddenly make this huge 102 00:05:36,339 --> 00:05:41,019 shift and focus all your time and energy on something that you love 103 00:05:41,019 --> 00:05:44,079 as opposed to something that was interesting and maybe you were good 104 00:05:44,079 --> 00:05:48,519 at, but wasn't fueling something that was a kind of a personal desire. 105 00:05:48,969 --> 00:05:49,359 Evan Zachary Rabin: Yeah. 106 00:05:49,414 --> 00:05:49,884 I would say. 107 00:05:49,951 --> 00:05:52,261 we just look, everyone says it right. 108 00:05:52,261 --> 00:05:55,481 When you do something you love, you're not exactly working. 109 00:05:55,497 --> 00:05:59,157 there are definitely elements that I don't like, of course. 110 00:05:59,187 --> 00:06:03,091 And, imagine outsourcing most of those, we recently brought on a full-time 111 00:06:03,691 --> 00:06:07,264 part-time, operations and finance person, in releasing a lot of the 112 00:06:07,264 --> 00:06:08,805 burden of, some of the operations. 113 00:06:09,600 --> 00:06:10,750 But, everything else. 114 00:06:10,750 --> 00:06:13,253 I pretty much love, I love going to classrooms. 115 00:06:13,273 --> 00:06:16,880 I love teaching, I love the, all the corporate classes that we do. 116 00:06:17,420 --> 00:06:22,976 I love hiring instructors and networking beyond podcasts like this, just 117 00:06:22,976 --> 00:06:26,375 talking about what we do, it's just never a dull moment, All in, around 118 00:06:26,375 --> 00:06:30,526 from meeting to meeting, it's not being in the office and, I'm flexible. 119 00:06:30,597 --> 00:06:33,740 I don't see myself ever working again, for someone. 120 00:06:33,848 --> 00:06:34,028 And 121 00:06:34,028 --> 00:06:37,688 David Shriner Cahn: the other thing is you as an entrepreneur, once we've been doing 122 00:06:37,688 --> 00:06:43,268 it for a period of time, most of the time, somebody else doesn't really want to hire. 123 00:06:44,318 --> 00:06:45,968 We don't make good fits as employees. 124 00:06:46,568 --> 00:06:47,168 No, it's very 125 00:06:47,168 --> 00:06:47,558 Evan Zachary Rabin: true. 126 00:06:47,618 --> 00:06:47,798 Yeah. 127 00:06:47,798 --> 00:06:50,608 That's why I was just networking with someone the other day, who 128 00:06:50,678 --> 00:06:53,323 does sales at Google, she, and how we could help each other. 129 00:06:53,323 --> 00:06:57,466 And he was like, Hey, by the way, do do wine potentially get hired? 130 00:06:57,466 --> 00:07:00,784 And I said no, it's just it felt weird to say that, to turn someone 131 00:07:00,784 --> 00:07:03,631 down at Google, but, still, 132 00:07:03,700 --> 00:07:03,880 David Shriner Cahn: Yeah. 133 00:07:03,956 --> 00:07:06,776 congratulations on a and what you have achieved. 134 00:07:06,956 --> 00:07:11,096 How far in were you Evan, when you felt like what the business that 135 00:07:11,096 --> 00:07:13,605 you had launched was sustainable? 136 00:07:13,605 --> 00:07:17,161 Evan Zachary Rabin: pretty much like in those first two months and it was 137 00:07:17,161 --> 00:07:22,991 sustainable, also frankly it's not as much of a niche as people think 138 00:07:23,081 --> 00:07:24,499 either, in New York alone there. 139 00:07:25,524 --> 00:07:28,996 Off the top of my head, 12 jazz companies and more, and has 140 00:07:28,996 --> 00:07:31,127 been working for, many years. 141 00:07:31,667 --> 00:07:36,428 So I just knew, from prior history that it could definitely work, especially 142 00:07:36,428 --> 00:07:41,662 with my sales background and willingness to, run programs around the country. 143 00:07:42,352 --> 00:07:44,692 And I pretty much never looked back. 144 00:07:44,932 --> 00:07:48,262 David Shriner Cahn: So given the fact that there was competition, what do you 145 00:07:48,262 --> 00:07:51,022 think differentiated you, your business? 146 00:07:51,997 --> 00:07:55,177 From what was already out there so that you could gain traction pretty 147 00:07:55,177 --> 00:07:55,657 Evan Zachary Rabin: quickly? 148 00:07:56,257 --> 00:07:59,767 I would say the biggest thing is my business acumen. 149 00:08:00,097 --> 00:08:05,320 Most of the chess companies and New York, are run by chess players, who are great at 150 00:08:05,920 --> 00:08:10,888 chess and great at teaching, but they're just not particularly great at sale. 151 00:08:10,915 --> 00:08:15,175 I've had schools be surprised that we would even send them a statement of work 152 00:08:15,685 --> 00:08:19,901 compared to like previous just companies that they've worked with, years ago that 153 00:08:19,901 --> 00:08:21,851 just said, Hey, we're coming in tomorrow. 154 00:08:21,851 --> 00:08:22,511 Okay, great. 155 00:08:22,646 --> 00:08:25,946 and for me coming from Oracle and rapid seven, like there's no 156 00:08:25,946 --> 00:08:29,066 way I would start working at a school without a signed contract. 157 00:08:29,936 --> 00:08:30,086 Yeah. 158 00:08:30,806 --> 00:08:34,648 It's like common sense to me, that thing it's just being very professional 159 00:08:35,548 --> 00:08:41,730 standards, making sure that, Marshall very hands-on, but all of our programs 160 00:08:41,730 --> 00:08:45,932 as much as possible, especially obviously our New York schools, we do 161 00:08:46,142 --> 00:08:49,232 some schools around the country that are a little harder to visit, but 162 00:08:49,232 --> 00:08:54,624 even them, I communicate every week and, I value in every way as possible. 163 00:08:55,554 --> 00:08:56,844 And yeah. 164 00:08:56,994 --> 00:09:02,845 So the last, big thing is being a master, as well. 165 00:09:03,055 --> 00:09:07,034 I am rated in the top 1.5% of players, in the country. 166 00:09:07,334 --> 00:09:07,664 There are. 167 00:09:08,459 --> 00:09:12,796 A few other just companies, held by masters, some aren't, it all the 168 00:09:12,796 --> 00:09:16,756 time people tell me like, oh wow, you must be such a good chess player. 169 00:09:16,756 --> 00:09:17,806 You run a chess company. 170 00:09:18,316 --> 00:09:22,066 And I honestly laugh because my biggest competitor is not run by 171 00:09:22,066 --> 00:09:24,196 a trusted or rated chess player. 172 00:09:25,246 --> 00:09:29,794 It is what it is, And he actually has some great instructors and 173 00:09:29,794 --> 00:09:31,774 staff who are titled players. 174 00:09:31,804 --> 00:09:34,714 But yeah, it's definitely not like an obvious. 175 00:09:35,309 --> 00:09:37,839 That you could be a strong chess player to, to run a test company. 176 00:09:37,852 --> 00:09:42,052 David Shriner Cahn: So you have the unique combination of love and 177 00:09:42,052 --> 00:09:45,502 competence for the sector that you're in. 178 00:09:46,192 --> 00:09:48,982 Evan Zachary Rabin: Yeah, I would say love confidence. 179 00:09:49,058 --> 00:09:53,648 also the business skills I did actually before premier chess also 180 00:09:53,648 --> 00:09:57,321 start a different company, pillar sales that, Dale tails for starting. 181 00:09:58,196 --> 00:10:02,036 Did that for about a year and she'd while I was teaching chess 182 00:10:02,036 --> 00:10:03,806 a little bit like on the side. 183 00:10:04,136 --> 00:10:06,296 David Shriner Cahn: And were you full-time in that other company? 184 00:10:06,686 --> 00:10:07,329 Mostly. 185 00:10:07,332 --> 00:10:11,240 Evan Zachary Rabin: I was teaching chess like 10% and doing that in 90% of, 186 00:10:11,630 --> 00:10:12,320 David Shriner Cahn: ah, okay. 187 00:10:12,410 --> 00:10:14,690 But you weren't working in corporate at that point? 188 00:10:15,110 --> 00:10:15,440 No. 189 00:10:16,370 --> 00:10:16,820 Okay. 190 00:10:17,210 --> 00:10:19,577 What made you decide to start the sales company for. 191 00:10:19,577 --> 00:10:23,190 Evan Zachary Rabin: actually one of my former Oracle colleagues, Jad 192 00:10:23,190 --> 00:10:28,884 Shaheen had a FinTech startup and, he was at the time struggling for 193 00:10:28,884 --> 00:10:32,184 salespeople and just met me one day. 194 00:10:32,212 --> 00:10:37,098 and, he knew I was open to potentially leaving rapid seven. 195 00:10:37,908 --> 00:10:41,096 And, basically certain, I looked me in so many other entrepreneurs 196 00:10:41,096 --> 00:10:43,046 are struggling to find salespeople. 197 00:10:43,436 --> 00:10:45,666 Why don't we consider doing this? 198 00:10:45,666 --> 00:10:47,810 starting a sales outsourcing business. 199 00:10:48,230 --> 00:10:51,976 And I brushed him away actually from the idea didn't really 200 00:10:52,025 --> 00:10:53,465 make that much sense to me. 201 00:10:54,065 --> 00:10:57,504 And then literally two nights later, I was at a Shabbat dinner 202 00:10:57,714 --> 00:11:02,364 and talking to my friend, Jonah, who is a serial entrepreneur. 203 00:11:02,364 --> 00:11:03,946 And I literally just asked him, what is. 204 00:11:04,771 --> 00:11:07,921 Doing, and he was like, wow, I'm starting this like sales business, 205 00:11:07,952 --> 00:11:12,032 And I was like, whoa, like I just was talking to my friend. 206 00:11:12,042 --> 00:11:14,282 Dad felt like almost the same thing. 207 00:11:14,342 --> 00:11:15,032 Two days ago. 208 00:11:16,112 --> 00:11:18,125 I, started to think about it a little bit more. 209 00:11:18,125 --> 00:11:21,667 And eventually all of us met up one day, he and his two business 210 00:11:21,667 --> 00:11:23,827 partners and Jad and all that. 211 00:11:24,667 --> 00:11:27,528 And then, it was interesting cause eventually Jonah and Jad actually 212 00:11:27,528 --> 00:11:32,208 pulled out pretty early on, but then the three of us stayed Dale and John 213 00:11:32,238 --> 00:11:34,148 took a night and it was a lot of fun. 214 00:11:34,148 --> 00:11:35,296 I, did it for a year. 215 00:11:35,296 --> 00:11:39,968 I was traveling around the world in Iceland, Israel, England, meeting 216 00:11:39,968 --> 00:11:43,217 startups that were looking to come to the U S w it wasn't easy. 217 00:11:43,217 --> 00:11:47,188 And at the same time, I was, teaching chess again in New York. 218 00:11:47,608 --> 00:11:47,948 And. 219 00:11:47,978 --> 00:11:49,208 like, why not do this? 220 00:11:49,234 --> 00:11:50,294 why not tell chess? 221 00:11:50,323 --> 00:11:54,325 I did have a couple of connections as well and just, yeah, got it. 222 00:11:54,325 --> 00:11:55,165 Got the ground running. 223 00:11:55,525 --> 00:11:56,635 David Shriner Cahn: Yeah, it makes a lot of sense. 224 00:11:56,695 --> 00:12:01,105 So in fact, the chest business is your second business, correct. 225 00:12:01,645 --> 00:12:02,005 Got it. 226 00:12:02,365 --> 00:12:06,595 So now in your current business, Who do you describe as your ideal client? 227 00:12:07,015 --> 00:12:08,965 Evan Zachary Rabin: So for us, it's pretty broad. 228 00:12:09,085 --> 00:12:13,135 We do have three main types of clients. 229 00:12:13,225 --> 00:12:17,765 We have our corporate clients that are generally 50 employees. 230 00:12:17,785 --> 00:12:25,615 They're not in particular law firms, tech firms, and hedge funds and banks as well. 231 00:12:26,065 --> 00:12:29,995 Those are just some verticals that certainly have a lot of test players. 232 00:12:30,910 --> 00:12:35,770 Then we also do a lot of school programs all around the country, really 233 00:12:35,770 --> 00:12:40,870 every type of school from preschool to 12th grade, public charter, 234 00:12:40,870 --> 00:12:42,670 private, it doesn't really matter. 235 00:12:42,830 --> 00:12:43,870 We could be there. 236 00:12:44,170 --> 00:12:49,481 And then, individuals, three to 100 plus that are looking to, learn business 237 00:12:49,481 --> 00:12:51,411 and life lessons through the game. 238 00:12:51,411 --> 00:12:53,658 whether it be privately or, in a group class, 239 00:12:54,498 --> 00:12:56,298 David Shriner Cahn: what's the most common problem you saw? 240 00:12:57,288 --> 00:13:02,658 Evan Zachary Rabin: The biggest problem we have for organizations in 241 00:13:02,658 --> 00:13:09,027 particular is just giving organizations platform, basically as a playground 242 00:13:09,027 --> 00:13:11,667 for critical thinking and development. 243 00:13:12,057 --> 00:13:19,377 So we realized that for instance, with lawyers, that frame 11, that we 244 00:13:19,377 --> 00:13:21,149 teach, once a month, they're attorneys. 245 00:13:21,228 --> 00:13:23,943 they know law in and out, and many of them have been 246 00:13:23,943 --> 00:13:27,183 practicing for, 10, 20 plus years. 247 00:13:27,513 --> 00:13:32,103 But at the end of the day, every single case is different know, just like on a 248 00:13:32,103 --> 00:13:37,548 chess board, I, all the time we'll go over games with students and I'll ask a 249 00:13:37,548 --> 00:13:39,768 student, oh, why do you make this move? 250 00:13:39,768 --> 00:13:43,721 And in a given opening position and be like, oh, that's like the common moves. 251 00:13:43,721 --> 00:13:44,550 That's what I normally do. 252 00:13:44,550 --> 00:13:46,848 and then I'll say, have you seen this position before? 253 00:13:47,568 --> 00:13:50,618 And then he'll start to say, yeah, I've seen similar positions and 254 00:13:50,618 --> 00:13:54,198 I'm like, no, I asked that, have you seen this position before? 255 00:13:54,648 --> 00:13:55,048 No. 256 00:13:55,078 --> 00:13:55,648 I haven't either. 257 00:13:56,068 --> 00:13:56,818 So guess what? 258 00:13:56,818 --> 00:14:01,586 This case is a little bit different, but it's, thinking about what you've learned 259 00:14:01,586 --> 00:14:03,065 before, but also thinking right here. 260 00:14:03,161 --> 00:14:06,341 David Shriner Cahn: So how do you deal with unexpected situations 261 00:14:06,791 --> 00:14:11,921 Evan Zachary Rabin: dealing with unexpected situations and also being able 262 00:14:11,921 --> 00:14:18,182 to, even if it's something that you've seen before, not rushing through it? 263 00:14:18,632 --> 00:14:19,862 I not, yes. 264 00:14:19,862 --> 00:14:24,872 Using your instincts that obviously I think is a very important part of 265 00:14:24,902 --> 00:14:26,942 jazz for business or anything else. 266 00:14:27,332 --> 00:14:28,712 They're not blindly doing it. 267 00:14:29,657 --> 00:14:31,847 David Shriner Cahn: Yeah, I think that not rushing through it when you're 268 00:14:31,847 --> 00:14:36,377 in an unexpected situation, sounds to me like a real aha moment for 269 00:14:36,377 --> 00:14:40,397 people, because particularly if the unexpected situation makes you feel 270 00:14:40,397 --> 00:14:44,927 uncomfortable, you may want to get it over with as quickly as possible. 271 00:14:45,872 --> 00:14:46,952 Evan Zachary Rabin: Yeah, absolutely. 272 00:14:46,952 --> 00:14:52,202 I just look chest half of them battle is controlling your emotions. 273 00:14:52,292 --> 00:14:56,042 My coach actually, who I master Leyanna do Dawson, who I'm working 274 00:14:56,042 --> 00:15:00,512 on a book with now actually is a former world championship candidate. 275 00:15:00,992 --> 00:15:05,076 I used to get annoyed and when we first started working together, because 276 00:15:05,216 --> 00:15:08,168 know, we'd go over one of my games and you'd say something like, oh, I 277 00:15:08,168 --> 00:15:09,398 haven't, we're getting too emotional. 278 00:15:09,442 --> 00:15:12,385 and I kept being like, I Astra, you're a chess coach. 279 00:15:12,385 --> 00:15:13,945 You're not my psychologist. 280 00:15:14,635 --> 00:15:18,310 And, he would then ask me, look, why did you blunder here? 281 00:15:18,430 --> 00:15:19,720 And I'm like, what? 282 00:15:19,810 --> 00:15:21,250 I made a silly mistake. 283 00:15:21,280 --> 00:15:22,805 I wasn't thinking let's move on. 284 00:15:22,805 --> 00:15:27,874 Let's go to the next, game or whatever, but, no, he would dig into it. 285 00:15:28,354 --> 00:15:30,264 And 90% of the time there was. 286 00:15:30,994 --> 00:15:34,564 Actually some sort of reason that I wondered whether I was, I 287 00:15:34,594 --> 00:15:36,244 missed the value of the position. 288 00:15:36,814 --> 00:15:41,596 I was thinking about something completely unrelated, like an exam the next 289 00:15:41,596 --> 00:15:45,776 day, or I was tired and I shouldn't have even played the tournament. 290 00:15:45,776 --> 00:15:46,847 I did that yesterday. 291 00:15:46,847 --> 00:15:49,897 Actually I played a tournament, it was scheduled, but I was running 292 00:15:49,897 --> 00:15:53,542 around on morning before, ran home, literally with a minute to spare, 293 00:15:53,565 --> 00:15:55,095 to hop on the online tournament. 294 00:15:56,115 --> 00:15:57,744 Of course, ponder is the first two games. 295 00:15:57,744 --> 00:16:00,804 I just wasn't in the mindset to play. 296 00:16:01,494 --> 00:16:06,231 So I think it's a, yeah, it really important to, be able to control that and, 297 00:16:06,288 --> 00:16:08,257 be able to, take a deep breath and, just. 298 00:16:09,112 --> 00:16:12,442 David Shriner Cahn: How important do you find your mindset is and how 299 00:16:12,442 --> 00:16:18,202 important do you find it is to understand your emotions when you're facing an 300 00:16:18,202 --> 00:16:23,563 unexpected situation in order to be able to come out on the other side with a 301 00:16:23,583 --> 00:16:31,363 move that is as successful as possible in terms of how it positions you for. 302 00:16:32,523 --> 00:16:34,363 Evan Zachary Rabin: I think it's extremely important. 303 00:16:34,363 --> 00:16:39,387 one common mistake that a lot of players, including myself make a 304 00:16:39,387 --> 00:16:44,445 lot, as much as I try not to is letting a domino effect happen. 305 00:16:44,471 --> 00:16:48,990 you make one mistake, you go from a winning position to, a slightly better 306 00:16:48,990 --> 00:16:52,605 position to lose a position to an equal, completely losing possession. 307 00:16:52,651 --> 00:16:53,461 very common. 308 00:16:54,031 --> 00:16:58,951 So the biggest thing I tell students all the time and I'd chill is look, 309 00:16:58,951 --> 00:17:03,273 you make a mistake and it happens, go get up, go get a drink of water, relax, 310 00:17:03,283 --> 00:17:06,870 take a deep breath, and come back to the board then and play a whole new game. 311 00:17:06,990 --> 00:17:08,313 Basically, as much as possible. 312 00:17:09,168 --> 00:17:13,119 Similarly, once people lose a game, they'll be so much more likely to 313 00:17:13,119 --> 00:17:16,053 lose another game and, a bunch more. 314 00:17:16,187 --> 00:17:21,389 yeah, I think, ultimately it really is just important to, take a deep breath 315 00:17:21,419 --> 00:17:26,486 and think about it as, a game that serious, but not like too crazy for the 316 00:17:26,486 --> 00:17:29,203 David Shriner Cahn: folks that you teach in a business context using. 317 00:17:30,178 --> 00:17:35,218 What are some of their takeaways when it comes to understanding their mindset 318 00:17:35,218 --> 00:17:41,130 and their emotions when they're dealing with one of these unexpected, yet 319 00:17:41,130 --> 00:17:44,310 critical junctures in their business? 320 00:17:44,970 --> 00:17:45,600 Evan Zachary Rabin: Yeah. 321 00:17:45,706 --> 00:17:51,377 I would say, business people, could struggle when there's no unexpected turn. 322 00:17:51,377 --> 00:17:54,993 I think COVID-19, of course is a very good example of that. 323 00:17:55,033 --> 00:17:57,213 A great example, of course. 324 00:17:57,288 --> 00:18:00,511 probably better than anything else, but, yeah. 325 00:18:00,511 --> 00:18:04,378 And much, 2020, pretty much businesses suddenly had to 326 00:18:04,378 --> 00:18:06,598 David Shriner Cahn: stop and some flourished and 327 00:18:06,598 --> 00:18:08,098 some pivoted and flourished, 328 00:18:08,638 --> 00:18:10,288 Evan Zachary Rabin: some pivoted and flourished. 329 00:18:10,321 --> 00:18:14,294 we did, we started running all of our programs virtually for the most part. 330 00:18:15,164 --> 00:18:16,004 But a lot more. 331 00:18:16,004 --> 00:18:19,664 I was actually quoted in the New York times about how our virtual business 332 00:18:19,664 --> 00:18:25,741 went up 150%, yet I honestly like almost disappoints me sometimes when I like 333 00:18:25,801 --> 00:18:29,971 still hear like some chest people test teachers, for instance, have not taught 334 00:18:30,001 --> 00:18:33,565 virtual classes, since then I was just like, whoa, don't, some of them have 335 00:18:33,565 --> 00:18:35,757 just been off know, never adapted. 336 00:18:36,267 --> 00:18:38,877 So yeah, like I think that the point is. 337 00:18:39,612 --> 00:18:45,880 Yeah, it's really important to be able to, use this as an opportunity, not a problem. 338 00:18:46,270 --> 00:18:52,101 And, ultimately take it and realize, things happen for a reason know, 339 00:18:52,101 --> 00:18:54,051 given the pandemic actually. 340 00:18:54,161 --> 00:18:58,151 personally, I've been able to connect people around the world. 341 00:18:58,176 --> 00:19:01,926 I've had one person who comes to mind is it's this lady Tundra. 342 00:19:01,963 --> 00:19:05,152 who's a life coach and Slovenia that I met networking. 343 00:19:05,152 --> 00:19:07,012 She's been on my podcast naturally. 344 00:19:07,012 --> 00:19:09,502 And I'm coming in horizontally in a few weeks. 345 00:19:09,606 --> 00:19:14,061 taking advantage of, the whole situation, BC, there's like a new 346 00:19:14,331 --> 00:19:18,365 competitor out there, use them as a partner, we've get tons of business 347 00:19:18,365 --> 00:19:22,544 from other trust companies and vice versa, so really it's important just 348 00:19:22,544 --> 00:19:26,380 to, you see something that's incorrect, it's, what could you learn from it? 349 00:19:26,950 --> 00:19:29,562 And, how could you actually use it to your advantage? 350 00:19:30,552 --> 00:19:31,902 David Shriner Cahn: Yeah, the ability to. 351 00:19:32,802 --> 00:19:35,862 To reflect, understand where you are, understand what's driving 352 00:19:35,862 --> 00:19:38,622 you and then learn from that. 353 00:19:38,622 --> 00:19:39,912 And pivot is really critical. 354 00:19:40,542 --> 00:19:44,524 Evan, we've covered a lot of territory about, your own career 355 00:19:44,524 --> 00:19:48,698 trajectory, the success that you have achieved in your business. 356 00:19:48,758 --> 00:19:50,018 And also. 357 00:19:50,553 --> 00:19:52,473 How you help your clients. 358 00:19:52,563 --> 00:19:56,613 If somebody wants to go deeper with anything we've discussed today, access 359 00:19:56,673 --> 00:19:59,943 any resources you may have or learn more about you get in touch with you 360 00:19:59,943 --> 00:20:01,113 where it'd be the best place for them. 361 00:20:01,823 --> 00:20:02,273 Evan Zachary Rabin: Thank you. 362 00:20:02,273 --> 00:20:02,873 So yeah. 363 00:20:02,903 --> 00:20:05,093 Thank you again for having me. 364 00:20:05,483 --> 00:20:08,423 And I do want to actually give a quick shout out to Gary Ireland, 365 00:20:08,423 --> 00:20:11,858 your previous guests, which is how I found out about you. 366 00:20:11,879 --> 00:20:17,524 he's also been on my podcast as well, but, yeah, if anyone is interested in learning 367 00:20:17,524 --> 00:20:22,837 more talking to you, Learning about options as a company, as a school, as an 368 00:20:22,837 --> 00:20:29,009 individual to, work with us, you could certainly check out premier chests.com or 369 00:20:29,009 --> 00:20:31,049 you could email Evan at premier, Jessica. 370 00:20:31,954 --> 00:20:32,404 David Shriner Cahn: Sounds great. 371 00:20:32,404 --> 00:20:35,374 Well, Evan, it's been a pleasure to have you on today. 372 00:20:35,404 --> 00:20:38,494 As part of the part of smashing the plateau. 373 00:20:38,704 --> 00:20:42,934 My guest today has been the CEO of premier chess academy. 374 00:20:42,934 --> 00:20:47,164 Evan, Raven, thank you for sharing your story with us. 375 00:20:47,164 --> 00:20:48,304 Smashing a plateau community. 376 00:20:49,009 --> 00:20:49,429 Evan Zachary Rabin: Thank you. 377 00:20:49,429 --> 00:20:50,419 My sincere pleasure 378 00:20:52,099 --> 00:20:54,019 David Shriner Cahn: when you visit the smashing the plateau 379 00:20:54,019 --> 00:20:59,119 website@smashingtheplateau.com, you'll find a summary of each episode, 380 00:20:59,119 --> 00:21:03,499 along with the links we mentioned on the show today, we learned how 381 00:21:03,499 --> 00:21:07,429 you use your unique combination of mastery at what you love to do. 382 00:21:07,669 --> 00:21:11,479 Plus other areas of competence to build a successful business, 383 00:21:12,499 --> 00:21:15,829 figuring out your unique combination of what you love and what you're 384 00:21:15,829 --> 00:21:17,509 competent at doing is one of the key. 385 00:21:18,034 --> 00:21:22,384 To success in your own business, helping you find your uniqueness. 386 00:21:22,384 --> 00:21:26,404 It's just one of the ways the smashing the plateau community can help you 387 00:21:26,404 --> 00:21:28,594 launch and grow your consulting business. 388 00:21:28,924 --> 00:21:32,704 Especially if you've had a long career as a high achieving employee 389 00:21:32,704 --> 00:21:34,324 before you became a consultant. 390 00:21:34,834 --> 00:21:38,164 The challenge is it's hard to see what makes you unique on your own. 391 00:21:38,764 --> 00:21:42,094 I know I've always had a great deal of trouble seeing my own uniqueness. 392 00:21:42,544 --> 00:21:46,474 That's why I've learned to rely on the wisdom and feedback of trusted colleagues. 393 00:21:47,329 --> 00:21:50,749 You can have the benefit of a whole community of trusted colleagues. 394 00:21:50,749 --> 00:21:54,859 When you joined the smashing the plateau community, go to smashing 395 00:21:54,859 --> 00:21:57,079 the plateau.com/community. 396 00:21:57,079 --> 00:21:57,919 To learn more. 397 00:21:58,159 --> 00:22:01,159 That's smashing the plateau.com/community. 398 00:22:01,669 --> 00:22:04,249 Thank you for taking the time to listen to our show. 399 00:22:04,549 --> 00:22:06,529 I'll see you on our next episode.