Turning Pain Into Purpose

In today’s episode, I sit down with Freshta Farzam to discuss the importance of credibility, emotional connection, and authenticity in business and life. I share my five essential elements of a successful pitch and explain why honesty creates stronger relationships with investors and customers. We also reflect on my journey from losing over $100 million to finding a deeper sense of purpose through the wisdom of my mother. From building meaningful connections across generations to turning adversity into opportunity, our conversation explores how faith, resilience, and a commitment to serving others can transform our greatest setbacks into opportunities for personal and professional growth. See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

• 0:00Speaker 00

  David, as a startup founder and in the business world yourself as well, I think we always have these questions, how to best pitch to investors as a founder. And I think you're one of the best candidates to actually ask.

• 0:11Speaker 01

  Yeah, I've actually, you know, I have so many shows on pitching. Elevator Pitch with Entrepreneur Magazine, Two Minute Drill, GoFundYourself. And I've heard thousands and thousands of pitches through my own Meltzer Cap, Meltzer Capital, Meltzer Funding. I spend each and every day listening to pitches of some sort. And I've come up with five different items for the perfect pitch. And I'd be happy as well to share them with your entire community. So number one is the most overlooked, and it's credibility. See, if you're 100% credible, honest, truthful, meaning, you know, the, don't say my revenue's up 300% if you did $9 last year.

• 0:56Speaker 01

  You know, we're looking for integrity of what's wrong, what you like, what you don't like, what's working, what's not working, what you know and what you don't know. This vulnerability and truth resonates the fastest, and it will also gain the most traction in any pitch. So number one thing to think about is how am I intentionally and unintentionally credible, honest, truthful at my essence and integrity? Number two is emotional connection. So people buy on emotion for logical reasons. So the next thing that we're going to do is we're credible. Now we're going to attach our hearts. So we talk about the emotional connection of what they feel.

• 1:40Speaker 01

  And that's going to help you tremendously if you're credible. The third thing is to quantify the reasons. So using a quantified analysis to get to the value of this is how much time, this is how much money, this is how much value that it's going to have quantitatively. And then impact is the fourth. You know, today, impact is so important. Of course, it ties into the first three. But if we can show that we're going to empower over a billion people with this app, or we are going to impact all these people that are in need, we're going to have a higher statistical success in our pitch.

• 2:21Speaker 01

  And then the last one is to create an arsenal of capability. So most people, what they do when they pitch is they create resistance and interference for themselves because they dump features, they dump benefits, they dump capability onto people. What you need to have is an arsenal. So if I have a pitch deck, for example, it's very short. It's about 12 slides. It has the credibility, emotional connection, reasons and impacts. And then I have about 100 slides in an addendum that is prepared to answer questions that will come up. So I'm using my capability, my features and benefits as an arsenal

• 3:05Speaker 01

  to help to support the time, value and emotion that continually change.

• 3:10Speaker 00

  Beautiful, David. And I think that that's why I love watching your videos as well, like connecting with you. Because I think people like you and me, we have the, one of the main strengths we have is the connection to the heart. That's what I noticed with me. That's why you resonated with me, I resonated with you and your content. Because that's when, when I do business, it's really like looking people in the eyes and actually feeling them, them feeling my strengths, my wishes, my vision, but also vice versa, me feeling them where they actually want to go. And that's when we align in also the content and in quantifying it. So I think that's, that's why it's very powerful what you're saying. Yeah, I appreciate it.

• 3:50Speaker 01

  Thank you.

• 3:53Speaker 00

  I've been working on a book last year on how to alchemize your pain and turn it into your power and step into your life purpose. And I think most of us entrepreneurs as well, we're somehow looking always for the bigger purpose. And for me, it was also intriguing to understand as well from many perspectives, to see how we all went through some losses. We all went through some weaknesses through some period of time where we had to take our sabbaticals or we had to take a time out and just really go inward. What was yours? What was your greatest loss that you turned to your greatest win in business as well?

• 4:32Speaker 01

  That's easy for me. Just set the stage because it's so significant spiritually as well. I grew up poor, a single mom raised six of us, five boys and a girl. My mom, I didn't listen to from the day I was probably born until the day she died, but I watched her. I watched her for 58 years before she passed. And it made me who I am. And so I wanted to be rich for one reason, to buy my mom a home to give her financial security. She wouldn't take help from anyone. We lived on food stamps at one time. She worked two jobs, second grade teacher, packed our dinner in a paper bag,

• 5:14Speaker 01

  drove us around while she filled up turnstiles with greeting cards at convenience stores just so we could eat. So when I lost over $100 million, it went bankrupt. You know, when you go bankrupt, no matter how much it was, you usually wait till the last second to tell your wife and you don't tell anyone else. So this was about to become a big surprise to my mom. But the worst part of the surprise was not only did I lose everything, but my name was on my mom's title. So I lost her home. They were going to evict my mom. This day, when I told my mom, I still get emotional. I went up to her door. I could barely breathe. I could barely speak.

• 5:57Speaker 01

  I was like a four-year-old hysterically crying. She answered the door in total fear. What's the matter? Is everybody okay? Are the kids okay? Is your wife okay? What's the matter, Dave? And I blurted it out like a four-year-old. I lost everything. I lost your home, mom. You need to move. And she looked me in the eyes and she said, oh, how can I help you? I said, Mom, I don't think you heard me. You need to move. I, I lost your home. No, no, sweetheart, I heard you. Do you need some money?

• 6:27Speaker 00

  No.

• 6:27Speaker 01

  Mom, why? Why is God punishing me? This is when she smirked at me and she looked at me. And she said, sweetheart, God, the source, your God does not punish anyone. He is protecting you, promoting you, loving you and perfecting you. You're almost 40 years old. It's time you figure this out. I'm here to help you. Now let's get to work. I immediately responded, well, I don't believe in God. And she smiled and hugged me while I was crying and said, son, you believe in God, you just believe in the wrong God. Now let's get to work.

• 7:08Speaker 01

  And so for me, it was a much bigger lesson than I could ever imagine my greatest economic loss. It was a lesson that every day of my life, the evidence that God puts in front of me is non-existent, or it's contrary to where I want to be or better. Because I'm not omniscient, all-powerful, all-knowing. I'm not infinite in my intelligence, intuition, inspiration and energy. But God is, your source is. And that was the day that I was going to start to figure out, not just the wisdom that it was going to take on my mission to make a lot of money for the sake of helping others and having fun, but on my mission, it was going to be, what am I doing to interfere with it?

• 7:52Speaker 01

  And so every day, even though I've made back more money than I've ever dreamed of, I help more people than I could imagine, you're living proof, meeting you. And I have so much fun being able to do what I want, when I want, with who I want, for as long as I want, that I know today, the evidence that's in front of me, I can't understand. It's non-existent. It's contrary to where I think I want to be or better, which is to empower over a billion people to be happy. And I know the evidence today says, no, I'm going to laugh at you, scoff at you and make fun of you again today. But with wisdom and faith, we can shorten the distance of resistance,

• 8:35Speaker 01

  the lapse of time between every problem that exists, every burden that turns to might, and the resolution, the resolution. You see, every problem has a solution already there. Just the lapse of time before it becomes a resolution, a resolution. And we get enlightened of what the lessons that we need to get to where we want to be or better. You are promoted, you are protected, you are loved and perfected. You just can't understand it.

• 9:02Speaker 00

  Beautiful, Sam. David, thank you. I really appreciate it. While you were talking right now, I've been just feeling into it. And it's just really, first of all, I'm sorry about the loss of your mother. And I think because I also lost my mother four years ago. I don't know, when was yours? When did you lose your mother?

• 9:19Speaker 01

  It'll be two years.

• 9:20Speaker 00

  Two years. Yeah, yeah, yeah. There you go. My November as well, so in a few months. So I think they're still with us. So it's just something where I feel right now, she is even stronger backing me up than ever, like while she was in a physical body. And this is the strength that you are carrying, the love for a mother, for the respect that you're showing as well while you're talking about her. This is something that many people are resonating with anyways. Like we sometimes just forget to put that emphasis also into the empowerment that we're working on actually. But this is a part of that empowerment.

• 10:03Speaker 00

  That is something very beautiful. And also that kind of slaps in life that we all somehow got. And we still stood up. And I think what you went through right now, what you were sharing with me here is it's one of the extreme painful steps. And bravo, kudos for actually shifting it. And this, this is, in my eyes, this is pure alchemy. This is really taking, again, like something lead and turning it into gold. The pain that you had to actually turn it back to gold. And because you were focused, you were focused on your mission, your purpose, your heart, that there is something bigger.

• 10:46Speaker 00

  And like your mom said, there is, and it's true, what she said that has also saved me. And many times that rejection is protection until I actually understood it and grasped it. And now it's, it's a game that I'm also trying to consciously play every day.

• 11:05Speaker 02

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• 11:33Speaker 00

  I remember one of your videos back then as well before I did my, I started my entrepreneurial journey in aviation industry. I was seeing one of your videos and it just really, you drilled it into my mind somehow. You know, it just, it gave me confidence in a moment when I had lost confidence, when I also had lost a lot, a lot in that time. And that's when you said, I think it was, even if you knock on 100 doors, number 101 is going to open eventually. I was like, shit, he's right, actually, yeah. And so, and that's why since then I've been a loyal follower of yours. David, how to approach or sell to the seven different generations that we are having currently?

• 12:18Speaker 00

  Some still struggle with digitalization. Let's say the baby boomers also, but also in business. There is a lot, a lot of businesses that struggle going even digital. And others are born with AI in their pocket. So what is the best way to approach customers with such high volatility?

• 12:38Speaker 01

  I created a framework to utilize for everyone from the youngest to the oldest people that we meet. And it is a consistent methodology of being able to explore value by getting to two different transitional questions. One, would it help you if? So we're going to have conversations that are directed to figure out how I can be of service or value to you. And the second question is, do you know anyone that can help me? So I'm going to direct my questions to figure out how you can provide value or someone you know can provide value, which is extremely powerful for most people today

• 13:22Speaker 01

  because that was non-existent when we were younger. The, this huge network that people can access. In fact, I created an entire strategic alliance group worldwide to help facilitate, to make easy the connections. Moreover, when we understand that we have an objective in our conversations of figuring out, would it help you if? Or do you know someone that can help me? I then use all four methodologies every single day to cover that spectrum of age groups in which you just described. So one, in person. Whoever I meet in person, my conversations are geared to how I can be of service or how you can help me.

• 14:07Speaker 01

  On the phone, via text or voice. My objective is to figure out how I can be of value by subject topic or expertise or how you can help me by subject topic or expertise. The third is email. Every day I'm emailing people how I can be of service or value, asking them or how if they know someone that can help me. Join my group. I have a great group that allows people to help me and allows people to be of service and of value as well. Remember, the secret sauce of all business is to have people buy from you and sell for you for life. If you have a community, even a small community, that is buying from you

• 14:49Speaker 01

  and selling for you for life, you'll never have to work again. I promise your grandkids won't have to work. And so the final one is what most people get confused about. It's social media. They, you need to ask on social media, how could I be of service or value? Would it help you if? Or do you know anyone that could help me? So in person, on the phone, via email and social media will cover the entire spectrum. And then utilizing a questioning of subject topics and expertise that resonate with you or important to you or important to the other person to figure out how you could be of service or value? Would it help you if? Or how they could help you or know someone that can help you? It's not rocket science, but it's contrary to human nature

• 15:32Speaker 01

  because human beings don't like two things. They don't like repetition and they don't like honesty. This is human nature. Study history, you'll see throughout history, human beings don't like repetition and they don't like honesty, especially being honest with themselves, which is something you and I started with. So if you're not asking for help, if you're not receiving help, you are cheating the people that are out there that are willing and able and capable of helping you. Stop cheating other people of their higher self. Start asking, do you know anyone that could help me?

• 16:06Speaker 00

  Beautiful. Thank you. I think what you just said, that the honesty, that people don't like honesty. I think it's true. People are scared of honesty, but like you said, people are very touched though. Once you crack that, that layer open, they're very touched when, when you are honest. And that's what you are and that's what I am. And I think that's why people do resonate with us. And the purpose needs to be, and the heart needs to be at the right place. And that, and that's what I love about you. So yeah, I appreciate that.

• 16:36Speaker 01

  Appreciate you and appreciate this interview.

• 16:38Speaker 00

  What do you think about alchemists, just in general?

• 16:40Speaker 01

  Well, I'm a vibration and frequency person. So I believe that the thing that vibrates the fastest is the truth. And an alchemist lives to the essence, the frequency, the vibration of the truth, the potential that they have, unworried about what other people think, what's missing, what they don't have, what social media presents us with that we should desire. But if you'd like to live in a divine direction and figure out what you're doing to interfere with it, alchemy and alchemists are the people you want to surround yourself with.

• 17:10Speaker 00

  Beautiful. Thank you. Thank you, David.