• by John Durham , January 11, 2002

The current issue of FORTUNE (1.7.02) reports on a Florida "boot camp" for business executives which claims that "sustained high achievement requires not just a sharp intellect but also physical strength, emotional intelligence, and a strong sense of purpose." Finding the right "balance" can, says the story, help you "become a better worker."

Part of the $3,000/72 hour intense self-examination is the following quiz, which for free and in no time I have answered as it applies to, well, me - an Internet advertising executive. Perhaps my answers will work for you, too.

(1) - If you were on your deathbed and you wanted to tell your children - or the young people to whom you are close - the three most important things that you've learned in life, what would they be?
Never take options in lieu of a higher salary; There is no "path" to profitability, it is a minefield; Hang up when anyone says "cost per action."

(2)- What gives you the greatest joy, satisfaction, and renewal in your life, and how could you do more of it?
Getting a phone call from an advertiser I have been pitching for 18 straight months with no apparent success, telling me we are getting a $2 million order and he is messengering over the check in advance. I already pray for this five times a day rotating my kneeling orientation between Cincinnati, Chicago, New York, Austin and Redmond, so I'm not certain there is more I can do.

(3) - Who are you without your job, your money? Describe in detail.
This is one of those chicken-or-egg questions. Without a job I have no life, can't go see the 49ers play, can't buy my favorite wines, can't keep wax on the Range Rover. Spending all of my time wracked with anxiety because I got downsized and unsure when or if I'll get another job (especially in this industry) does not appeal to me as a satisfying "alternative" lifestyle. But thanks for asking.

(4) - What activities could you add to your life that would be a source of richness and joy?
Only meeting with media buyers who don't want me to "prove" that Internet advertising works; who are willing to pay a fair CPM for a fair amount of quality exposure; who don't need to "think about it;" or who don't think their time is more valuable than mine.

(5) - Think of someone you admire deeply - and explain why.
When you are in sales you try to develop a demeanor that radiates the impression that you admire everybody, especially the person who can give you business. But the people I really admire are the graduate students I teach at a local university. Why? Because they still believe anything is possible in this business. They don't wallow in self-pity about the dot-com fortunes they just missed making or the investments they lost in the next "big thing," or their deminished portfolio values. They don't whine about their career status, since they don't yet have one to whine aboutand have that healthy ingénue perspective that with hard work and a little luck they can make a difference. I keep hoping I'm breathing enough of the same air they are.

-- John Durham is the President of Winstar Interactive Media