Do you want to sell more memberships for your personal training gym? Tom Leo has sold millions in personal training, and is now in sales for the gym business consulting industry alongside Vince Gabriele and the SPF mastermind. In today's episode, we talk about all the critical skills and tactics you need to apply to sell more for your training gym!

Is your Performance Improvement Plan (PIP) just a formality before a firing?

If so, you’re failing as a leader. In this episode, we dive into the "coward’s way out" of management and how to transform the dreaded PIP into a genuine tool for growth in your fitness business.

Most leaders wait too long to intervene, turning the PIP into a "pink slip before the pink slip." We’re breaking down the exact structure you need to give your employees a real chance to succeed—or exit with mutual respect.

CJ Appenzeller built a 550-square-foot storage space into a five-location training operation across South Jersey — and he did it without sacrificing the technical excellence that made him an industry expert. In this episode, CJ breaks down the exact framework he uses to scale coaching expertise across multiple locations: how he documents every movement standard into a "playbook" course shell, why he hires great people over great coaches, and the hard-and-fast training convictions that keep his product consistent at scale. We also go deep on the ego death required to stop being the technician, the Dunning-Kruger trap that makes experienced coaches harder to onboard than beginners, and why the gray area in your coaching standards is slowly killing your business. What you'll learn: The "playbook" system CJ uses to onboard coaches and maintain quality across 5 locations Why hiring people with zero coaching experience often beats hiring experienced coaches How to turn technical expertise into a scalable business (without losing what made you great) The pre-mortem exercise that reframes your entire career How to build industry authority through content, coaching trees & relentless curiosity Why having hard convictions — not nuance — is what actually scales

Fitness Sales Objection Handling: The 3-Objection Framework for Gym Owners

Most sales reps choke on objections — not because they're hard, but because they never train for them. In this episode, you'll get a repeatable framework for navigating the three objections every fitness sales conversation produces: "I need to think about it," "I have to talk to my spouse," and the money objection.

What you'll learn: – Why "overcoming" objections is the wrong frame (and what to do instead)

– The "buffer statement" — a simple reflex that buys your brain time mid-call – How to isolate a stall from a genuine objection

– The "book a meeting from a meeting" follow-up move – Risk reversal for the spouse objection – The money objection decision tree: logistics vs. fear (and the two branches of fear)

– Why drilling soft skills matters as much as drilling a kettlebell swing

Influenced by Jeb Blount and Alex Hormozi, this is a tactical playbook for gym owners, studio operators, and personal trainers who want to close more sales without being pushy.

Are you considering a role in leadership?

This episode dives into the often-ignored "dark side" of being an elite leader, especially within the fitness industry.

We tackle common leadership problems and offer insights into developing a resilient leadership mindset. Understanding these challenges is key for effective business leadership and personal growth

Is your company culture just "wall art"? 🖼️

Most business owners treat core values like a "corporate dictionary" of platitudes—words like "team player" that sound good but mean absolutely nothing to the people on the ground.

In this episode, we’re breaking down the exact framework we used to move beyond "off-the-shelf" values and create a culture that actually sticks.

What you’ll learn in this video: The Side-Eye Test: How to know if your culture is actually working.

Collaboration = Compliance: Why you must involve your team in defining your roots.

Making it Concrete: How to turn vague ideas into 5 measurable, quantifiable behaviors.

Systematizing Culture: How we use tools like Bonusly to reward values in real-time.

Your Homework: Perform the "Blank Paper Test" with your team today. Can they recite your values? If not, that’s a leadership metric you need to own.

📈 Timestamps: 0:00 - The Core Value Test

1:33 - What Core Values Actually Are (The Side-Eye Story)

4:07 - Step 1: Make Them Unique to You

9:09 - Step 2: Make Them Concrete & Measurable

14:44 - Step 3: Create a System for Rewards

17:12 - Your Leadership Homework Assignment

If you found this helpful, don’t forget to LIKE and SUBSCRIBE for more strategies on growing your fitness business! 🔔

Do you want to learn the exact hiring process we've used in my business to bring in A Players that can help grow your business? In this episode I break down the exact steps to finding, recruiting and hiring the best trainers in the industry

You're working harder than anyone on your team — and that's the problem. In this episode, we break down the concept of Monkey Management and why most leaders unknowingly become the bottleneck in their own business.

Every time a team member brings you a problem and you take it on, you're collecting another "monkey." Over time, your calendar is full, your team stops thinking for themselves, and execution grinds to a halt — all because you thought you were helping.

In this episode you'll learn:

→ What Monkey Management is and why it's destroying your productivity

→ The 3 types of monkeys leaders collect without realizing it

→ How to hand problems back without losing trust or morale

→ The mindset shift that turns your team into independent problem-solvers

→ Why the best leaders do LESS, not more

If you're a business owner, gym owner, or leader who feels like nothing gets done without you — this episode will change the way you operate.

🔔 Subscribe for weekly episodes on leadership, business growth, and building a team that runs without you

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