Tom Leonardis . Fitness Business University . Built from v6 playbook
Your job. Find the prospect's Hell Island (pain) and Dream (goal). If they want help, book the Business Strategy Call with Tom.
Your hours. Mon-Thu 8am-6pm ET. Fri 8am-3pm ET. Weekends as Tom asks.
Hard Rules (read daily)
Never quote price. Tom handles money.
Never describe agreement or commitment. Tom handles structure.
Never call it a fit call or discovery call. It is a Business Strategy Call.
Sign as Leo from Vince Gabriele's team.
Position Tom like Michael Jordan. Getting a call with him is the prize.
Never use hyphens or em dashes. Use ellipses for pacing.
Your Daily Flow
8:00am ET. Open GHL. Check Hot Leads To Work smart list. Process overnight queue with first text within 30 minutes.
Throughout shift. Active inbox watch. New lead lands, call within 5 minutes.
12:00pm ET. Quick check for escalation triggers. DM Tom if any fired.
1:00-5:00pm ET. Work Qualified Pre Call, then Cold Book Downloads, then Sweepstakes and Webinar lists.
5:30pm ET (3pm Fri). Post daily recap in #setter-daily.
Friday 1-3pm ET. Work Reactivation Targets. Post weekly recap.
When To Alert Tom (within 30 min)
$50K+/mo gym owner contacts you
Refund, custom payment, cancel, hold request
Negative sentiment about Vince, Tom, team, or FBU
Press, JV, partnership, or media inquiry
Referral from current Mastermind member
Active member message that isn't routine onboarding
Automation failure (VM, email, or SMS didn't fire)
Hell Island Discovery
The Hell Island is the daily pain. Use these prompts. Let them talk.
Primary prompts
What's the thing in your gym right now that you can't stop thinking about?
What's eating up most of your time these days?
If you could fix one problem in your gym this month, what would it be?
What's keeping you up at night about the business?
Follow-up probes
Why is that the one?
What would it mean for you if that problem went away?
How long has that been a problem?
Dream Discovery
The Dream is the version of the business they actually want.
Primary prompts
What would your gym look like a year from now if everything went right?
Where do you want this to be in 12 months?
If you had a magic wand for the gym, what does it look like in your head?
What does success look like to you with this place?
What to listen for
Revenue or member numbers with a timeline
Life shape (hours worked, time with family)
Exit plan or scale plan
Specific picture, not "I want to grow"
The Bridge to Booking
Sounds like you're stuck on [HELL ISLAND] and what you're really after is [DREAM]. The way Tom helps with this is on a Business Strategy Call. He takes about an hour, looks deeper into your numbers and your setup, and tells you if FBU can actually help you get to [DREAM]. He only does a few of these a week, so I want to make sure you're a fit before I book it. Are you serious enough about getting to [DREAM] to invest an hour with him?
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Score (max 100)
Score every booked call here. 75+ to pass. Any disqualifier present is an auto-fail.
Automatic Disqualifiers
Check any that apply. Triggers an auto-fail.
Notes
If a prospect mentions any of these names, they are real members. Do NOT message them as a prospect.
Daily Recap Builder
Fill this out. Hit copy. Paste to #setter-daily by 5:30pm ET.
How To Use This Console
Six tools you'll use every day, plus this Manual you're reading now.
Daily ... your cheat sheet. Read it every morning. Hard rules, hour-by-hour flow, alert triggers.
Scripts ... 27 scripts ready to copy. Search by keyword (price, voicemail, objection). Click Copy.
Discovery ... Hell Island and Dream prompts. Type their answers and the Bridge script auto-builds with their words.
Rubric ... score every booked call. 75 to pass. Auto-fails on disqualifier. Hit Copy Submission, paste to #setter-daily.
Members ... the 54 active members. Look them up if a prospect mentions a name. Do NOT message these people as prospects.
Recap ... daily Slack post builder. Fill, hit Build, paste to #setter-daily by 5:30pm ET.
Your Role In One Paragraph
You are the gatekeeper to Tom. Leads come in from book downloads, sweepstakes, masterclasses, and the newsletter. Your job is to find two things: their Hell Island (current pain) and their Dream (goal). If they want help getting from Hell Island to the Dream, you book them on a Business Strategy Call with Tom. That's it.
What You Do Not Do
You do not quote prices. Tom handles money.
You do not describe the agreement or commitment structure. Tom handles structure.
You do not pitch programs. Tom decides on his call.
You do not call it a fit call or discovery call. It's a Business Strategy Call.
You do not promise outcomes.
You do not touch active members tagged spf mastermind active. Mell handles those.
Position Tom Like Michael Jordan
This is the most important paragraph in the manual. Getting on a call with Tom is a privilege, not a default. Tom does not have an open calendar. He takes a small number of Business Strategy Calls each week.
You convey this in every message. Build anticipation. The prospect should feel like they earned the call. Examples:
"Tom does these personally so I'm going to ask you a few things first to make sure it's worth his time."
"He only takes a handful of these a week so let me make sure you're a fit before I book it."
"I'm going to share your context with him before the call so he can come in ready to help."
Who's On The Team
Vince Gabriele. Founder. Final authority on brand and offers.
Tom Leonardis. Sales lead. Runs every Business Strategy Call. Your direct manager.
Mell. Member success. Onboarding and active member support.
You. Sign as Leo from Vince Gabriele's team.
Setup On Day One
Sign into GHL. Go to app.gohighlevel.com. Verify location switcher shows Fitness Business University.
Build your 8 Smart Lists. Go to Contacts, click More Filters, configure, Save. See the Daily tab for the full list. Use these every day.
Join Slack. Pin #setter-daily. That's where you post every recap.
Test your dialer. Make sure GHL outbound calling works. Test one call to a friend before any real leads come in.
When A Lead Comes In
Speed to lead matters. Call within 5 minutes during your shift.
Verify Tom's automation fired. Open the contact in GHL. You should see the voicemail drop, welcome email, and initial SMS in the thread. If any didn't fire, post AUTOMATION FAILURE in #setter-daily.
Pull context. Check the trigger tag (sgpt book download, sweeps, webinar), custom fields, area code.
Call them. Use Script P1 from the Scripts tab as your opener.
If no pickup, leave Voicemail V1 and send Text T1 immediately.
The Discovery Call
Three jobs in order:
Build rapport (30 seconds). Identify yourself, name the lead magnet, ask permission.
Find their Hell Island. Open-ended prompts. Let them talk. The longer they talk, the more you learn.
Find their Dream. Where do they want this to be? Specific picture, not "I want to grow."
Then the Bridge: tie it together and ask if they're serious enough to invest an hour with Tom. The Discovery tab auto-generates this for you once you type their Hell Island and Dream in.
If They Don't Reply
Run the 8-day, 6-touch sequence. Each touch has a reason for existing:
Touch 1. Within 5 min: call, voicemail, text.
Touch 2. 4 hours later: text (low-effort re-engage).
Touch 3. Day 2 morning: call again, text if no pickup.
Touch 4. Day 3 afternoon: email (channel switch).
Touch 5. Day 5 morning: text disarmer with book link.
Touch 6. Day 7 morning: final text with masterclass link.
Day 8. Tag nurture later. Move opportunity to Close Lost. Stop messaging.
Stop Rules
They reply or pick up. Sequence stops. Go to discovery.
They say stop, unsubscribe, or do not contact. Stop immediately. Tag do not contact.
They use your soft disarmer back at you ("tell me to back off"). One polite acknowledgment, then stop.
Mark Every Conversation In GHL
After every meaningful action, run this 4-step discipline. About 30 seconds.
Tags. Add the right tag for the state. See the Manual reference card below.
Pipeline. Update FBU Sales Pipeline opportunity stage (New Booking, Second Call Scheduled, Qualified, etc.). Tom moves WON and Close Lost.
Notes. Write the Hell Island and Dream every time. Use this format: [YYYY-MM-DD] Setter note. Hell Island: ... Dream: ... Next step: ...
Flag for Tom. If anything on the Daily tab's alert trigger list fired, DM Tom in Slack within 30 minutes.
Tag Quick Reference
You sent first contact: setter touched
They replied with substance: engaged
They confirmed gym owner: gym owner
They named revenue/stage: qualified pre call
They booked Business Strategy Call: bsc booked
They asked about price: price asked (you NEVER quote it)
They said "not now": nurture later
They said back off: do not contact
Not a gym owner: not a fit
What To Do With Tom
Your training cadence:
Week 1. Daily 8am ET check-ins, 15 min. Tom walks you through the role.
Miss a daily recap without notice? Treat it as a fire drill. Send next morning by 7am with a one-sentence reason.
Voice Rules (Read Daily)
Never use hyphens.
Never use em dashes. Use ellipses (...) for pacing.
Never use bullet points in messages to prospects.
Short paragraphs. Conversational first person.
End most messages with a question or a soft next step.
Plain text only in SMS.
Sign as Leo from Vince Gabriele's team.
If You're Stuck
One rule: when in doubt, ask Tom. Better to ask than to invent. DM him in Slack. He'd rather answer one quick question than fix a misstep with a prospect.