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About me

Let me introduce myself


A bit about me

• Chemical engineer by profession. • Entrepreneur by heart. • Financial Educator by application. •

Also a blogger, online entrepreneur, investor, speaker and an amazing husband to a beautiful wife.

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Tiyo Pilo

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Teofilo Mari Bacalso

Website: www.tiyopilo.com
E-mail: teof.bacalso@gmail.com

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Wednesday, February 22, 2017

How to close a deal


This article is from Train the Trainer Email Course:
Module 3: Closing (Part 2 of 2)

How to close?
Just ask.
That's it.

Really!

You see, during the presentation, the pressure is on the trainer. He/she needs to explain well that the prospect should be able to understand.

How to close a deal
How to close a deal
However, during closing, the pressure now is given to the prospect. After presenting, the trainer (or the trainee) will ask which part of the presentation (or all of it) did the prospect like.

Once the prospect says I like the membership benefits, I like the savings program.

Then close:
"Since you like the benefits, let's process it now?"

Then watch and enjoy the show.
Closing rule 1: ask and then wait for the reply.
After asking, just wait for the reply. This is the fun part.

Prospect: "Do I have to pay now?"

You: "Do you have P3,700 (or whatever the price is) now? If so, yes. If none, we accept, cash, check, credit card. There's also an ATM below the building, I can accompany you in withdrawing." 

If the prospect looks interested outside (but internally isn't) he/she will then spew tons of excuses.

"I don't have money."

"I'm busy"

"I'll think it over."

However, if the prospect is really interested, he/she will have maybe a few questions, before he/she joins and/or saves.

You: "which part of the presentation did you not fully understand? So we can address it now. "

If the prospect has money, he/she will pay right away granting we have handled all his/her concerns, objections and even maybe complains. (Look forward to Module 4 as we will tackle handling objections)
Closing Rule 2: Always assume the prospect can pay right there and then (not pressure or force).
and by assuming it means, you are ready to receive their payments. That's why it is vital to have:

For manual processing: 
1. Membership forms
2. Kaiser forms
3. Acknowledgement receipt
4. and ofcourse, Pen

For online processing:
1. Tablet or Laptop
2. Internet Connection

You: "Since you are interested, I will be getting your details so that once you are ready, we can submit the forms right away. By the way, what's your complete name?" 

Then fill-out the membership form for your prospect. By filling up the forms for your prospect, it shows that you are there to give your service to them. (Though sometimes, they will say: "Aku na mag.fill-up nyan.")

After filling up the form.

You (ask again): "Let's process it now?"

If he prospect really doesn't have money. 

Prospect: "Wala pa kasi akong pera ngayon."

You: "So, kailan ba yung sweldo mo? Is it this coming 15th?" 

Prospect: "Uu"

You: "Sige, so I will just write it here on top ng membership form: 2/15/2017. Eto yung commitment mo to join." 

You: "By the way, don't let money be a hindrance not to start doing the advocacy in IMG. You can now start to bring your friends and families here sa office para ma.share din natin sa kanila ang ating advocacy." 

Optional: Ask for Referrals

"Also, can I ask some few names probably 5 to 10 with their contact info. People who you think will also benefit from this presentation." 

As discussed in Module 1: This is friendship borrowing.
Closing Rule 3: Always ask (or close) 5 to 7 times or even more. 
Just like in boxing, you don't just hit with a jab. You do a combination of jab-jab-right hook-uppercut!

So you must have an arsenal of different ways of asking your prospect to pay. As I shared in this email:

- Direct Asking: "Since you like the benefits, let's process it now?"

- Suggestive Closing: "Do you have P3,700 (or whatever the price is) now? If so, yes. If none, we accept, cash, check, credit card. There's also an ATM below the building, I can accompany you in withdrawing."

- Clarifying and Handling Concerns: "which part of the presentation did you not fully understand? So we can address it now. "

Most people don't join or buy when there is something they don't fully understand

- Handling too much questions: A lot of prospects have a lot of questions but sometimes, they are just asking for the sake of asking. Normally I limit a prospect's questions to 3, after that I'd say:

"If I answer that question, you will join now?"

or

"Once you become a member of IMG, we have a lecture for that. Let's process your membership now so you can attend an exclusive for member's training about that."  

- Filling up forms for commitment: "Since you are interested, I will be getting your details so that once you are ready, we can submit the forms right away. By the way, what's your complete name?" 

- Getting the commitment: "So, kailan ba yung sweldo mo? Is it this coming 15th?"  - "Sige, so I will just write it here on top ng membership form: 2/15/2017. Eto yung commitment mo to join." 

And a lot more. Just be creative in asking for the close.


THE PSYCHOLOGY OF CLOSING

As I shared in the previous module, the best presentation is your story.

You see in selling, it is all about influencing your prospect. You want to transfer your belief about your product, service or advocacy.

That's why in closing, the best way to also close is to "transfer your feelings" to the prospect.

How?

By practicing what you preach.

“I became a member of IMG because I have always been a saver and I wanted to learn how to save and invest the right way. I also want to be part of a community encouraging people how to save and invest.

How about you friend, do you want to save and invest the right way? Do you want to be part of a community that will help you and guide you achieve your dreams?

If you said yes, then be a member of IMG.”

You see, you can close right away by sharing your story. 

"I got my Kaiser savings program because when my father had a mild stroke, he didn't have a healthcare at all. Me and my siblings contributed our savings for his hospitalization. 

Thus, I got my own healthcare so that I will not be a burden to my future kids. How about you friend? That's why you should also start your own savings program." 

Always remember:
Facts tell. BUT stories sell.
That's it!

I hope you learn a lot from this module! Hit me an email if you have more closing techniques and experiences so we can also share with our community.

See you in my next email module: How to handle objections.

Invest in your growth,

Tiyo Pilo

Roles and Psychology in a Presentation


This article is from Train the Trainer Email Course:
Module 3: Closing (Part 1 of 2)

Now, it's time to make your prospects pay! But before we discuss about closing, let's tackle first the roles and psychology in a presentation.

Understanding these will ensure that we will be able to close our prospects effectively and make them pay (join and buy from you.)

Let's dive in Module 3:

Train the trainer - roles and psychology in a presentation
Train the trainer - roles and psychology in a presentation
As I mentioned in the previous module, if you are still a trainee in the business, the smarter way to do a presentation is by maximizing your trainer.

Thus, a typical appointment involves the following:

1. Trainer 
2. Trainee 
3. Prospect (friend of the trainee)

Now, let us understand the roles of each person during the appointment and the psychology behind.

THE ROLE OF THE TRAINER:

Role 1: The trainer will be the who will discuss the benefits of the company to the prospect.

The psychology: the trainer provides credibility. Especially when you are new, there might be questions from the prospect that you can not answer.

The trainer should be able to handle those questions.

Another scenario is when you have joined other businesses before (and probably failed?) and then you approach the same people again, introducing another company - IMG.

If you do it alone, it would be difficult. But with a trainer, the trainer will provide the credibility that IMG is a different company with a very noble mission.

Role 2: The trainer provides coaching to the trainee.

The trainer should show the trainee that presentation is simple, clear, fast and very doable.

The psychology: it should be very easy that the trainee can say to him/herself: "Wow! it's so simple, I can't wait to do it myself."

Roles in a Presentation
Roles in a Presentation
THE ROLE OF THE TRAINEE:

Role 1: must introduce the trainer to the prospect

As mentioned in Module 1, the 1st people we should approach is our family. Thus, as a start, most prospects are friends or family of the trainee.

The psychology: the trainee holds the TRUST of the prospect. The trainer and prospect doesn't know each other thus the trainee should assure the prospect that this is a good deal.

Role 2: Since the TRUST is with the prospect and the trainee, thus the trainee should be the one who should close the prospect and make him/her pay!

Again, the trainee should be the one who should close the prospect not just the trainer.

That's why we should learn how to close! So, how do we close a deal?

The next email, I will share how to close, the rules in closing and the psychology behind.

Are you excited?!

Ciao for now.

Invest in your growth,

Tiyo Pilo


PS: how about the prospect?

THE ROLE OF THE PROSPECT:

The prospect is the one who listens, asks questions and decides.

Thus if you are the trainee, when the presentation starts keep quite, listen, learn and never ever asks questions to the trainer.

It's funny when the trainee has more questions than the prospect. I guarantee you, you will not be able to close the deal.

So again, when the presentation starts, keep quite, listen, learn and help your trainer close the deal!

Ciao, see you in my next email.

Friday, February 3, 2017

The Smarter Way to Approach our Prospects


This article is from Train the Trainer Email Course:
Module 2: Approach and Presentation (Part 3 of 3)

This approach is applicable as of 2017. New approaches are developed over time to help associates approach their prospects effectively.

Now we know how to approach our prospects the right way, it’s time to learn the different ways of presenting our opportunity and advocacy to people.

In the previous email I shared the approach + presentation combo. Show the MENU (Top 10 membership benefits), then take the ORDER (The IMG Checklist)

However, if you feel that you are still not confident with presenting about IMG, then there is a smarter way how to present. (I’ll share it in a minute)

BUT before that, let me share the before and after way of presentation.

BEFORE:

When we meet our prospects, what we do first is rapport building using the FORM formula. Then after that we conduct a short 2-minute survey.

Sample questions on the survey includes:

– Do you love your family?
– Do you have savings?
– Do you have debts?
– Are you interested to learn how money works?

The survey gives us an idea of what the person needs. After assessing the survey, we then show our presentation materials (usually placed inside a clear book)

We then discuss about the X-curve, the rule of 72, the solid financial foundation, sample product Kaiser, and benefits of joining IMG.

It takes around 1 hour to discuss everything and only to end up the prospect that is not interested after the long presentation.

It was soooo disappointing and frustrating. (I don’t know if you can relate to that?)

AFTER:

Today, it is so much easier. When you say “membership” everybody understands that!

When you say:

“Be a member of SnR”
“Be a member of Rotary Club”
“Be a member and avail SM Advantage Card”

The next question would then be, “What are the benefits?”

Same thing with IMG:

Today, you can directly say “Be a member of IMG.”

and your prospects will most likely say: “What are the benefits?”

No more tedious survey, no more 1 to 2 hours long discussion, today it is fast, simple, easy and very doable.

The Smarter Way

However, even how simple the approach and presentation are, still there are a lot of new IMG members who are still not confident of sharing the benefits.

It’s okay and normal. That’s why the smarter way to present is to bring with you your trainer.

Yes, bring with you your trainer and let your trainer discuss the benefits to the prospect.

Did you know that your trainer has an override in commission when you are able to close an account?

Yes! example: Your trainer is an SMD (his/her contract is 47% for Kaiser sales), your contract as an Associate is 20% as a start.

If you choose to discuss on your own, you earn 20% but your trainer will have an override of 27% (difference between 47% – 20%) Thus, he/she earns more than you.

This does not intend for you to hate your trainer but for you to maximize him/her. Every time you ask a favor from your trainer, they are more or less obliged to help you because your trainers are well-compensated. At the same time, trainers are really willing to help you too.
It’s a win-win-win situation: Your trainer earns by helping you, you learn and earn and your prospect gets to save.
As is said:

“I’d rather have 50% of something, than 100% of nothing.”

BUT what if I don’t have a trainer near me..

This is usually the case for OFW’s or places where there is no IMG office. Another smarter way of approaching and presenting to our prospects is using and leveraging the power of the internet.

As you can see, people are now doing webinars. Meaning your trainer can now communicate with you anywhere in the world.

You can be in Cebu, your trainer in Manila and your prospect in Hong Kong. That’s the power of the internet. 

Another smarter way is learning online marketing. This is extremely helpful especially when you are running out of prospects. It’s tapping the cold market but instead of you chasing prospects, prospects will be the ones who will contact you.

You can set it up in a way of writing a blog, or doing a YouTube video, once the prospect likes your content, they can decide to subscribe, you capture their email addresses and then send them a link to a recorded presentation video. Once they like the video you can then guide them step-by-step how to join the company.

It’s a little more complicated than that, that’s why online marketing may NOT be for everyone.

However, for those who are interested, you can click here and subscribe to learn more.

The best presentation is your story
The best presentation is your story

The Best presentation 

And lastly, there is really no perfect presentation. I know a lot of associates who until now still don’t discuss or share to people (even to their families) about IMG.

Why? Because, they want to master everything first before sharing it to their families or friends. BIG MISTAKE.

They are afraid of sharing and when asked a question, they may not be able to answer.

I understand that. But for me and is also written in the System Builder Book: The best presentation is your STORY.

Again:
“The Best Presentation is your STORY.”
Share your story why you joined IMG. Speak from the heart. People will know that you are being sincere.

For me personally, here’s how I do it:

“I became a member of IMG because I have always been a saver and I wanted to learn how to save and invest the right way. I also want to be part of a community encouraging people how to save and invest.

How about you friend, do you want to save and invest the right way? Do you want to be part of a community that will help you and guide you achieve your dreams?

If you said yes, then be a member of IMG.”

As simple as that, I share my story, after that I can close right away. That’s the power of sharing your story.



Alright!

I do hope you learnt a lot from this email course.

We are now done with module 2.

Next step, module 3: CLOSING: 

– the psychology in a presentation
– the roles in a presentation
– how to close
– three rules in closing
– psychology in closing

Watch out for it!

Cheers!


Invest in your growth,


Tiyo Pilo

Approaching our Prospects the Right Way


This article is from Train the Trainer Email Course:
Module 2: Approach and Presentation (Part 2 of 3)

This approach is applicable as of 2017. New approaches are developed over time to help associate approach their prospects effectively.

The right way to approach our families, friends and prospects is using the FORM formula.

Approach prospects the right way using the FORM formula
Approach prospects the right way using the FORM formula

What is the FORM formula? 

It means:

F – amily
O – ccupation
R – ecreation
M – essage: introduce IMG.

In my previous email, I shared that the only reason we call our prospects is because we want to meet them.

Don’t discuss IMG over the phone, just meet them or tell them, “Let’s do some catching up.”

Once you meet your prospect, don’t jump right away in discussing IMG.

Use first the FORM formula.

First, you ask your prospect about his/her family:

“Friend, kamusta na pala si Tito at Tita?” 
“Friend, ang laki na pala ng anak mo, how old na siya?”

Second, you ask about his/her occupation:

“Kamusta na pala work mo friend?”
“Tagal ka na ba diyan? Laki na siguro ng sahod mo.” 

Usually their reply will be: “di naman masyado. Kulang pa nga” – here you will learn that maybe he/she needs extra income

“Malaki na siguro savings mo sa work mo, anu?”

Again, usually their reply is: “Wala talagang ma.save” – here you will learn he/she needs help in terms of saving.

You see, by using the FORM formula, you can dissect the need of your prospect which will give you better chance in closing the deal because you now understand his/her needs.

Third, you then ask for her/his recreation:

“Friend, aside from your work, anu pa ba ung iba mong pinagkaka-abalahan?”

Your friend might reply: “Mon to Fridays yung work ko, Saturdays and Sundays nasa bahay lng”. – here you will learn his/her hobbies and most importantly, the schedule when he/she is available.

So that when you ask for an appointment, you’ll know when to set it.

Fourth, after asking about his/her family, occupation and recreation. I guarantee you he/she will ask you back: “How about you friend?”

Then, tell your prospect about yourself first, then lastly, slowly open up your Message: Introduce IMG.

Here’s how:

“I am actually working as a teacher (engr. or whatever your work), but at the same time, doing part-time and undergoing training as a financial trainer.”

And then you use the IMG Checklist + Top 10 Membership benefits page:

“I am a member of IMG kasi, and we are doing a Global Campaign for Financial Literacy. We are looking for people who want to be part of our advocacy, baka gusto mo ito i.check? Ito ung mga benefits (show the checklist and the top 10 benefits)”

After the checklist, there are three things you can do:

1. Set a schedule: 

“Since interested ka nito (ung mga chineck niya sa IMG checklist) – since, I am new – okay lng ba sayo meet tau ulit probably on your free time like Saturday (alam mo na yung free time niya using the FORM formula) and I’ll bring my friend (don’t say trainer para hinid ma.intimidate yung prospect mo.) para i.elaborate niya more about these benefits.” 

2. Invite to the office:

“Since interested ka nito, actually meron kami orientation training about sa mga benefits nito – especially itong financial education. Para mkatulong sayo how to save the right way. Are you available Tuesday, 7pm at JY Squaremall (or any IMG office)”

3. Present

This is the approach + presentation combo: show the top 10 benefits page + checklist. You can actually be straight to the point saying:

“Friend, pag.naging member ka ng IMG, ito ung benefits mo (show top 10). Just like becoming a member of a COOP, SnR, or any membership programs, meron kang mga benefits.”

If you are already familiar, then you discuss each benefit, one-by-one.

After you discuss the benefits, you then ask for the order (using the checklist).

“Based on what I shared friend, anu dito ung pinaka.gusto mo na benefit? Check mo dito sa checklist”

Just like going to a restaurant, the Top 10 membership benefits page is the MENU. While the checklist is the ORDER.

Show the MENU, get the ORDER.

That’s it!

How simple was that? 

In my next email, I’ll share the “before and after” presentation and the smarter way of presenting.

Cheers.

Invest in your growth,

Tiyo Pilo

Mistakes in Approaching our Prospects


This article is from Train the Trainer Email Course:
Module 2: Approach and Presentation (Part 1 of 3)

When I went home after I just became a member of IMG, bringing with me my KIT (with books and IMG materials) I told my siblings:

“I’m now a lawyer (jokingly while showing my kit), and gather around I have something to share to you!” 

My older brother said, NO. My sister said not interested. BUT good thing my younger brother said okay, so I discussed to him about IMG in his room instead of the living room for all to hear. (Lucky me, I was able to close him.)

You see even family members (at first) do not have a positive response about IMG.

Same thing with friends…

My best friends didn’t join me, and one of them even said, “You talk about making money so much.” 

It was frustrating.

Lastly, I approached my college and HS friends…

I was sooo excited that I discussed everything through chat in Facebook. After I did that, everytime I send them a message, the response is always: seen-zoned. OUCH!

Can you relate?

Those were my fair share of rejections. And I believed everyone of us will experience them. We can not avoid them!

However, as an effective financial trainer, we can minimize being rejected by our friends and families.

Module 2: Approach and Presentation

In this module, I will share what I have learnt about the right way to approach our prospects and try to apply them into your business. If it works, keep doing it. If not, you are free to reject it.

BUT before that, I want to share to you the top mistakes most new IMG members do. Are you doing these mistakes too?

Mistakes most new IMG members do

1. Excitedly share everything.

Why? Here’s what usually happens:

IMG member: “Hey friend, have you heard about IMG?

Friend: “Not yet. What is that?” 

IMG member: “It’s a financial organization and we share people how to save and invest. We save for healthcare, life insurance, mutual funds, bla bla bla bla.” 

Friend: “Okay friend. Baka scam yan?”

And you being very new.. most of the times, we don’t know how to handle or answer those kinds of questions.

At the same time, reality check: A lot of people don’t want to save, A lot are allergic with the word “insurance” and most of the times, when people hear the word investments, their normal response is “baka scam yan?”.
It’s not meant to hurt you, it’s just a naturally defense mechanism of people.
Have you done this mistake?

Do you ambush your prospects to attend a seminar?
Do you ambush your prospects to attend a seminar?
2. Ambush people to attend a talk.

You called your friend, then sabi mo: “dinner tau, treat ko.” 

Then when you were done with your dinner, you then suddenly ambush them to attend a talk.!

BOOM!

Have you done this mistake? Haha

Please don’t. Why? What if that happens to you, will you like it? Of course not. And that approach seems very similar with those seminars having: “POWER! POWER!” during their talk. We are not like that.

3. Calling your friends in a weird way and discussing over the phone. 

Another mistake is calling our friends in a weird way.

IMG member: “hey friend, I want to set an appointment with you, are you available tomorrow?” 

Why is this weird? It’s not normal. It’s not natural. If he/she your friend, you don’t need to say “set an appointment” you can easily, “hey friend, I got something good to share to you, I will drop by tonight!”

As simple as that, be natural.

Worst case, when your friend will ask you back, “Why?” and you will be tempted to share everything about IMG over the phone!

Oh men, that’s one difficult thing to do.

Calling is never for discussion, it is always for setting appointments. The next time you call, most likely, they will no longer pick it up.

Have you committed any of these mistakes? It’s okay if you have, all we need to do is learn from those mistakes. And if you haven’t done it. Good job, be wise, learn from other people’s mistakes.

NOW we know what NOT to do, it’s now time to learn how to do it the right way.

In my next email, I will share to you the FORM approach and the approach + presentation combo.

Ciao for now!

Invest in your growth,

Tiyo Pilo

Four Areas in Prospecting


This article is from Train the Trainer Email Course:
Module 1: Sharelist (Part 3 of 3)

This is the last part of module 1: Sharelist – the raw material of your business.

After learning how to quantify and then qualify, there will come a time in our IMG career that we will run out of prospects.

Have you experienced the same thing?

Running out of prospects means running out of business.

How can you have a business without raw materials?

Four areas of prospecting
Four areas of prospecting
Four Areas of Prospecting

However, an effective financial trainer never runs out of raw materials. Why?

Because he/she understands the 4 areas of prospecting.

These are:

1. Natural or Warm Market
2. Friendship Borrowing
3. Friendship Farming
4. Professional Prospecting

1. Natural or Warm Market

This is usually called your KKK. Kaibigan, Kamag-anak, Kapitbahay, Kapamilya, Kapuso, in short Kakilala.

This is naturally the first people you want to share our concepts with.

Ofcourse, with our Mission-Vision, “No Family Left Behind.”

The first people you should share our concepts should be your family.

Possible Outcome: 

1. Positive – if your family is already a believer of saving and investing, they will totally support you. This is what happened to my family, all of them became IMG members and got Kaiser savings and mutual funds.

2. Negative – not because they don’t want to save or invest, but primarily because they want to protect you. By nature we want to protect our loved ones, so when they hear something new, our natural response is:

“Careful ka dyan ha, baka scam yan.”

The same goes to our friends and co-workers. That’s why it is also very important we learn how to handle objections which we will discuss on the 4th module.

2. Friendship Borrowing

An effective financial trainer also never forces people, that’s why when their KKK’s don’t join or buy from them they use the friendship borrowing method.

It means, to borrow friends or ask for referral.

Here are some scripts to use to ask for a referral:

Trainer: “Hey friend, since you are not able yet to join this great opportunity, who do you think among your friends can also benefit from this opportunity?”

“Who do you think needs to earn extra income?”

“Who do you think among your friends wants to learn about saving and investing?”
Remember: Always get the names and phone numbers so you can contact them later on. 
Possible Outcome: 

1. Positive – usually people love to help. That’s why, more often than not, people will gladly give referrals. You just need to learn how to approach them the right way.

2. Negative – some don’t want to give names and numbers. Their usual response would be:

“Ask ko muna friends ko, hindi kasi nila gusto ipinamimigay numbers nila.”

Friendship borrowing is one effective way of adding names to your raw materials. Have you tried this approach yet?

3. Friendship Farming

This 3rd approach is quite a bit advance already. Not everyone can do this but most people who are good at friendship farming are the ladies.

Yes, the ladies.

Imagine going to the bank. They are serving number 50 and your priority number is still 42. So you sit beside the other bank clients. And then using some creativity, you create conversation with the person you are sitting besides with like:

“Ang tagal, kanina ka pa dito?”
“Ang cute naman ng baby mo, how old na siya?”

And once the conversation started, you can then get to know the person using the FORM method – family, occupation, recreation and message. (Which we will discuss later on Module 2: approach)
Friendship farming is basically turning strangers into friends
However, when doing friendship farming, it is best you not to discuss your opportunity in detailed yet. Get their number and call them for an appointment. Remember: you just met them. Build relationship first.

4. Professional Prospecting

This one should be the last resort. Professional prospecting involves tapping into the cold market – people who don’t know you and you don’t know them.

This involves, flyering, posting in social media, blogging or online marketing, conducting talks in companies, using Facebook ads, doing video blogging and more.

Possible Outcome:

The percentage of this activity is so small, it’s quite difficult to do it. However, when done correctly, one can tap into an unlimited supply of raw materials.

BONUS: Here’s a video training on module 1 – Sharelist and Prospecting.

That’s it for Module 1!

To summarize:

1. Quantify first – write 100 names using the Executive memory jogger
2. Qualify – using the MACHODA
3. Then tap unlimited supply of raw materials using the 4 areas of prospecting.

In Module 2, we will learn how to approach our prospects the right way.

The people in our sharelist will not come to us and magically approach us to join or buy from us, we need to process them – or approach them the right way.

See you on my next email!


Invest in your growth,

Tiyo Pilo

PS: Again, watch here one of my advance video training on sharelist and prospecting.



Contact

Get in touch with me


Adress/Street

12 Street West Victoria 1234 Australia

Phone number

+(12) 3456 789

Website

www.tiyopilo.com