Episodios

  • Ep855 | The Secret To Getting More Patients From Workshops

    Ep855 | The Secret To Getting More Patients From Workshops
    Oct 2 2025
    How Workshops Win: Emotion-First Public Speaking for Cash-Based PT Lead Gen In this episode, Doc Danny Matta lays out how to fill your schedule by getting in front of real people—workshops, talks, and small group education—and connecting emotionally before you ever ask for the appointment. He explains direct-response marketing for cash-based clinics, the “feelings before logic” rule, and a practical script stack (frustration → “imagine if” → personal story → action) that turns talks into patients. Quick Ask Help PT Biz move toward the mission of adding $1B in cash-based services to our profession: share this episode with a clinician friend or post it to your IG stories and tag Danny—he’ll reshare it. Episode Summary Direct-response > referrals: Cash clinics grow fastest by going straight to the people (gyms, clubs, teams, parent groups), not by waiting on physician referrals.Workshops convert: Live education (in-person or virtual) is a predictable way to create trust and book consults.Feelings before facts: Lead with frustration, fear, and hope—the human stuff—then layer in the plan.Positive vision beats fear: “Imagine if…” scenarios help audiences see the future they want and move toward it.Stories sell: Personal experience (e.g., your own injury journey) creates instant credibility and connection.Let them say it: When attendees voice their own stakes and frustrations, commitment skyrockets. The Emotional Connection Framework Appeal to feelings before logic. Name the frustration in their language (“Isn’t it frustrating when…?”) to open the door to change.Use “Imagine if…” Paint a clear, positive future state (pain-free golf trips, finishing workouts, keeping up with kids).Share something personal. Brief, relevant story that mirrors their journey (e.g., your own ACL rehab or chronic pain lesson).Make them feel the problem. Skip the RCT lecture; speak to missed experiences and what they’re giving up.Elicit their why. Ask direct questions so they articulate what’s at stake—then show the next step. Field Notes & Examples Workshops that work: Gyms, run clubs, golf leagues, youth sports parents, corporate wellness lunches, and private FB groups.The “gruff granddad” story: A patient’s Disney scooter and coaster seatbelt moment became the emotional turning point—once he said it, change followed.Military → MobilityWOD/CrossFit reps: Coaching, audits, and “mystery shopper” feedback sharpened delivery—reps matter. Pro Tips You Can Use Today Book two talks this month. One in person, one virtual. Keep each to 25–30 minutes + Q&A.Script the open. 90 seconds: frustration opener → “imagine if” vision → your 20-second origin story.Give a simple plan. 3 steps max. Clear, doable, no jargon.Single CTA. “Grab a free 15-minute consult today”—QR code + signup sheet + link.Debrief after. What hook landed? What question came up most? Tighten the next talk. Notable Quotes “If you want action, connect emotionally first. Feelings open the door; logic walks them through it.” “I’d rather pull people toward the future they want than push them with fear. ‘Imagine if…’ changes the room.” “When they say what hurts and what they want back, commitment follows.” Action Items Create a 1-page workshop outline: opener, 3 teaching points, 1 CTA.Make a list of 10 local/digital groups and pitch your talk this week.Design a QR code to your consult page and practice the closing script.Track: attendees → consults → plans of care. Iterate monthly. Programs Mentioned Clinical Rainmaker: Coaching + plan to get you full-time in your clinic.Mastermind: Scale beyond yourself into space, team, and systems.PT Biz Part-Time to Full-Time 5-Day Challenge (Free): Get crystal clear on expenses, visit targets, pricing, 3 go-full-time paths, and a one-page plan. Resources & Links PT Biz WebsiteFree 5-Day PT Biz Challenge About Danny: Over 15 years in the profession—staff PT, active-duty military PT, cash-practice founder and exit—now helping 1,000+ clinicians start, grow, and scale cash-based practices with PT Biz.
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    20 m
  • Ep854 | Building Wealth As A Clinical Entrepreneur

    Ep854 | Building Wealth As A Clinical Entrepreneur
    Sep 30 2025
    How to Build Wealth as a Clinical Entrepreneur In this episode, Doc Danny Matta breaks down how your clinic can be more than just a job replacement—it can be your wealth-building engine. He shares five steps learned from mentors, mistakes, and over a decade of running businesses, showing how to reinvest in your practice, avoid costly tax-driven schemes, and keep your wealth strategy simple and sustainable. Quick Ask If you’re finding value in the podcast, help us hit our mission of adding $1B in cash-based services to physical therapy. Share this episode with a clinician friend or post it to your IG stories and tag Danny—he’ll reshare it! Episode Summary Core thesis: Your clinic is your best wealth-building asset. Treat it like the investment it is.Step 1: Stop investing outside the business at the start—double down on reinvesting in your practice until it grows.Step 2: Grow income to a level where you have more than you need, without falling into lifestyle creep.Step 3: Avoid tax-first investments; focus on solid opportunities first, with tax benefits as a bonus.Step 4: Keep outside investments simple, liquid, and automated (e.g., index funds, Roth, brokerage).Step 5: Refocus on your core business—it’s the biggest driver of your income, wealth, and eventual valuation. Five Wealth-Building Steps Reinvest first: Stop putting money into outside investments until your business is stable and growing.Scale income: Push until your take-home dwarfs your expenses, creating a true gap to invest.Avoid shiny tax tricks: Don’t get lured into complex, illiquid strategies just to save on taxes.Automate simple wealth: Stick to straightforward, low-risk investments you don’t need to micromanage.Refocus on the clinic: Your business is the asset that drives both income and long-term wealth potential. Why This Matters Cash flow: Clinics aren’t tech startups with 10x exits, but they provide steady, strong cash flow.De-risking: Building wealth outside your business reduces stress and makes better decisions possible inside your business.Exit optionality: Even if you never sell, you’ve built income streams and assets that fund your life.Generational wealth: A smart clinic + simple investments can set up long-term family stability. Pro Tips You Can Use Today Audit reinvestment: Look at what you’re spending outside your clinic and redirect into marketing, mentorship, or systems.Watch lifestyle creep: Don’t inflate spending just because your clinic income grows.Vet opportunities: Only pursue investments you understand and can keep simple.Think barbell: Your clinic is the high-risk/high-reward side; balance it with simple, low-risk assets. Notable Quotes “The best financial decision I ever made was to stop investing outside of my clinic and pour it all back into growing my business.” “Don’t let tax loopholes drive your investing. Solid investment first, tax benefit second.” “Your clinic is your core asset. Improve that, and everything else follows.” Action Items Redirect outside investments into your clinic until it’s producing consistent profitability.Set a percentage of excess income for simple, automated investments once you have a surplus.Stop chasing tax shelters—pick straightforward, safe investments instead.Schedule time to review your clinic’s systems, team, and profitability this quarter. Programs Mentioned Clinical Rainmaker: Coaching + plan to get you full-time in your clinic.Mastermind: Scale beyond yourself into space, team, and systems.PT Biz Part-Time to Full-Time 5-Day Challenge (Free): Get crystal clear on expenses, visit targets, pricing, 3 go-full-time paths, and a one-page plan. Resources & Links PT Biz WebsiteFree 5-Day PT Biz Challenge About Danny: Over 15 years in the profession—staff PT, active-duty military PT, cash-practice founder and exit—now helping 1,000+ clinicians start, grow, and scale cash-based practices with PT Biz.
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    28 m
  • Ep853 | Defining And Dominating Your Niche In A Cash-Based PT Clinic

    Ep853 | Defining And Dominating Your Niche In A Cash-Based PT Clinic
    Sep 25 2025
    The One Thing You Must Nail When Starting Your Cash-Based PT Clinic: Your Niche In this episode, Doc Danny Matta explains the #1 decision that will make or break a new cash-based clinic: defining a clear, winnable niche. He shares real client stories (Rainmaker → Mastermind), how his own clinic launched by owning the CrossFit space, and a simple 3-part test to choose a niche that actually grows your business. Quick Ask Like the show? Share it with a clinician friend or on your IG stories and tag Danny—help PT Biz move closer to the goal of adding $1B in cash-based services to our profession. Episode Summary Core thesis: If you don’t define your niche early, your business will stall. If you do, traction accelerates.Rainmaker → Mastermind arc: Rainmaker helps you go full-time; Mastermind helps you scale beyond yourself into a standalone space and team.Real example: A client’s schedule exploded after she narrowed her audience, created content for them, and showed up where they congregate (workshops + the right Facebook groups).Danny’s launch playbook: He chose CrossFit in Atlanta (credibility + interest), then expanded later to runners and entrepreneurs as the clinic’s reputation grew.Mission + money: “No money, no mission.” You can do pro bono after your model supports itself. The 3-Box Niche Test Can you help them? Litmus test: if you only got paid after they achieved the outcome, would you take the bet?Do you like working with them? Authentic energy wins. If you don’t enjoy the group, your marketing will feel forced—and flop.Can they afford you? Some populations (e.g., heavy Medicaid pediatrics) won’t support a cash model. Match your service to a segment with willingness and ability to pay. Why Narrow First (Then Expand) Speed: Clear messaging and offers convert faster when you’re “the go-to” for a specific problem in a specific community.Referrals: Specialists are easier to recommend than generalists.Ops simplicity: Marketing, workshops, and content focus around one avatar—less guesswork, more reps.Expansion later: Once you dominate one niche, broaden to adjacent groups with confidence and social proof. Field Notes & Examples CrossFit start: High credibility (MobilityWOD teaching, comp-team experience) + enthusiastic buyer segment (membership fees, gear, coaching) = fast traction.Entrepreneurs niche: Emerged organically via networks; recurring “continuity” check-ins became a valuable service.Runners: Military background created deep reps with run-related injuries—an easy adjacent expansion. Pro Tips You Can Use Today Audit your schedule: Which past patients did you love helping? Start there.Map the congregation points: List 5 IRL spaces (gyms, clubs, studios) and 5 digital spaces (FB groups, forums, local hashtags) your niche already uses.Publish niche-proof: Create 3 quick pieces: a “Start Here” guide, a case study, and a workshop outline tailored to one avatar.Use the bet test: Would you take the patient if you only got paid after the result?Plan for give-back later: Build profitability first, then add pro bono for populations you care about. Notable Quotes “Until I got really clear on who I wanted to work with, I struggled to get traction. When I defined my person, my schedule exploded.” “No money, no mission. A strong business lets you create the impact you want—including pro bono.” “The riches are in the niches. Specialize first; expand later.” Action Items Write a one-page niche brief: problem, desired outcome, objections, congregation points.Book 1–2 workshops this month with that niche’s top local hubs.Record a 3-part content series answering the avatar’s biggest pains.Set a 30-day focus rule: all marketing time goes to this one avatar. Programs Mentioned Clinical Rainmaker: Coaching + plan to get you full-time in your clinic.Mastermind: Scale beyond yourself into space, team, and systems.PT Biz Part-Time to Full-Time 5-Day Challenge (Free): Get crystal clear on expenses, visit targets, pricing, 3 go-full-time paths, and a one-page plan. Resources & Links PT Biz WebsiteFree 5-Day PT Biz Challenge About Danny: Over 15 years in the profession—staff PT, active-duty military PT, cash-practice founder and exit—now helping 1,000+ clinicians start, grow, and scale cash-based practices with PT Biz.
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    20 m
  • Ep852 | Why Clinic Directors Will Take A Staff PT Job At Your Cash-Based Clinic

    Ep852 | Why Clinic Directors Will Take A Staff PT Job At Your Cash-Based Clinic
    Sep 23 2025
    Why Clinic Directors Leave for Staff Roles in Cash-Based PT Clinics

    In this solo episode, Doc Danny Matta dives into a surprising trend: why clinic directors in high-volume corporate practices are stepping away from leadership roles to take staff positions in cash-based clinics. Drawing from real conversations with clinicians, Danny outlines the trade-offs, hidden advantages, and how owners can use this to attract top talent.

    Episode Summary
    • The scenario: A former clinic director left a high-volume corporate setting to join a cash-based clinic as a staff PT.
    • Danny’s perspective: Having lived through high-volume burnout himself, he understands the trade-offs firsthand.
    • Three main drivers: Work-life balance, career longevity, and clinical satisfaction.
    • Hiring insight: Not every candidate is motivated purely by money—culture and lifestyle can be stronger magnets.
    • The owner’s role: Competitive pay plus clear growth opportunities help retain ambitious clinicians.
    Key Takeaways
    • Work-life balance matters: Lower volume means more energy left for family and life outside the clinic.
    • Career longevity: Cash-based settings reduce burnout, helping PTs stay in the profession longer.
    • Clinical satisfaction: Freedom to deliver care at the highest level leads to more fulfillment.
    • Compensation must be “good enough”: Salaries should be close to in-network staff PT rates, not predatory commission-heavy models.
    • Growth pathways: Talented hires want to see opportunities to step into leadership as the clinic expands.
    Pro Tips You Can Use Today
    • Ask interviewees about their life goals, not just clinical experience.
    • Benchmark compensation to local staff PT salaries—not clinic director pay.
    • Highlight work-life balance as a superpower of your model.
    • Share your long-term vision—show candidates where they can grow with you.
    • Prioritize culture fit: team members work with you, not for you.
    Notable Quotes “Work-life balance is your superpower. Don’t leave it off the table in interviews.” “For many clinicians, lower volume isn’t about making less—it’s about being able to go home with energy left for family.” “If you can match staff PT pay and provide growth, you’ll never struggle to hire talent.” Action Items
    • Review your comp structure—does it compare to local staff PT rates?
    • Build a simple career pathway (staff → senior → leadership) and share it with recruits.
    • Revisit your clinic’s culture pitch: emphasize lifestyle, impact, and autonomy.
    • Schedule time with your team to discuss what they want their careers and lives to look like.
    Resources & Links
    • PT Biz Website
    • Free 5-Day PT Biz Challenge
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    22 m
  • Ep851 | Should You Go To Med School or PT School?

    Ep851 | Should You Go To Med School or PT School?
    Sep 18 2025
    PT vs. Medical School: Lifestyle, Income, and the Business Path Few Consider

    In this solo episode, Doc Danny Matta breaks down a classic fork-in-the-road question for students and career-changers: Should you pursue physical therapy school or medical school? Drawing on a candid lunch with a former intern (and on his own early dilemma), Danny compares lifestyle, income, loans, training length, and how entrepreneurship can change the math for PTs—without sacrificing family and health.

    Episode Summary
    • The question: A former intern (eligible for either path) asks: PT school or medical school (orthopedic surgery interest)?
    • Danny’s lens: He weighed the same choice years ago and chose PT—primarily for lifestyle and family.
    • Five buckets to compare: Lifestyle, income, loans, school/residency duration, and long-term autonomy via business ownership.
    • AI & resilience: Hands-on healthcare—surgery and PT—remains durable amid rapid tech/AI change.
    • The PT upside: The owner path can approach surgeon-level earnings while preserving a more family-friendly schedule.
    • The mission: PT Biz aims to add $1B in cash-based services to the profession through better models and mentorship.
    Key Takeaways
    • Lifestyle matters: PT offers predictable days, weekends, and no night shifts or “PT emergencies.”
    • Income reality: Surgeon averages are high (≈$500k mid-career), but PT owners can earn far more than staff PTs and build an asset.
    • Debt & duration: Medical path = longer (residency + possible fellowship). PT path = shorter runway to practice and ownership.
    • Entrepreneurship is the unlock: A cash/hybrid clinic changes the economics, decoupling income from hours.
    • Sleep & health count: Shift work and call are tough on health and family—know what you’re trading.
    • Pick your “why”: If surgery is your calling, pursue it. If you want impact + autonomy, PT + business can be ideal.
    Pro Tips You Can Use Today
    • Audit your top priorities: rank lifestyle, income potential, training time, and family.
    • Shadow both paths for full days (clinic, OR, post-op, call schedule) before deciding.
    • Map a PT owner timeline: 4 yrs undergrad → 3 yrs DPT → ~3 yrs clinical depth → start clinic → 3 yrs scale.
    • Learn business early: pricing, sales, local marketing, and continuity/recurring revenue.
    • Protect sleep as a non-negotiable while you build—long game beats short sprints.
    Notable Quotes “You can make surgeon-level money as a PT—but that usually happens as a business owner.” “Real wealth isn’t just monetary. It’s time, health, and relationships.” “If surgery is your calling, do it. If you want impact and autonomy, PT plus business is a fantastic path.” Action Items
    • Schedule two full-day shadows: one with an ortho surgeon, one with a cash-based PT owner.
    • Write a one-page decision memo: goals, trade-offs, non-negotiables.
    • List three business skills to learn this quarter (e.g., local workshops, sales frameworks, continuity offers).
    • Talk with your family about lifestyle costs—nights, weekends, call.
    Resources & Links
    • PT Biz Website
    • Free 5-Day PT Biz Challenge
    Más Menos
    26 m
  • Ep850 | 8 Lessons From 850 Podcasts

    Ep850 | 8 Lessons From 850 Podcasts
    Sep 16 2025
    850 Episodes In: 8 Lessons That Actually Move Your Business

    In this milestone episode, Doc Danny Matta reflects on 8+ years and 850 podcasts—what stuck, what changed, and what really matters if you want a durable, thriving cash-based PT business. From showing up consistently to building systems and recurring revenue, Danny lays out the playbook he wishes he had at the start.

    Episode Summary
    • Consistency pays: Two episodes a week for 8+ years—compound impact over time.
    • Origin story: From the Doc & Jock days to PT Entrepreneur, content created demand and clarity.
    • The big mission: Add $1B in cash-based PT services; current community revenue already in the hundreds of millions.
    • Clinic as a lab: Athletes’ Potential evolved into a testing ground for systems shared with clients.
    • Real talk on founder life: Leadership is lonely; sleep is non-negotiable; trolls don’t pay the bills.
    • What’s next: More clinic tours, more stories, and a push toward a “no-brainer” clinic model for owners and staff.
    8 Key Lessons
    • Start before you’re ready: Perfect timing is a myth—get moving and adjust.
    • Content creates connection: Share values and useful guidance; consistency builds trust.
    • Systems > motivation: Processes keep output steady when motivation dips.
    • Leadership is lonely: Find a peer group; don’t dump everything on your spouse.
    • Recurring revenue changes everything: Stabilizes cash flow and deepens client outcomes.
    • Protect sleep: Chronic deprivation wrecks health, judgment, and relationships.
    • Trolls don’t pay the bills: Ship the work; let your reputation and community speak.
    • Delay gratification: Don’t move the goalposts—bank the delta to build real freedom.
    Pro Tips You Can Use Today
    • Document & delegate: Write the steps for your recurring tasks; hand off one this week.
    • Publish on a schedule: Pick a cadence (e.g., weekly) and protect it like a patient slot.
    • Add continuity: Offer a simple monthly performance/maintenance option for appropriate patients.
    • Sleep floor: Set a personal minimum (e.g., 7 hours) and design evenings to hit it.
    • Owner circle: Book a monthly coffee with 2–3 local entrepreneurs; talk shop and stress.
    • Hold lifestyle creep: Keep expenses at the old income level for 12 months; invest the spread.
    Notable Quotes “The power of showing up is huge. Be a consistent person—it’s rare.” “Systems beat motivation ten out of ten—motivation will wane.” “Recurring revenue stabilizes your business and changes patient lives.” “Trolls don’t pay the bills—ship the work and help your people.” “Don’t move the goalposts. Delay gratification to build real freedom.” Action Items
    • Create a simple content system: topic list → record → edit → post → email/social.
    • Launch one continuity offer (monthly check-in or performance session) for eligible patients.
    • Block a consistent sleep window on your calendar for the next 30 days.
    • Schedule a standing monthly founder meetup (90 minutes) with peers.
    • Track one metric for 8 weeks (e.g., continuity MRR or weekly content cadence) and review.
    Resources & Links
    • PT Biz Website
    • Free 5-Day PT Biz Challenge
    • PT Biz YouTube (clinic tours & episodes)
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    1 h y 3 m
  • Ep849 | One Simple Sales Hack To Improve Your Cash-Based PT Clinic

    Ep849 | One Simple Sales Hack To Improve Your Cash-Based PT Clinic
    Sep 11 2025
    Prognosis Over Price: A Simple Hack to Boost Sales Conversions

    In this episode, Doc Danny Matta unpacks one of the most common struggles in cash-based PT: helping staff (and owners) get comfortable with sales. Drawing from years of coaching, Danny shares a simple “prognosis-first” approach that removes the stress around money and makes closing plans of care natural and effective.

    Episode Summary
    • The sales hurdle: Many clinicians (especially new grads) struggle with money conversations.
    • Danny’s early mistakes: Starting at $175/session, no packages, offering weak 3-visit plans.
    • The prognosis hack: Forget cost—present what’s clinically needed based on diagnosis and desired outcome.
    • Why it works: Patients trust clarity, honesty, and confidence more than discounts or options.
    • Staff training tip: Anchor staff to prognosis, then be quiet—let the patient decide.
    Key Takeaways
    • Prognosis > Price: Tie your recommendations to outcomes, not dollar signs.
    • Confidence closes: Patients sense discomfort; clear communication builds trust.
    • Education wins: Patients invest when they understand timeframes, healing, and next steps.
    • Less talking, more listening: Present the plan, then pause—don’t talk them out of it.
    Pro Tips You Can Use Today
    • Have staff present plans in terms of visits + timeline, not dollars.
    • Use a simple handout with care plan options—let patients point to their choice.
    • Practice being silent after presenting prognosis; resist filling the gap.
    • Role-play money conversations until staff are comfortable staying clinical.
    Notable Quotes “Forget about the plan of care cost. Focus completely on the prognosis.” “It’s not hard to sell when you’re clear, confident, and opposite of the traditional medical experience.” “Patients invest when they understand exactly what it takes to solve their problem long-term.” Action Items
    • Re-train staff to frame care plans around prognosis, not price.
    • Create one-page prognosis templates for common injuries.
    • Practice silence—say what’s needed, then stop talking.
    • Track conversion rates before and after implementing this hack.
    Resources & Links
    • PT Biz Website
    • Free 5-Day PT Biz Challenge
    Más Menos
    15 m
  • Ep848 | Two Cash-Based PT Clinic KPIs That Transform Your Clinic

    Ep848 | Two Cash-Based PT Clinic KPIs That Transform Your Clinic
    Sep 9 2025
    🚀 Two Variables That Separate 7-Figure PT Clinics From the Rest

    In this solo episode, Doc Danny Matta breaks down data from PT Biz’s industry report across 200+ clients. He reveals the two key factors that distinguish the biggest, most successful clinics from those still struggling to grow—and how you can apply them immediately to build a more profitable, scalable practice.

    🎯 Episode Summary
    • The name tag system: Clinics are grouped by revenue, from white ($<100K) to gold ($1M+).
    • Two game-changers: Higher revenue per session and more recurring revenue separate gold clinics from white clinics.
    • The 20% difference: Larger clinics average ~$200/session vs. ~$165/session for smaller clinics.
    • Mindset matters: Confidence to charge what you’re worth is more limiting than skillset or location.
    • Recurring revenue advantage: Top clinics snowball faster because 30–50% of their patients return regularly.
    💡 Key Takeaways
    • Charge what you’re worth: Price reflects confidence, not just location or competition.
    • Profit fuels growth: Higher rates mean more reinvestment into staff, space, and culture.
    • Recurring revenue compounds: Builds stability, decreases reliance on new patient volume, and accelerates clinician schedules.
    • Mindset shift is critical: Undercharging is usually a belief issue, not a market one.
    🧠 Pro Tips You Can Use Today
    • Audit your pricing: Compare your session rates against industry leaders and adjust.
    • Engineer recurring offers: Build long-term plans beyond discharge to keep patients engaged.
    • Leverage peer influence: Surround yourself with clinics charging higher rates—normalize it.
    • Snowball strategy: Pass new patients to junior clinicians while senior staff carry recurring clients.
    🔊 Notable Quotes “If you can have a 20% difference in what you’re generating on an hourly basis, that is huge.” “It’s more of a mindset issue than a skillset issue. Most clinicians are fantastic—what holds them back is what they think they’re worth.” “Recurring visits are an unfair advantage of cash practices. Insurance can’t match it.” 📌 Action Items
    • Raise your average session rate closer to $200/hr.
    • Design a simple recurring service package to keep patients long-term.
    • Track your recurring percentage—target 30–50% of total visits.
    • Reinvest profits into team, benefits, and culture to attract talent.
    🔗 Resources & Links
    • PT Biz Website
    • Free 5-Day PT Biz Challenge
    Más Menos
    15 m