Partner CAM audit advisor meeting playbook

Partner CAM audit advisor meeting playbook

Use this when you meet an advisor.

The source may be a CPA, broker, attorney, bookkeeper, franchise advisor, or consultant.

The meeting has one job.

Help them know who to send.

Do not teach every CAM rule.

Do not start with fees.

Start with fit.

Before the meeting

Pick one source type.

Do not use the same pitch for everyone.

Write one sentence before the call:

I want [Source Name] to introduce us to tenants who have [Trigger].

Examples:

Bring these links:

• Advisor email templates
• Partner one-pager
• ICP scorecard
• First sales call walkthrough

The 20 minute agenda

Keep the meeting short.

If the source wants more detail, send the resource after the meeting.

Do not turn the meeting into a class.

Opening script

Say this:

Thanks for making time.

I want to show you a narrow client issue we can help with.

Some commercial tenants pay CAM, tax, insurance, or operating expense charges.

Those charges should follow the lease.

Most clients do not check them.

We review the lease and statement, then give the client a findings report.

I am looking for clients where that review is worth scoping.

Then ask:

Do you see clients with landlord charges like CAM, NNN, tax, insurance, or operating expenses?

If they say no, the meeting is not a fit.

Thank them and ask who else might see those bills.

Explain CAM in 30 seconds

Use this if they do not know CAM.

CAM means common area maintenance.

In many commercial leases, the tenant pays rent plus a share of shared property costs.

The landlord sends a year-end statement.

The review checks whether that statement follows the lease.

Stop there.

The source only needs enough to spot the client-file fit.

The fit profile

Give the source a simple profile.

Good intro:

- Commercial tenant
- NNN or modified gross lease
- Recent CAM, tax, insurance, or operating expense statement
- Signed lease and amendments available
- Charge is large enough to review
- No active legal dispute without counsel

Poor intro:

- Gross lease with no pass-through charges
- No lease
- No statement
- Very small charge
- Client wants a recovery promise
- Client wants legal advice first

Then say:

If you remember one thing, send tenants with NNN leases and recent CAM statements.

Match the pitch to the source

Use the source's world.

Do not say the same thing to each source.

Each source needs a different reason to care.

Explain what happens after an intro

Sources refer more when the next step is clear.

Say this:

If you introduce a client, we do not start with a dispute.

We start with a short fit call.

If the file fits, we ask for the lease, amendments, latest CAM statement, and backup.

Then we scope the review.

The client gets a findings report.

They choose what to do next.

This keeps the source calm.

It also avoids legal or recovery promises.

The intro ask

Ask for one intro.

Do not ask them to "send business."

Say this:

Can you think of one client who got a CAM, NNN, tax, or insurance statement this year?

If yes, I can send you a two-line note to forward.

If they need time, say:

No rush.

I will send the fit profile after this.

If one client comes to mind, just forward the intro note.

Forwardable intro note

Send this to the source after the meeting.

Hi [Client],

I wanted to introduce you to [Partner].

They help tenants review CAM, NNN, tax, and insurance statements against the lease.

This is a document review, not a dispute step.

If useful, they can screen whether your latest statement is worth reviewing.

[Partner], meet [Client].

If the source asks about fees

Keep the first answer simple.

Say this:

The client fee depends on scope.

One property and one year is different from a portfolio review.

We quote after we see the lease, statement, and years in scope.

If they ask about a partner arrangement:

We should handle that carefully.

Some professions have rules about business terms and disclosures.

First, I want to confirm the client-file fit and client path.

Then we can decide what arrangement is allowed and clean.

Do not discuss private plan economics in a public meeting script.

Do not give legal or professional-rule advice.

Meeting notes template

Use this after each meeting.

Source:
Source type:
Clients they serve:
CAM trigger they see:
Fit score:
Intro promised:
Follow-up sent:
Next check-in date:
Notes:

Fit score:

Spend more time on A and B sources.

Do not chase D sources.

Same-day recap

Send this after the meeting.

Subject: CAM review fit and intro note

Hi [Name],

Thanks for talking today.

Here is the simple fit profile:

- Commercial tenant
- NNN or modified gross lease
- Recent CAM, tax, insurance, or operating expense statement
- Lease and amendments available
- Charge large enough to review

If one client comes to mind, you can forward this:

"I know a firm that can check whether your CAM statement matches your lease. Want an intro?"

The first step is a short fit call.

No dispute starts from the intro alone.

What good looks like

A good advisor-source meeting ends with one of three outcomes:

• One client intro
• One better source name
• A clear no

All three are useful.

The bad outcome is vague interest.

Vague interest fills your calendar and does not create files.

Ask for one next step.

Write it down.

Then follow up the same day.

Use the advisor email templates when the source is ready for written copy.

Use the first sales call walkthrough when the intro turns into a prospect call.