Accounting Firms
A beginner-ready sales call walkthrough for CAMAudit partners. Shows what to say, what to ask, how to handle messy answers, and how to move from interest to documents without promising recovery.
Use this for your first real CAM audit sales call.
You do not need to know every CAM rule.
You do need to control the call.
The call has one job.
Find out if the file is worth review.
Do five minutes of prep.
Do not overbuild it.
Write down:
Keep these files open:
Use this order.
| Minute | Topic | Goal |
|---|---|---|
| 0 to 2 | Open | Set the call frame |
| 2 to 7 | Business context | Learn why the bill matters |
| 7 to 15 | Lease and CAM facts | Confirm review surface |
| 15 to 20 | Documents | See if proof exists |
| 20 to 25 | Fit decision | Choose next step |
| 25 to 30 | Close | Send document ask or pause |
Do not start with software.
Start with the bill.
Say this:
Thanks for taking the call.
I want to keep this simple.
First, I will ask a few questions about your lease and CAM statement.
Then I will tell you whether this looks worth reviewing.
If it does, the next step is not a dispute.
The next step is a document review.
Then ask:
What made this worth a call today?
That question tells you the real pain.
Listen for:
Do not make them feel behind.
Say this:
CAM means common area maintenance.
In many commercial leases, the tenant pays rent plus a share of shared property costs.
Those costs may include repairs, taxes, insurance, power, water, and property fees.
The landlord sends a statement after the year ends.
We check that statement against the lease.
Then move on.
Do not teach a class.
Ask these first.
They help you know if the client will care.
How many locations do you lease?
Is this one property or part of a larger group?
Did the latest bill feel normal or surprising?
Who approves landlord bills today?
Has anyone checked these charges before?
Good signs:
Weak signs:
Ask these in order.
Do you pay CAM, NNN, tax, insurance, or operating expense charges?
Did you receive a reconciliation or true-up statement?
What year is the statement for?
About how much was the annual charge?
Do you have the signed lease and amendments?
Does the lease mention audit rights or a review deadline?
If the client says "I do not know," that is fine.
Say this:
No problem.
That is why the first step is document review.
I do not want to guess from memory.
Real calls are not clean.
Use these responses.
| Client says | You say |
|---|---|
| "I think it is triple net, but I am not sure." | "That is enough for now. The lease will confirm it." |
| "The bill just looked high." | "That is a good reason to check, but we need the statement before we draw any view." |
| "The landlord has not sent backup." | "The findings can show what support is missing. We still need the lease first." |
| "Can you tell me if we paid too much?" | "Not from a call. We need to compare the bill to the lease." |
| "Can we withhold payment?" | "That is a legal and business decision. Counsel should guide that." |
| "Our broker said it is normal." | "It may be normal. The review checks the bill against the contract." |
Ask for documents before you quote full scope.
Say this:
To screen this correctly, we need four things.
The signed lease.
Any amendments.
The latest CAM or NNN statement.
Any backup the landlord sent.
Once we see those, we can tell you the right review scope.
If they only have the statement, say:
The statement helps, but it is not enough.
The lease tells us what the landlord can charge.
Please send the lease before we quote the review.
Keep it short.
Say this:
CAMAudit helps us review the lease and CAM statement.
It checks the bill against the lease rules.
Our job is to review the output, confirm support, and send a clear findings report.
The report gives you facts to discuss with the landlord or counsel.
Avoid three claims.
Do not claim the tool catches all billing issues.
Do not estimate recovery before document review.
Do not tell the client they can skip counsel or advisor review.
Those claims are too broad.
They also make the call less credible.
Pause after the lease questions.
Pick one path.
| Path | Use when | Say this |
|---|---|---|
| Good fit | Charge is meaningful and documents exist | "This looks worth a structured review." |
| Need documents | Charge may matter, but files are missing | "The next step is document collection." |
| Narrow screen | Charge is small or facts are unclear | "A narrow screen may make more sense than a full review." |
| Pause | Legal dispute or deadline concern is active | "Counsel should weigh in before we scope this." |
| Walk away | Gross lease, tiny charge, or no documents | "This does not look like a good paid review." |
Say the decision out loud.
Clients respect a no when it is clear.
Do not quote before facts.
Say this:
I do not want to price the wrong thing.
Once we see the lease, statement, and years in scope, we can quote the review.
The quote will state the documents, timeline, deliverables, and outside-scope items.
If they push again:
The fee depends on scope.
One property with one year is different from five locations and three years.
The first step is to confirm what we are reviewing.
End with one next step.
Do not end with "I will follow up."
Use one of these closes.
This looks worth screening.
Please send the lease, amendments, latest CAM statement, and landlord backup.
I will review the file and send the suggested scope.
This may not need a full review yet.
Send the lease and latest statement.
I will tell you whether a narrow first pass makes sense.
Because there may be a dispute deadline, please ask counsel to review timing.
After that, we can scope the factual review.
Based on what you shared, I would not sell you a full CAM audit right now.
The charge is too small for the scope.
If the next statement changes, send it over.
Send this the same day.
Subject: CAM review next step for [Property]
Hi [Name],
Thanks for the call today.
Based on what you shared, the next step is document review.
Please send:
- Signed lease
- Amendments
- Latest CAM or NNN statement
- Any landlord backup
Once we review those files, we will send the suggested scope and next step.
We will not make a recovery claim from the call alone.
Use this after every call.
Client:
Property:
Lease type:
Annual charge:
Statement year:
Documents ready:
Deadline concern:
Pain:
Fit path:
Next step:
Follow-up date:
A good call feels calm.
You ask short questions.
You do not rush to price.
You do not guess at recovery.
You ask for documents.
You choose a path.
Then you send the next step in writing.
That is enough for the first call.
Use the discovery call script when you need more branch questions.
Use the pricing quote worksheet after the documents arrive.
Add CAM audit to your client services. White-label CAMAudit under your firm brand.
Add CAM audit to your service line