Accounting Firms
A practical meeting playbook for CAMAudit partners who want referral sources to introduce CAM audit prospects. Includes agenda, talk track, fit profile, intro ask, follow-up note, and tracking fields.
Use this when you meet a referral source.
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.
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:
| Source | Trigger |
|---|---|
| CPA | Client books show CAM, NNN, tax, insurance, or operating expense charges |
| Tenant rep | Client is near renewal and has old CAM statements |
| Attorney | Client needs factual support before legal review |
| Franchise advisor | Multi-location client has several NNN leases |
| Bookkeeper | Client got a large landlord true-up bill |
| Cost consultant | Client wants to review occupancy cost |
Bring these links:
Keep the meeting short.
| Minute | Topic | Goal |
|---|---|---|
| 0 to 3 | Why you asked | Name the referral fit |
| 3 to 7 | What CAM audit checks | Explain the review in plain words |
| 7 to 12 | Who fits | Teach the source what to look for |
| 12 to 16 | What happens next | Show the client path |
| 16 to 20 | The ask | Ask for one intro |
If the source wants more detail, send the resource after the meeting.
Do not turn the meeting into a class.
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.
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 referral.
Give the source a simple profile.
Good referral:
- 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 referral:
- 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.
Use the source's world.
| Source | What to say |
|---|---|
| CPA | "Your team may already see these charges in the books." |
| Broker | "This can help before a renewal or deal review." |
| Attorney | "This can give factual support before legal strategy." |
| Franchise advisor | "This can help multi-location operators check shared costs." |
| Bookkeeper | "This can help when a landlord bill looks off." |
| Cost consultant | "This can add a document-backed occupancy cost review." |
Do not say the same thing to each source.
Each source needs a different reason to care.
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.
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.
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].
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 referral 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.
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:
| Score | Meaning |
|---|---|
| A | Sees tenant bills often and can intro clients |
| B | Sees tenant clients but not landlord bills |
| C | Has related network but weak direct access |
| D | Does not see tenants or landlord charges |
Spend more time on A and B sources.
Do not chase D sources.
Send this after the meeting.
Subject: CAM referral 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.
A good referral-source meeting ends with one of three outcomes:
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 referral source email templates when the source is ready for written copy.
Use the first sales call walkthrough when the intro turns into a prospect call.
Add CAM audit to your client services. White-label CAMAudit under your firm brand.
Add CAM audit to your service line