Partner discovery call script: branching questions by lease type
The sales call checks fit and sets the scope. It ends with a next step. Use the path that fits the lease.
I built CAMAudit because the manual audit alternatives required so much pre-engagement diligence that small-to-mid market tenants got priced out before any analysis could happen. After running detection samples through the engine across many lease types and watching how the same questions consistently produce the same engagement outcomes, I have a working view of the discovery flow that scales. This article translates that into the call script partners actually run.
Discovery call: A first call where a partner checks client fit, asks about the lease and CAM bill, and decides whether to send a scoped proposal.
The three-segment structure
A sales call has three parts. Each part has one job.
| Segment | Goal |
|---|---|
| Context and situation | Ask what prompted the call |
| Lease structure and history | Check fit and shape the scope |
| Engagement scope and close | Frame pricing and name the next step |
Do not let the first part crowd out the close. Leave time to name the next step.
Segment one: context and situation
Open with: "What prompted you to think about a CAM audit right now?"
This is the most useful single question in the discovery script. The answer surfaces the precipitating event, which tells the partner everything about the prospect's emotional state, urgency, and engagement readiness.
Common answers and what they signal:
"We got a true-up bill that surprised us." Signals high urgency, emotional engagement, recent reconciliation statement available. This prospect is the most ready to engage and the highest closing probability.
"Our CFO flagged the line item." Signals professional review process, lower emotional charge, and an analytical decision path. This prospect needs a data-forward proposal.
"A peer told us they recovered money." Signals social proof motivation, expectation of similar outcomes. This prospect is open to engagement but needs accurate expectation setting because peer recoveries are not predictive of their recovery.
"Our lease is up for renewal soon." Save the renewal date. Ask which CAM bills are still open for review. Keep any past claim apart from the new lease talk.
After the opening, ask:
"How long have you been at this property?"
"How many locations do you operate, and are they at similar lease structures?"
"What is your role in deciding on something like a CAM audit?"
The first establishes the lookback window. The second establishes whether the engagement is single-location or portfolio. The third surfaces the decision-maker situation, which prevents the partner from selling the wrong person.
Segment two: lease structure and history
This is the core of the discovery call. The branching starts here based on the prospect's answer to:
"Do you have a triple net lease, a modified gross lease, or a gross lease?"
About 30 percent of small-to-mid market tenants cannot answer this directly. Walk them through it: "Do you pay a single rent number, or do you pay rent plus separate lines for taxes, insurance, and CAM? If you pay separate lines, that is triple net. If you pay a single rent that increases when operating costs go up over a base year, that is modified gross. If you pay a single rent that does not change with operating costs, that is gross."
Triple net branch
If the prospect has a triple net lease, ask:
"What does your annual CAM, taxes, and insurance run combined, per location?"
Use the client's own CAM spend and file count. Add staff time and current audit-pack cost. Do not use a broad dollar cutoff for every client.
"Have you received a CAM reconciliation statement for the most recent year?"
Confirms the analysis surface. No reconciliation, no audit.
"How many reconciliation years have you received that have not been independently reviewed?"
Establishes the lookback window. Three or more is the strongest signal.
"Does your lease have a gross-up provision, a controllable expense cap, or a base year for any pass-throughs?"
These are the highest-yield audit categories. A yes on any of them adds engagement value because each is a category where errors compound across years.
"Has the property changed ownership during your tenancy?"
A property sale may change the billing contact or method. Compare the new CAM bill with the lease.
Modified gross branch
If the prospect has a modified gross lease, ask:
"What was your base year, and do you have the original base year operating expense breakdown?"
Ask which base year the lease names. Compare it with the year used on the CAM bill. Request cost support for any gap.
"How much have your operating expense pass-throughs grown in the years since the base year?"
Compare each year's cost with the lease cap and prior bill. A large rise is a flag, not proof.
"Is the base year measured on a cash or accrual basis, and has the methodology been consistent?"
Methodology shifts between base and current year are a common finding category.
Gross lease branch
If the client has a gross lease, first check for any CAM pass-through. Ask:
"Are there any specific operating expense pass-throughs, like utility increases or tax escalations, that the landlord has been billing separately?"
Some leases labeled gross have small pass-through provisions for specific cost categories. These are auditable. Most gross leases have no audit surface.
Confirm the no with:
"It sounds like there is not a reconciliation surface to audit on this lease. The gross lease structure means the landlord absorbs operating cost variability. There are still circumstances where an audit makes sense, like reviewing whether you are being billed correctly for utility separations or for any tax escalation provisions, but the standard CAM audit engagement does not fit your lease structure."
This is a clean disfit check that protects the relationship and may surface a different scope (utility billing review, tax escalation analysis) that does fit.
Segment three: engagement scope and close
After establishing lease structure, history, and viability, transition to engagement framing.
Open with: "Based on what we discussed, here is what I am thinking the engagement looks like."
Frame the scope: number of locations, number of years to look back, whether dispute letter drafts are included, expected timeline.
Set the client fee after file review. Count sites, years, lease detail, and staff time. Then send a clear scope and fee.
Ask the three closing questions:
"Based on what we discussed, does this seem worth pursuing?"
"What would your decision process look like, and who else needs to weigh in?"
"If I send you a scoped proposal by [date], what is the right next step?"
Close with: "Send me the lease, every amendment, and the latest reconciliation statement. I will send the scoped proposal within two business days after I receive the documents."
The closing move creates a specific commitment from the prospect (sending documents) and a specific commitment from the partner (sending the proposal). A discovery call should end with one named next step.
What to avoid
Three patterns derail discovery calls consistently.
Talking too much. Ask about the bill, lease, and goal before you explain the service.
Asking the lease type question too early. Partners sometimes lead with "what type of lease do you have?" and lose the prospect who does not know. The opening question (what prompted the call) is more inviting and surfaces the lease information later in segment two when the prospect has had time to settle into the conversation.
Quoting a fixed price during the call. Prospects who hear a fixed price during the discovery call before the partner has reviewed the documents either feel locked in to a price that turns out to be too high (engagement unhappiness) or perceive the partner as imprecise (engagement loss). The conditional range plus scoped proposal is the cleaner pattern.
Calibrating the script over time
The script above is a starting point. Change the words to fit your voice and client base. Keep the three parts and track what works.
Track your own close rate by precipitating event over time. You may find that one or two triggers produce better calls than others. Use your own data to adjust outbound copy and follow-up timing.
The discovery call is not a sales pitch. It is a structured fit check conversation that protects both sides from a poor-fit engagement. Partners who run it consistently build a more profitable practice with happier clients than partners who improvise.
For a complete overview of how white-label partners scope and price engagements after discovery, see the CAMAudit white-label CAM audit service.