CAM audit sales guide

Sell your first CAM audit

CAM billing errors are common. Your clients may be overpaying right now. CAMAudit runs the extraction, the math, and the report. You set the client fee, review, and sign.

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CAM, in plain terms

New to CAM audits?

CAM means Common Area Maintenance. These are shared building costs. A landlord bills them to tenants, like parking, cleaning, and security. Landlords often get these bills wrong. A CAM audit checks the bill against the lease and finds the mistakes.

See the CAM glossary

The three documents that matter

You do not need to know every real estate term before the first call. Start with these three documents.

  1. 1. The signed lease. It defines what can be charged.
  2. 2. All amendments. They often change CAM caps and exclusions.
  3. 3. The CAM reconciliation. It shows what the landlord billed.

Keep the first offer small

Do not sell a full lease program yet. Sell one review that shows whether the bill is clean or worth a follow-up.

  • One lease
  • One CAM reconciliation
  • One findings report
  • One dispute letter draft, if findings support it

Your first 30 days

A short list, real calls, one paid review

Do not start with a website, a brochure, or a long service menu.

1

Days 1-3

Build a starter list

  • Pull clients with NNN or modified gross leases. Retail, medical, office, franchise, and industrial all count.
  • Mark who received a CAM statement this year.
  • Keep only prospects with a lease and a statement. CAM spend should be worth the review.
2

Days 4-7

Send the first outreach batch

  • Send personal emails to warm contacts.
  • Send LinkedIn notes to owners, CFOs, brokers, or attorneys who serve tenants.
  • Set discovery calls only after the prospect can confirm a lease and a CAM statement exist.
3

Days 8-14

Run discovery and collect documents

  • Use the discovery questions below before you explain the product.
  • Ask for the lease, amendments, CAM statement, and landlord backup.
  • Do not quote a fee until you have seen the documents.
4

Days 15-30

Close the first paid reviews

  • Send a short scope: property, years, documents, deliverables, fee, and timeline.
  • Start with one property when the client is unsure.
  • After findings, book a review call and name the next owner: client, advisor, or counsel.

Discovery call script

  1. 1Did you get a CAM reconciliation this year?
  2. 2How much did you pay in CAM last year?
  3. 3Does your lease say NNN, modified gross, or operating expenses?
  4. 4When did the landlord send the statement?
  5. 5Have you ever asked the landlord for backup?

If the prospect cannot produce the lease and the statement, stop. Ask for both before you quote a fee.

Minimum fit rules

Say no fast when a prospect misses these. Do not spend time on a quote until each line checks out.

  • The client has a commercial lease, not just a rent invoice.
  • The client received a CAM reconciliation or pass-through statement.
  • The statement covers a meaningful annual amount or several locations.
  • The lease has audit rights, CAM definitions, caps, exclusions, base year terms, or gross-up language.
  • The client is willing to send documents before you finalize scope.

Quote the work from four inputs

Price from scope, not from hope. Review your pack terms in-product before you set a client fee.

  • Client fee: the fee your client pays for the review. You set this.
  • Pack cost: the public CAMAudit audit-pack cost your firm pays per credit.
  • Staff review time: document intake, findings review, report prep, and the client call.
  • Follow-up scope: backup requests, counsel coordination, re-review, or annual monitoring, if included.

What to say on the findings call

The client is not paying for a pile of line items. They are paying for a clear decision. Run the call in three parts.

Open

We checked the CAM statement against the lease and sorted the results into clean items, questions, and findings.

Explain

For each finding, show the lease clause, the landlord charge, the corrected math, and the dollar difference.

Decide

End with the business choice: monitor it, ask for backup, send it to counsel, or close the file as clean.

Objection answers

"We already have a CPA."

That helps. This is a lease charge review. Your CPA may not check if the landlord billed CAM the right way.

"We do not want a fight."

You are not selling a lawsuit. You are checking the bill and asking for a fix if the lease supports it.

"What if you find nothing?"

Then the client gets a clean review for their file. That still helps at renewal time.

Keep the promise narrow

We do not promise a recovery. We promise a clear review, lease citations, clear math, and a client-ready report. If findings raise legal questions, point the client to counsel before any dispute step.

Your lane is fact review, math, sorting documents, and talking to the client. Counsel owns legal rights, legal notices, and dispute strategy.

More from CAMAudit

White-label program

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Explore CAM audit resources

Browse service guides, templates, and checklists.

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