Operations → Sales → /sales
Before someone is a tenant they are an enquiry. The sales pipeline is where that enquiry is captured, qualified, worked and either converted into a lease or closed out — so vacancy is managed deliberately rather than by whoever happens to answer the phone.
Two surfaces:
| Surface | What it is |
|---|---|
| Marketing Leads | Raw enquiries from campaigns, listings, walk-ins and referrals. |
| Sales Pipeline | Qualified opportunities moving through stages toward a close. |
Marketing leads
A lead is an enquiry that has not yet been qualified.
| Field | Meaning |
|---|---|
| Contact | Name, phone, email. |
| Source | The campaign, listing or channel the enquiry came from. |
| Interest | The unit, unit type or portfolio enquired about. |
| Status | New, contacted, qualified, disqualified. |
| Owner | The person responsible for first contact. |
Source is the field that pays for itself. Recorded consistently, it tells you which channels produce tenancies rather than which produce noise.
The pipeline
A qualified lead becomes an opportunity and enters the pipeline. Each opportunity carries the unit it concerns, an expected value, a stage, and an owner.
Qualify
Confirm requirement, budget and timing. Disqualify early rather than carrying dead enquiries.
Viewing
Arrange and record the viewing. Link it to the unit so vacancy activity is visible.
Offer
Terms proposed — rent, deposit, start date, any concession.
Application
The prospect submits an application. From here the record continues in Applications.
Closed
Won, when a lease is created; lost, with a reason.
Always record a loss reason. Price, timing, unit condition and competitor are different problems with different fixes, and only the loss reason distinguishes them.
Handover to applications and leases
The pipeline stops at the point an application is submitted. It does not create leases itself — the applications workflow does the screening, and lease creation happens there. This keeps a single path into tenancy, so every resident arrives with the same checks behind them.
Assignment and follow-up
Opportunities respect the same assignment layer as the rest of the platform: an owner is set on the record, and follow-up work appears in that person's queue. See Work and assignments.
Reading the pipeline
| Question | Where to look |
|---|---|
| Are we generating enough enquiry? | Lead volume by source, period on period. |
| Are we converting? | Ratio of qualified opportunities to closed-won. |
| Where do we stall? | Stage with the longest average age. |
| Why do we lose? | Loss reason distribution. |
| Which channel is worth funding? | Closed-won grouped by lead source. |
Common problems
| Symptom | Cause |
|---|---|
| Pipeline value looks inflated | Dead opportunities never closed as lost. |
| Conversion looks poor | Unqualified leads promoted straight to opportunity. |
| No source data | Leads created manually without a source; make it required in practice. |
| Lease exists but opportunity still open | Closed-won not recorded after the application converted. |
| Duplicate leads | The same person entered per enquiry rather than matched to an existing lead. |