lead-to-lease-funnel-review

name	Lead-to-Lease Funnel Review
slug	lead_to_lease_funnel_review
version	0.1.0
status	draft
category	residential_multifamily
subsystem	residential_multifamily
pack_type	workflow
targets	["claude_code"]
stale_data	Funnel conversion benchmarks, lead-response SLAs, source-mix benchmarks, and marketing cost-per-lease norms are overlay-driven and will drift. Target bands are pulled from derived references; sample references in starter commits must be replaced with live data before the output is treated as operating fact.
applies_to	{"segment":["middle_market"],"form_factor":["garden","walk_up","wrap","suburban_mid_rise","urban_mid_rise"],"lifecycle":["lease_up","stabilized","renovation"],"management_mode":["self_managed","third_party_managed","owner_oversight"],"role":["property_manager","leasing_manager","regional_manager","asset_manager"],"output_types":["kpi_review","operating_review","memo"],"decision_severity_max":"recommendation"}
references	{"reads":["reference/normalized/market_rents__{market}_mf.csv","reference/normalized/concession_benchmarks__{market}_mf.csv","reference/normalized/occupancy_benchmarks__{market}_mf.csv","reference/derived/role_kpi_targets.csv","reference/derived/funnel_conversion_benchmarks__middle_market.csv"],"writes":[]}
metrics_used	["lead_response_time","tour_conversion","application_conversion","approval_rate","move_in_conversion","leased_occupancy","preleased_occupancy","notice_exposure","concession_rate"]
escalation_paths	[{"kind":"fair_housing_flag","to":"regional_manager -> approval_request(row 3)"},{"kind":"concession_above_policy","to":"regional_manager -> approval_request(row 13)"},{"kind":"screening_drift","to":"regional_manager -> compliance_review"}]
approvals_required	["concession_above_policy"]
description	Diagnostic review of the leasing funnel from lead through move-in. Identifies where the funnel is breaking (response time, tour conversion, application conversion, approval, move-in), quantifies exposure, surfaces fair-housing and screening-drift flags, and proposes a remediation plan with owner-specific target bands. Recurring weekly at the property level; invoked ad hoc when notice exposure or leased occupancy slips.

Lead-to-Lease Funnel Review

Workflow purpose

Diagnose each stage of the property's demand-conversion funnel. Compare actuals against overlay-driven target bands. Isolate the binding constraint (lead volume, response, tour conversion, approval friction, or move-in conversion), surface fair-housing and screening-policy flags, and propose concrete actions scoped to the role that invoked the workflow.

Trigger conditions

• Explicit: "run funnel review", "weekly leasing funnel", "tour conversion drop", "pipeline audit", "why aren't we leasing".
• Implicit: leased_occupancy below band for two consecutive weeks; notice_exposure above band; lead_response_time median breaches SLA; step-to-step fall-off in CRM changes materially week over week.
• Recurring: weekly for every property at lifecycle in [lease_up, stabilized, renovation].

Inputs (required / optional)

Input	Type	Required	Notes
CRM lead log (T30)	table	required	inquiry_ts, first_contact_ts, source, status
Tour log (T30)	table	required	tour_date, outcome, lead_id
Application log (T30)	table	required	submitted_date, approval_status, policy_ref
Lease log (T30)	table	required	executed_date, move_in_date, prior_lease_id
Rent roll snapshot	table	required	to compute leased_occupancy, notice_exposure
Market rent reference	csv	required	for market_to_lease_gap context
Concession policy overlay	yaml	required	concession ceiling and lead_time windows