> ## Documentation Index
> Fetch the complete documentation index at: https://docs.nyumbazetu.com/llms.txt
> Use this file to discover all available pages before exploring further.

# Sales pipeline and leads

> Track marketing leads and letting opportunities from first enquiry through to a signed lease or sale.

**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.

<Note>
  Leads are people, not units. The same person enquiring about three units is one lead with one
  history — do not create a lead per unit.
</Note>

## 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.

<Steps>
  <Step title="Qualify">
    Confirm requirement, budget and timing. Disqualify early rather than carrying dead enquiries.
  </Step>

  <Step title="Viewing">
    Arrange and record the viewing. Link it to the unit so vacancy activity is visible.
  </Step>

  <Step title="Offer">
    Terms proposed — rent, deposit, start date, any concession.
  </Step>

  <Step title="Application">
    The prospect submits an application. From here the record continues in
    [Applications](/guides/applications).
  </Step>

  <Step title="Closed">
    Won, when a lease is created; lost, with a reason.
  </Step>
</Steps>

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](/guides/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](/guides/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. |

## Related

<Columns cols={2}>
  <Card title="Applications" icon="file-signature" href="/guides/applications">
    Screening and conversion into a tenancy.
  </Card>

  <Card title="Units" icon="door-closed" href="/guides/units">
    Vacancy and unit availability.
  </Card>

  <Card title="Work and assignments" icon="list-check" href="/guides/work-and-assignments">
    Who owns follow-up on an opportunity.
  </Card>

  <Card title="Communications" icon="paper-plane" href="/guides/communications">
    Reaching prospects and tracking delivery.
  </Card>
</Columns>