Research · Completed · Billy Beane

Vacancy economics brief

35/14/21 make-ready model — marketing against total vacancy burns budget.

Completed INTERNAL

Owner · Dept

Billy Beane · Research · VP Market Research

Status

Completed. 35/14/21 make-ready model — marketing against total vacancy burns budget.

Desktop path

Desktop\Modern-Solution-Ops\04-Research\projects\vacancy-economics\

Thesis

Operators who market against total vacancy waste budget on units that cannot lease today. Make-ready is the real sellable inventory. LeadNet turns anonymized website demand into actionable contacts so spend fills make-ready first.

35 / 14 / 21 model

Signal	Approx.	Meaning
Vacant on books	~35	Units vacant in PMS / ownership report
Make-ready	~14	Physically ready to show, apply, move in
Demand gap	~21	Offline: turns, reno, holds, notice-not-vacant

Demand gap = vacant − make-ready. Those ~21 are inventory you cannot sell yet — not “demand you failed to create.”

LeadNet plug-in (inventory discipline)

Identify anonymized website demand already hitting the property site.
Prioritize fill on make-ready — nurture / retarget when phase rules allow.
Measure make-ready fill velocity, not vacancy % alone.
No ROI $/% asserted. Contacts ≠ leases. Pitch is inventory discipline + demand recovery.

Key links / artifacts

Desktop pack: INDEX.md · REPORT.md (canonical; multifamily-… filename is alias)
Ops map: ms-agent-ops.pages.dev