Shortening the rental period: Why it takes longer than necessary – without anyone being to blame

A tenant changeover takes an average of 6 to 10 weeks based on the experience of typical management companies, even though no one is deliberately working slowly. Teams do their best, and overtime is not uncommon. And yet the process drags on.

The duration is not caused by a lack of effort, but by a lack of defined states in the process. Each step creates uncertainty about the next: Whose turn is it? What is still missing? Is the previous step really complete?

Letting duration is a system problem, not a people problem.

Those who structure the process shorten lead times – without putting pressure on people.

In order to shorten the letting duration, process steps must not only be executed, but connected. In this article, we explain where time is lost – and how to solve this systemically.

What is Time-to-Keys?

Time-to-Keys refers to the total duration from the initial inquiry to the handover of keys to the new tenant. It is the most important key performance indicator (KPI) in tenant changeovers – and from practical experience, we know that fewer than 15% of organizations measure it systematically.

The difference from classic key figures: Time-to-Keys does not just measure whether a unit was let, but how long the entire process takes – including waiting times, handovers, and queries between the steps.

Typical causes of extended letting duration:

• No state definitions: No one knows what "completed" means at each step.

• Uncertainty creates waiting times: From the practice of typical management companies, an average of 2 to 4 days of delay arises for each piece of missing information.

• Lack of escalation paths: Delays are detected late – often only when owners ask.

• Systemic causes dominate: A tenant changeover in Germany takes an average of 6 to 10 weeks (industry estimate), of which typically only 2 to 3 weeks are actual processing time.

Why does it fail in practice today?

The actual processing time is typically only 2 to 3 weeks – the rest is caused by structural gaps.

Lack of state definitions

If it is not determined when a step is considered completed, uncertainty arises. "Documents received" can mean that they are available – or that they have been checked and approved. Without clarity, the next step waits.

Waiting times due to missing information

Based on the experience of typical management companies, we know that an average delay of 2 to 4 days occurs for every piece of missing information. With three to four open points per transaction, this adds up to one to two weeks – without anyone being idle.

Delays are recognized late

Without process KPIs, there is no early warning. The fact that a transaction is stuck often only becomes visible when the owner asks or the vacancy is noticed. By then, the time is already lost.

Vacancy between tenancies

The average vacancy between two tenancies in Germany is 3 to 5 weeks (IW Köln). This is not a market problem – it is a process problem.

Where the biggest time-wasters arise during the process is shown in our article on time-wasters in letting.

What this costs – effects and ROI

Risks associated with long letting durations

Vacancy costs: 950 to 1,700 euros per month and unit – rent plus service charges (EverReal practical estimate). With 100 units and one week less vacancy per residential unit and year, this results in savings of 23,000 to 43,000 euros – a realistic value from the experience of typical management companies.

Reputation risk: Owners expect predictable lead times. Unpredictable letting durations undermine trust and jeopardize mandate renewals.

Additional staff effort: Long runtimes generate reactive adjustments – queries to applicants, internal status queries, escalations to superiors. This effort ties up capacity that is then missing for new processes.

Efficiency gains with a structured letting duration

Empirical values from practice:

• Reduction of Time-to-Keys by 2 to 4 weeks through state definitions

• Early warning of delays through process KPIs

• Predictable lead times as a basis for owner reporting

How predictability arises systematically and what role KPIs play in this is explained in our article on predictable letting.

Practical example

An asset holder with 300 units. Average tenant changeover duration: 9 weeks. Of this, 4 weeks is pure waiting – for feedback, documents, approvals.

The problem was not the processing speed, but the gaps between the processing steps. No one knew which transaction was waiting for which piece of information.

After introducing structured process states with clear completion criteria and handover deadlines:

• Tenant changeover duration reduced from 9 to 6 weeks

• 33% lower vacancy costs

• Predictable lead times for owner reporting for the first time

• Waiting times visible and manageable

Add target duration and completion definition to process steps

Define a target duration and a clear completion criterion for each step in the tenant changeover. A "viewing" is only completed when the viewing report is available and the application has been received – not when the appointment has taken place.

• Provide each step with a target duration

• Define a completion criterion for each step

• Establish responsibility for the transition

Provide handovers with responsibility and deadline

Every handover between people or departments is assigned a responsible person and a deadline. If the deadline is exceeded, the case is automatically escalated.

• Identify handover points

• Define responsibilities and deadlines for each handover

• Establish escalation logic

Measure Time-to-Keys regularly and benchmark quarterly

Measure the total duration of each tenant changeover and compare on a quarterly basis. Identify which steps cost the most time – and where the greatest improvement is possible.

• Introduce Time-to-Keys as an overall KPI

• Record step duration for each phase

• Establish quarterly comparison

6 to 10 weeks for a tenant changeover is the industry average – of this, 4 to 7 weeks are systemic and avoidable. Time-to-Keys is the most important metric in tenant changeovers – and is hardly ever measured.

Every week of reduced vacancy is a directly measurable economic gain. The leverage lies not in faster work, but in a better process structure.

The complete framework is provided in our guide to optimizing the letting process.

How long does a tenant changeover take on average in Germany?

6 to 10 weeks from the first inquiry to the handover of keys, based on the practice of typical management companies. The actual processing time is typically only 2 to 3 weeks – the rest is caused by waiting times and missing process connections.

What is Time-to-Keys and why is this metric important?

Time-to-Keys measures the total duration from the first inquiry to the handover of keys. It is the only metric that maps the entire tenant changeover as a continuous process – including waiting times and handovers. Fewer than 15% of organizations measure it systematically.

How can letting be accelerated systematically?

Through three measures: define completion criteria for each process step, assign deadlines and responsibilities to handovers, and measure and benchmark Time-to-Keys quarterly as an overall KPI. The acceleration comes from structure, not pressure.