Decide if your Lead is an opportunity. If it is, promote it in the system. Here's how. (Link to prioritize and work your book). This is where you define the contact as a buyer or a seller, schedule sales activities and appointments, and do everything you can to provide great service at every touch-point.
1. From 'My Book' (under 'Work My Book' or 'My Leads'), find your Contact and click the 'Promote' button in their row.
2. Select the 'Transaction Type' from the drop down menu
Optional: complete the 'Next Steps' accordingly to set a task in your Calendar.