Decide if your lead is an opportunity. If they are, promote them in the system. 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. 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.