Lead generation is about adding new people to your database through marketing, networking, referrals, and other prospecting activities. Lead conversion is about turning those leads into clients through consistent follow-up and relationship building. Success requires daily, dedicated time—typically 2–3 hours for agents and about 6 hours for ISAs/Concierges. Remember, lead conversion is a long game. Patience and persistence lead to more appointments, more closings, and ultimately, more income.