How often should I work my leads?

On a schedule you can keep, ideally daily, at minimum weekly. Block dedicated time for two jobs: contacting new leads and following up with existing ones. Both, every session, because new contacts fill the pipeline and follow-up empties it into results. Here is the trap to avoid: the weekend warrior pattern, five hours of calls once a month, then silence. Thirty minutes a day beats five hours a month, badly. Small and steady compounds. Big and rare evaporates.