The Dangerous Myth of the 'Hot Lead'

There’s a dangerous lie floating around in sales: hot leads close themselves. In this episode of Booked from the Dead, Mason and Jay rip that idea apart — and show you what really happens when you sit on interest for too long. Jay shares a moment where a supposedly “ready to buy” lead vanished after a weekend delay. Mason walks through how lead heat decays over time — and why thinking in temperature zones (hot, warm, cold) is less useful than building a response system based on timing, context, and clarity. You’ll learn how to reframe urgency, how to move a lead forward without pressure, and why most “hot” leads don’t need a push — they need a decision path. This episode is a wake-up call for anyone treating their pipeline like a thermometer instead of a system.