The ‘Polite Fade’ — How Leads Go Cold Without Saying No

What happens when a lead doesn’t say “no” — but also never says “yes”? In this episode of Booked from the Dead, Mason and Jay dig into one of the most frustrating parts of the sales process: the polite fade. You’ll hear why leads disappear without warning, what that silence really means, and how to revive deals that seem dead without sounding desperate. Jay plays the everyman here, sharing moments where he felt ghosted and unsure if a follow-up would help or hurt. Mason unpacks the timing, psychology, and structure behind subtle reactivation — including a dead-simple 3-message framework that helps service businesses turn “not now” into “booked in.” If your pipeline is full of maybes and stalled conversations, this episode will help you cut through the ambiguity and get answers — fast.