Response to "Why do you need to know that?" or "What difference does it make?"

[Jennifer Alcide]

Hello,

I'm a new investor who is targeting absentee owners for wholesaling. When I receive a phone call, and I begin to qualify them, one of the questions I ask is "is there a mortgage on the house?" The response usually is "Why do you need to know that?" or "What difference does it make?"

I don't really have a set answer for this. I know in my mind I am trying to see roughly how much equity is in the house, but should I disclose that to them? I

What is a good response to this question? Is this question even a relevant question to ask?

Thanks in advance!

All the best,
Jennifer