Got a response to Direct Mail..Now what?

[Hal Cranmer]

I sent out 100 yellow letters and apparently they hit today because I got two calls from free and clear homeowners. Both seem like they are retirees

One said that her home is 'ugly', she owes $20K on an insurance loan, and would like downpayment for another house. The tax value shows $130K and I am working on comps.

The other said that her house is in great shape, and that she and her husband just want to sell it. I'm not sure how motivated they are. The tax value is about $190K.

I have appointments to see them both this weekend and this is the first time I have done something like this.

I was wondering about suggestions on how to approach these people? For the first I am thinking about a low offer/wholesale/flip kind of offer, and maybe the second would be interested in some kind of owner financing. Anyone got ideas? Thanks for the help. I'm going to be nervous.