how to convince people it's a good deal?

[Jack Rengold]

how do i convince people that what i am offering to them is a good deal?

when i am speaking with someone over the phone i make a ballpark offer to them so i can see what we are working so i know if it is worth pursuing to check out the house and then i would crunch the numbers to make a real offer.

whenever i make that ballpark offer, i am never even close to what they are asking.

right now i send direct mail to absentee owners and am having no luck on the second mailing so far.  i still have 4 more to go, but i want to make sure i have not missed anything from all the calls that i have been recieving.