Direct Mail Tire Kickers

[Tom Scott]

My first direct mail campaign is now beginning its' second month. As expected, most of the calls that come in are folks that just want to know what I am up to. They throw out huge numbers for their properties and hope I'm dumb enough to take the bait. So my question is, other than that first phone interaction where you find out if they are serious, is there really any use in doing any real research and following up with these people (i.e. making a formal offer)? 

I think it's generally pretty easy to tell they aren't seriously motivated within a few minutes on the phone and then when they throw out that number that is 40% higher than market, or refuse to give you a number at all, it would seem a forgone conclusion that no deal is to be made with that particular individual and that I should just cut bait and run. Thoughts? 

Tom