When to Negotiate with Direct Mail Sellers

[John Moon]

Hi folks,

I'm getting call backs from my direct mail campaign and I've been following a script that I believe brandon turner posted. I get theri basic info, the unit details and when and how much they're looking to sell it for. However, when I hit that question, I feel the seller is always asking for too much. So far, I've been saying "ah man I don't know how I can pay that much for this property"  or some variation. At that point, the sellers "think about it and call me back." 

My question is, should I be asking about how much they're looking to sell before I go look at the property and evaluate it further? 

What are the natural transitions you guys make?