"Why Are You Selling?" "You sent me a letter" How to respond

[Allan Smith]

If a seller calls you, you go through your script and ask questions, and get a feel for how serious they are about selling. There's a broad spectrum of where these people are at on the motivation scale, but what do you do with the people who say they called because you sent them a letter/called them/etc? It is sort of a red flag that they aren't motivated if that's their answer to my "why are you selling" question.

For those of you that do a high volume of deals, what do you do with this lead? Do you follow up occasionally or just let it go? Refer it to a realtor?