Receiving calls after first direct mail campaign -- No idea what to say or how to qualify leads

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Hi everyone,

I just sent out my first direct mail campaign last week, and I've started to receive phone calls.  I'm using a questionnaire I downloaded from the resources page as a script to help guide the conversation with prospective sellers.  I've only talked to one person so far, and I have a few calls I need to return.  I'm hesitant to call them back because while the script is helpful they may not be the type of motivated sellers I'm looking for.  So my first question is how do I qualify them?  Do I give them a spiel about what I do as a wholesaler?It would be helpful if some of you could give a brief overview of how an initial phone conversation goes with a lead.

The first person I talked to seems like he could be a good lead.  Not too sure because he already said he'd been throwing numbers around with another investor and wanted to know what I could offer.  Although he said he owned his home free and clear, I found something on AgentPro247 that said there was a $24K mortgage on the property.  He has a tenant that's already living in the house, paying $800/month.  Is this a type of property that I could wholesale?  Or would it be better if the home were vacant?

Also, do I make an offer over the phone or do I ask to see the property first?  Do I need to see the property to make an offer? 

Thanks.