Out-of-state owners -- dealing with

[George P.]

Last two props owned by out-of-state owners we looked at - could have been good wholesale deals. Here is the situation:
An OK property (needs work though) but in a very bad neighborhood (I am talking drug dealers across the street, bunch of boarded up props on the block and constant breaking ins (at least once a week - the property is vacant). Tough tough tough area. Only a couple of landlords would be interested in it and only if it's priced low.
The owner has not seen the property in years and although she claims she knows the neighborhood has gotten worst since she lived there (20 years ago), it appeared that she is still thinking she owns a diamond in the rough. And yeah, she didn't come to show the property - her cousin showed it to us.
Now, without even talking numbers, I tried explaining her that was an ok property in the worst possible neighborhood. She was looking for $20, I couldn't offer more than $10 (had an interested landlord to assign to for $2). Since she is under the impression her property is worth more than what I offered, she politely declined.
Anyway, how do you guys bring them back to Earth if you see they're not fully aware of what exactly they owe?