I couldn't seem to find much out there relating to this tactic.

This is where they are happy their limiting beliefs overpowered that ambition to start investing. 

@JohnWarren I agree that is sometimes the better tactic but I'm hesitant in this case. 

I don't expect to make an offer until I see it in person but any FSBO specific negotiation tactics would also be appreciated.For starters I would go into:Tell me the story of each property.  

Has anyone ever heard of this tactic?

Driving for dollars is a good tactic.

If human existence relied solely on me crawling over power lines, then I might think about it.These guys HAVE to get a kick out of it, or have some sort of attachment to it.

I’ve just grown tired and jaded to the “mentor†selling tactics.

This is a well known tactic and their barebones budgets never encompass all the true expenses of a property.  

Your phone tactics need to be sharp though so make sure to role play with someone.