Its also a chance to re qualify them financially to see if they are tenants you desire. 

What would you suggest for converting a hesitant lead with an obvious need and desire to get rid of the property in as-is condition.

Not desirable, but if it's really bad sometimes that's easier.

A colleague and I were just having a conversation the other day about desire for multi families. 

San Diego historically has had a great ROI for buy and hold investors so I think it has been an easy market. clearly I think San Diego is a good to great RE market but I suggest you look up San Diego RE appreciation for any duration you desire and calculate the return assuming 25% down.  

What would be an acceptable or desired financial perfornce, costs versus income?

"-Source BP blog 28 Mar 2015, Brandon Turner.The legal aspect of things aside, in the end you signed a contract stating you will buy a home, when in reality you have no desire to actually follow through and purchase it.

I am a 22 year old aspiring real estate investor who has a strong desire and passion in real estate.

This helps me gauge which units are desirable and priced attractively.

I guess it must mean something else because if the comps are $130-150k, it seems like the owner should still be able to get more than $35k by selling it on the open market, even if the interior is in less than desirable condition.