How much to phone qualify?

Question

When talking to people before you see their house, how far do you go to qualify them? I generally get their property description, their situation and what they think their house is worth, what they want for it, and what they owe. But I come accross a few problems. I'd like to save some time in not visiting people if their numbers are ridiculous, but at the same time once we're face to face they're generally much more forthcoming about things. 
For example I talked to a couple and I really didnt even want to go as I figured I'd just end up telling them they should just find a realtor, and as it turns out, they really needed out and just jumped on my offer.
Then yesterday I saw another that I was excited about as the hubby sounded pretty realistic, but once I get there I realize we're like 80 grand away from any real price and needless to say he didnt care for my offer.
Couldn't I be qualifying better somehow on the phone so as my time is directed the right way? or should I always just go and see whats up?

Ryan Webber · Answer

I always do some prequalifying on the phone.  90% of my phone calls aren't even possible deals so I don't waste my time on them.  My main concerns are if they have equity and how firm they are on how much they want.  Because I know my city very well, 95% of the time they can tell me the basics of the property - the size of the house, the address, and the basic condition of the property- and I can know within 10% or so of where I need to be.  If they are possibly in this range of equity and seem possibly open to something in that range then I will go look at.  I will normally tell them the range I will be in and see if they hang up on me or not.  If they don't hang up and they possibly have the equity (sometimes they will tell you what they owe or what they bought it for and sometimes you just have to judge by how long they've had it), then I spend the gas and go look.