What is your follow-up conversation sound like with leads?

[Brian Huber]

Hi, I have several people with whom I'd like to follow up.  Basically, I've had the initial conversation with them, asked about their houses condition, and the majority of these leads are folks who want retail for their house that's in need of extensive repairs. They're holding out for more money, etc.

What does your follow-up phone with these sellers consist of?  Any good phrases/open-ended questions to ask? Anything you can recommend to gently help them realize they're expecting too high of a price for their houses? Haha.

Any insight is appreciated, thanks!