Talking to potential sellers

[Jennifer Talcott]

I have a lead on a potential short sale property with equity, and I was planning to talk to the owner to see if they would be interested in selling to me.

My question is: What do I say to them if they ARE interested?  What questions do I ask?  What information do I give?  I'm a realtor, so I can put the deal together, but I mainly deal with retail for my clients.  What kinds of questions are short-sellers likely to ask me?