What questions are good to ask a potential lead when they call?

[Susan Grinde]

I have gotten my first deals from the MLS, but have noticed a few neglected homes while driving around my hometown that I want to send some letters to. This is my first attempt at generating leads in this manner and I wanted to have a kind of script in place if I get any calls back. What questions are good to ask and what are helpful tips for talking to potential sellers? What is the best way to sound confident and professional?