Equity and Different Solutions for Homeowner

[E J]

Ok, so I'm trying to figure out what I'm going to say to homeowners after they give me their property information. It seems as though the level of equity in their property has a big impact on what the seller's options will be. I want to narrow this down to a specific process that I will repeat with every seller. So far I have:

Equity > 35%, make cash offer
Equity < 0%, offer to negotiate short sale
0% < Equity < 35%, not enough room to make a cash offer, what do you do?

Also, do you guys do anything like negotiate mortgage modification, forbearance agreements, and deeds in lieu or is short sale what you recommend when someone is upside down?