Response to yellow letter

[Jared Standiford]

Hello, I am recently working on a yellow letter campaign. I am targeting an audience with 60-100% equity, absentee owner, and non trustee owned. My question is when I get a response to my yellow letter, how should I approach the return call? What type of questions do I ask? And what is the best way to make your offer without scaring them off? Thank you Jared