If they're in preforeclosure usually they are either angry about it or they have their head in the sand and are ignoring it.
We don't use scripts, just be yourself. You should be pressuring them, if they can get out of foreclosure by selling now, that's a better deal for them. Convincing them of that will be difficult however, most of the time they will assume you're a jerk anyway. It takes persistence.
Understand also that preforeclosure are the most Obvious targets for buyers and are therefore they get a boat load of calls and letters.
@Mandi Martinez I suggest that you don't spend too much time on anyone unless they are motivated to fix their situation. On the non performing notes that we buy, most borrowers are at the point where they want to stay in their properties for as long as possible while paying the minimum amount necessary. Most want to do everything except pay their mortgage, even when it would make sense to sell and downsize or take on roommates that could help them pay. There are a few that reach out to us in a genuine attempt to solve their problem and we respond in kind and do what we can. I would focus on trying to find these people, if I were you.