Information from Homeowner in Default?

Hey there people. If a seasoned or expierence person in this field can help, I'd greatly appreciate it. So I'm cold calling homeowners in default out here in southern California and my question is, if the homeowner is interested in selling, what information should I be gathering from the homeowner?

I understand that I should be getting the total payoff amount which includes, any liens, back taxes, etc? What repairs are needed to get the house up to market value? Is there anything else I'm missing? Thanks in advance.