Does your seller's house go bump in the night?

It's important to remember that buyers take first impressions seriously. Try as we might to help them see the potential, some homes are harder to get people excited about. One trouble area is a so-called "spooky" home.

A home doesn't literally have to be haunted to be considered "spooky." It might just look a little bit shabby and dilapidated or have darker colors or heavy architectural touches that give it a Gothic flair. It might be older, and those once-desirable hardwood floors might creak as you walk over them. 

And then, there is the possibility it is haunted.

While there's no national law saying real estate agents need to disclose supernatural activity, rules vary. In some states, a home that may be haunted falls under "stigmatized properties." These are homes that may be shunned for reasons other than conditions or features.

For instance, buyers have often avoided homes where a murder took place. However, not all states require a homeowner to disclose deaths, murders, or even hauntings. Sometimes, these "stigmatizing" events are only disclosed if the buyer specifically asks. In other cases, details make the difference.

That said, most cases of "spooky house syndrome" don't require you to call an exorcist. If you have as little as a week or two, you can help a seller make changes that reduce the emphasis on things you don't want buyers to focus on. (Naturally, you should also triple-check your disclosure obligations, just in case!)

The specifics vary, but buyers can be put off by a home that doesn't blend in with the neighborhood — one that looks more "Addams Family" than "Keeping Up with the Joneses." At the same time, that doesn't mean every unusual home needs to be painted greige. You can strike a balance that works best for the property and seller.

Here's how to do it:

1. Do Thorough Research on the Home's History

It's essential to separate fact and fiction when you're dealing with a spooky house. Just because a place has become known as "the death house" doesn't make it true. Think about your colleagues in Europe, with history going back thousands of years, just about every house has had somebody die in it.

Most of the time, you will find that there's nothing all that interesting in a home's history. However, you might learn about past owners and the different changes they made over time, which will give you a better idea of what could still be done — and what, if necessary, could be reversed within the time you have.

Nobody lives in a place that makes them miserable for long. Indeed, that's one of the biggest reasons why so many Americans strive to go from renting to owning each year. So, if you look back far enough, you are bound to find someone who loved this home with all their heart.

2. Embrace the Home's Uniqueness

What people call "spooky" often really just means "outdated." Things like servant entrances, dumbwaiters, tight stairways, and narrow ducts can all arise from a historic building whose previous owners have tried their best to maintain its original character. Likewise, such homes may have been used as hospitality properties in the past.

Sellers often don't have either the time or the funds to invest in changing everything about a home to make it just one more house on the block. Instead, you can use some of these colorful features to weave a story that will connect with the right kind of buyer. Each discovery should be seen as an asset, not a liability.

If this is your first time working with this kind of eccentric home, it can't hurt to get an outside perspective. Check with your brokerage to see if you can make time with experienced colleagues who've been where you are. They may have imaginative ways of presenting the home that you hadn't thought of yet.

3. Be Transparent With Buyers

Framing a home's features in the best light possible is one of the core skills of any real estate agent. At the same time, buyers are always on the lookout for anything that sounds inauthentic. For example, they're already onto the word "cozy," which often means "cramped." Be careful about using euphemisms to manage expectations.

When you write your listing for your spooky home, be sure to read it out loud twice and imagine it from the buyers' perspective. What are they going to see, think, and imagine when they look at this listing? What key concerns could they have, and what can you say — honestly and forthrightly — to address those issues?

The better you prepare in advance, the easier it will be to have frank discussions with buyers that will show them the value of the home. Be sure you've given everything thought before you do a virtual walk-through!

4. Market to the Right Audience

There are lots of features out there that look like they should be wonderful, but actually turn off the majority of buyers. For instance, the right buyer is thrilled to invest in a pool. However, those who just aren't into it will see that pool as a constant drain on their household budget. The same thing is true of any unusual home.

There may be lots of buyers who don't even want to be on the same street as a spooky home. In fact, they may be in the majority. But for every quirk the property has to offer, there's somebody out there who will be thrilled to have it exactly (or almost exactly) the way it is. And that's the buyer you want!

Instead of trying to change the big, drafty library or old-fashioned drawing-room, try to envision the kind of person who would adore this home for what it is and how they would use each space. Then, describe that.

5. Use Photography and Videography Effectively

Last but certainly not least, leverage the power of visuals.

Every home needs professional, high-quality real estate photography to sell at its best price. But with an odd home, you should also use video to the utmost. One way to get familiar with the home is to do your own self-paced video tour (with no buyers watching), then post it as part of your listing and on your YouTube channel. That helps more watchers share your listing and potentially get it to the buyer of your dreams.

Unusual homes need even more work with staging and lighting before you take photos. Otherwise, the virtual walk-through that helps all your other listings can actually work against you. If a 3D walk-through doesn't quite fit — for example, it makes the home look cramped or dizzying — don't be afraid to skip that feature. Instead, use carefully selected photos in a variety of lighting along with your manually-recorded video tour.

A house that seems spooky at first may be a challenge, but it can also turn into one of your biggest success stories. Take the time to fully appreciate its potential and you might just be surprised at the results you get.