Whether you're in the market for buyers or tenants, how you show a property is a critical part of the process. Use these tips to prepare and show your units for positive results:

Before you show the unit:

• Curb appeal is essential. The property should be clean, painted, and attractive. Landscaping doesn't have to be elaborate, but should be neat and fresh. Remove dead plants, trim back overgrown ones, and keep the lawn mowed.

• Make all necessary interior repairs. Be sure everything is in good working order. The unit should be in move-in condition.

• Clean it and keep it clean. The unit should be thoroughly cleaned before you put it up for sale or rent. Pay special attention to the bathrooms and kitchen. Once it's clean, keep it clean. Even vacant units get dusty, cobwebs build up, dirt gets tracked in from showings, and light bulbs burn out. Arrange for a touch-up cleaning periodically until you have a buyer or tenant.

As you show the unit:

• Point out the positives. Know the positive features and mention them. For example, are the floor coverings or appliances new? Does the neighborhood have a nearby playground? Don't assume the prospect will recognize these benefits—say something about them.

• Bring up security. Point out specific security features, such as deadbolt locks or alarm systems. If the community has a neighborhood watch association, mention that. People want to live in a home where they will feel safe.

• Turn on the lights. Be sure all the rooms are brightly lit. Open blinds and drapes during the day; turn on all the lights at night. Light makes rooms look larger and more appealing.

• Turn on the air conditioning or heat. If it's hot or cold outside, make sure the inside is comfortable so your prospect will want to stay long enough to see everything about the property.

• Keep the air smelling fresh. Use a light, subtle scent—don't overdo it with heavy air fresheners that could be offensive, cause an allergic reaction, or make someone wonder what you're trying to cover up.

• Include the outside in your tour. If you're showing a single family property, walk around the yard. If it's an apartment, take a tour of the grounds. Point out all the interesting features and amenities.

• Remove anything that isn't included. Unless you are showing an occupied unit, avoid the potential for misunderstandings by removing any items that won't be included in the sale or lease.

• Don't bring up any possible shortcomings of the property. Avoid drawing attention to any negatives; focus on the positives. Be honest, of course, about items that require disclosure. For example, if the bedrooms are small or the closet space limited, don't point that out—it might not be an issue unless you make it one. But if the property has a serious known fault, such as hidden water damage, a faulty electrical system, or being located in a flood zone, you must disclose that to a prospective buyer.

• Prepare an information package. Think about the questions a buyer or tenant might ask and have that information ready in writing. Such information could include: estimates on utilities, insurance, and taxes; details on nearby schools and shopping resources; travel times to key points; and information on maintenance issues (for buyers) such as the age of appliances and the roof.

• Have your paperwork ready. If you're renting, have a copy of your policies and a lease application available. Review the policies so there are no questions and advise the tenant of your screening procedures, such as credit and background checks. If you are selling, bring a blank contract and know how much earnest money you require.