It pays to be HONEST.

I am in the process of picking up a new client.  We have had several emails back and forth discussing my commission structure.  He is planning to buy a new home and list his current one.  He emailed me last night and asked me to send him all of the homes I have sold.  Being a relatively new agent, I knew my list wouldn't be extensive.  Would this turn him off?  I got  a fleeting feeling of sickness as though I had to defend myself but then quickly realized I didn't have to defend anything.  I only had to be honest.  I sent him the homes I have sold in the last year, from vacant land lots at $135,000 to vacant land at $743,000.  I also sent him information on the homes I sold from under 300K up to the great million dollar home I sold in Maple Leaf, including my current listings in Phinney Ridge and Bothell.  My response went a little something like this:

Hi Jim (name has been changed),
Here is the information you requested.  I have had my real estate
license a little over two years.  The first year I had a child and it
really is this last year that I have gotten the chance to dive in.  I am a
go-getter so you won't be disappointed in my service.  Please know that
I work for a wonderful broker at Brio Realty, who makes sure all the i's are
dotted and the t's are crossed.  I am not one of those people who makes
stuff up, so I won't lie and say I have been in the biz for 10 years. 
Is this a concern for you?  If so, I assure you I always put my best
foot forward and strive for success. Should you have any additional
questions, feel free to shoot them off via email, otherwise I will phone
you tomorrow evening.
Sincerely,
Ashley

I went to bed feeling good with my response.  I am just not someone who can lie.  It doesn't feel good to me.  I have heard from people to fudge the truth to get the deal, but that just isn't how I function.  Fortunately for me, John liked my answer and plans to meet with me next week to look at his home.  Wish me luck.  I just may have a new listing.