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Kevin Ward, in his real estate training video, addresses a question from new agent Keisha Thomas about securing buyer representation agreements. Despite her experience in multi-family housing, Keisha struggles with getting buyers to commit to signing these agreements after open houses. She inquires whether it’s better to show a few houses first or to have buyers sign the agreement before showing them any properties. Keisha reports that, regardless of the approach she tries, potential clients often stop responding after receiving the agreement. This highlights a common challenge faced by new real estate agents in fostering client commitments.