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Kevin Ward discusses a question from Keisha Thomas, a new real estate agent with a 15-year background in multi-family housing. She seeks advice on how to get buyers to sign a buyer representation agreement, noting her difficulty despite receiving leads from open houses. Keisha is unsure whether to show a few homes first or ask for the agreement upfront, as she has faced challenges with buyers not responding after sending the agreement. Kevin highlights the importance of this question, emphasizing the common struggles new agents face in securing commitments from buyers.