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Kevin Ward addresses a question from Kashi (or Keisha) Thomas, a new real estate agent with 15 years in multi-family housing, about securing buyers' commitment to a buyer representation agreement. Kashi has experienced difficulty getting buyers to sign the agreement after leads from open houses; they often stop responding after receiving it. She asks whether to show houses first or get the agreement signed before showing. Kevin acknowledges the challenge and aims to provide insights to help new agents navigate this issue effectively, emphasizing the importance of understanding buyer behavior and fostering trust in the process.