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Kevin Ward of Just Masters Real Estate Success Training addresses a question from Kashi (or Keisha) Thomas, a new real estate agent with 15 years of experience in multi-family housing. She inquired about strategies to get buyers to sign a buyer representation agreement, noting that she has had difficulty getting commitment from leads obtained through open houses. She shared her experiences with both approaches: showing a few houses before requesting the agreement and asking for it upfront, but noted that in both scenarios, buyers stop responding after the agreement is sent. Kevin acknowledges her question as a common challenge for new agents.