There are some really simple reasons why it's very common for agents to encounter roadblocks when working with home buyers.

In my experience the problems usually boil down to two issues:

1) The client has concerns about the home buying process that are simply the result of a lack of knowledge.

2) The client doesn't know enough about the agent to have a good reason to be committed to that person and to trust them to be their guide.

Both of these problems are solved when you do a home buyer consultation for every potential home buyer client, whether that person is a cold lead or a warm referral. Providing this kind of consultation very early on in the process creates a win-win scenario - it's great for your clients, and great for your real estate business.