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Honestly, I ask myself the same question all of the time and I have no idea.
Seniors just seem to be a lot more responsive and open to me.
Maybe its my own energy that I am projecting in the home that makes a difference.
It may very well be that you are not concentrating on trying to "sell" them something, rather you may project that you are there to educate them and help them make a well-informed, intelligent decision.
Agents who walk in the door intent on making a sale rarely do as well.