After inking home building’s deal of the century, the production builder doubles down on creating value for both itself and its customers, with a sharp focus on what comes next.
By John McManus | Builder
“Add to cart.” Those three words together set an almost mystical bar of expectations today for billions of people who exchange value for value online and in the real world of commerce. Action, reaction, transaction. What if consumers could click on “add to cart” to buy their next home—the most expensive consumer durable most of us ever buy and the most valuable asset most of us ever own?
“We’re not there yet,” says Stuart Miller, executive chairman at Miami-based Lennar Corp., who spent the past 21 years as CEO of the company before moving into this newly created leadership position in April. A pathway there, as seen in Miller’s own hand-sketched diagram, includes a step-by-step breakdown of key moments in a customer’s chain of home-buying decisions and explorations—from shopping for a wedding dress, for example, or for baby furniture. It starts with a milestone in the consumer’s life, and progresses from there.
