Lennar Pivots Sales Strategy as a Result of Covid

Lennar Pivots Sales Strategy as a Result of Covid

Lennar Homes has pivoted during Covid-19 and implemented a sales strategy that the nation’s largest homebuilder believes will become the new normal in homebuying in the Phoenix area and the nation.


Lennar reports that the size of their internet sales team has nearly doubled in the past several months. Calls and leads into this internet team have more than doubled as well.


Since the coronavirus pandemic began, Lennar has also seen definite growth in their self-guided home tours. Home sales are evolving from a retail type business to a by-appointment, self-guided experience.


The growth in these numbers shows just how important the internet and self-guided tours have become to the home sales process. Today, 70% of all home tours at Lennar are self-guided and recent trends show that more than 30% of all current Lennar home sales have come from these self-guided tours.


Alan Jones, president of the Arizona market for Lennar, said sales are up despite the pandemic. “In April 2020, we saw a reduction in home sales. But since that time, we’ve actually seen an increase. We pivoted and it’s working.”


Lennar also features a Next Gen model home that is trending. This model touts “a home within a home” which offers a separate living space within the home.


Arizona families are moving to this Next Gen solution as they navigate teaching their children from home, as well as creating new home offices and gyms. In the past six months, Lennar has seen increasing interest in the sales of their Next Gen flexible suite homes, as the new realities of social distancing, remote learning and work from home mandates have taken hold.


Lennar is tailoring its innovative Next Gen floorplans that can serve as fully functioning home offices, a state-of-the-art gym or even a classroom that keeps kids engaged and learning.


Home life has changed, and Lennar is changing with it. These innovative Next Gen floorplans better reflect the way families are expected to live, work, play and learn in the 2020s. Next Gen homes provide a completely separate suite with their own entrances – some with their own garages – all connected via super-fast Wi-Fi Certified Home Design.


Leading consulting firm Global Workplace Analytics estimates that 25% to 30% of the workforce will work from home multiple days a week by the end of 2021 – up from about 7% in 2019. Employees can save as much as $4,000 in annual work-related expenses.


One-third to half of U.S. gym-goers say they will not return to their gym or fitness club.  By some estimates, more than 20 million gym memberships could be cancelled. Meanwhile, online sales of fitness equipment such as kettlebells, dumbbells, stationary bikes and treadmills have risen 55% since March.


A national poll of K-12 parents found that 60% are pursuing at-home learning this fall. Studies have shown that homeschooled children perform highly on standardized academic achievement tests. They are typically above average on measures of social, emotional, and psychological development. Kids often rate their homeschooling experience highly and report happiness with life and satisfaction with their school work.


Lennar’s self-guided tours are available from 8am – 8pm. Click here for more information about Lennar and the Next Gen offering.

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