管理大师迈克尔·哈默说过，“今天的时代是客户经济时代”。房地产业是一个典型的终端型行业，它出售的是现实的产品，面向的客户是具有广泛性和不确定性的大众。前几年的房产市场是，谁抓到了土地，谁就占领了市场。而今后的发展趋势是，谁控制了渠道，掌握了终端，谁才能占领市场。从前者走到后者，这是房地产业发展的必然结果。西方营销专家的研究和经验也表明，争取一个新顾客的成本是留住一个老顾客的5倍，而一个老顾客贡献的利润是一个新顾客的16倍。由此，引出了我们这一期的话题：终端攻略。 Management master Michael Hammer said, “Today’s era is the era of customer economy.” The real estate industry is a typical end-type industry, which sells real-world products and targets a broad and uncertain audience. A few years ago the real estate market is, who caught the land, who occupied the market. The future development trend is that who control the channel, control of the terminal, who can occupy the market. From the former went to the latter, this is the inevitable result of the real estate development. The research and experience of Western marketing experts also show that the cost of securing a new customer is five times that of retaining an old customer while the profit of an old customer is 16 times that of a new customer. As a result, leads to our topic of this issue: Terminal Raiders.