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May 19, 2014
Dottie Herman is president/CEO of Douglas Elliman Real Estate
This chapter ran in “Real: A Path to Passion, Purpose, and Profits in Real Estate,” by Dave Crumby, Lani Rosales and Martin Streicher. © 2013 Realvolve LLC.
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","iv":"9af7d022b0821963086c96c89a55b76d","s":"959d829f5316722e"}
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