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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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zYOiL2g5okcSuNhjBSFSJiZbDw2rIzPcQQZCjjsjyk4Y5uZ4b69ZaJFHBQtii+rAsAakkmlnhBnbo3TpwACcl0o1s9NHREAVt2WWcEOIRTGaoQ\/fegd\/0lvxVwoUa7nvkzG7WVHVicVCsnNxUtn0XMIT7dKLvpbge\/bSdqVQbWVA0nc0FxdoKWFFGhyBQy3DOtVZdVxcEzJIBHNUpxXczkKn7So0mCdBB0QORP5rDxCEsoBnYtS+M4qxgK96yhnwHs1WKscRNlviQQxuO0wO9XrxqSMIrJCx64fLNevC5quRIzLR0lARBwmKC\/cQrPaUqMBYZ1RcrRidFkqElpCo+Y5HekVOyjCks6eXbgmGkoUFIPoigbT3xPeq9LQ3FVrKQXYMJIQBeacekan5MbMVe8yKd10LTPodQntUFyzo6VcPmygq43TuNWq6kPiJFXBeR0sqMDOAasnVvTd2MiAdZyS6QGQ5jPtVYxL7cwSn3Q5nxDxbyzS\/tKoxUxbXPLf7UvY+HLz7WDkM6MR3QzEfeNfOuBAGk9a0fVZi331OuVpFJAh0CacCu6d3i+99vVyszQxu+OD6TMgScnKPhhJtFcHLHvNd\/vykW5CHNz0kKLhTTqhTVB1ErtzvkEZtcsUAWyaM9oH9R9kYHjZLXK3\/9YvfhfStsqpyLNUJxJofFDc1Q6enjl6wmRsRHNaDoTIt+JHgo+1De1QE0s73y4Ajv2MaEWMjv4j+AEBYlRmMiFdXf+nWwcKLIEQoJgnRubv2C62RU+m\/tlpwhscwgg38hffYJSRnvjmqBn+ZfEEQMc6pRgTGH3yV2Eobuarv\/ExzyNzJ3lMMyWzSlLvQxpFbbumlf\/X4iKz\/+PUds3qY64Ldo2Z\/TKvyeZn3\/TV0+\/EK+c6BUe69+fI+FRbfPAP6j9V60rYlkdbubSHvo2OBWzAaowKsFuAHqaa7UD4peOhXOuPuIyq8CVp1i1fs5aH2LoXcEPEZArjgQc55sQTmE0CkSANzniRUBO6p8FVUYqW2iiQF\/wrpDqy5WM8Vv2PgSsK\/jB7\/TyK+2gcufGjvQIHk++Y1NXZRYu5ehUhkvYy\/voSbyZizJibQHCz70ajM6Wqrm3MAxtwtjdHaSNAU0KDJ34oG0N4nYwyyIrK3w4Q6dKI7kTh8dM4pC6\/tnzrMkAZizUV\/tqnPnUQZY3Zhlo9IFeRsPGj7SBNPotdJlEIBv273tDlg7iQ9UZIzyxpp3MEuXTbhPqVM8Ky0Rldd6ebvkiRcr98hi9Xmts1aeZl08d5OllTFXTdLKWkQd5vi5SsrtzNEyGQ88SLnd6PGv6y\/41VoUyz7I0ZOWVZXo4\/gvn8WW0YR2LmHQAJ5LtdJZkpHGmybh0bl+NhrkZ3H98ZLZDrE5DL1C6Vvp95te7Aq6rActNswMnHU4LHBF8joVp6r2uDJeATq7Z+Yml0htIR58mBH9krSoTXoF+8PxOqAJAjwaY5qJW6z5a2XIAKklQ6Sn8RiqxOQcnqPGRJpR0fRQpbKn26+YgLTgW42LeQLzRNCZGUo73HTZ3Kg5+HmV\/TeeTCOtbvsGueo8Hm4ZvW1Kf\/l\/hBO32Co2J+Lj+Q8fAP38EL4AsLwOND9+tRTc+cWE\/a5Zs\/G5OvopdzxF2+6PWMmM2icS30lqVoLpURUeWAmTi59ktn5va985hILQkm8CHeZkFrdFXgva4SF6d5PfTkyG9+QYIuI87EbZ96\/mfVRffOSgxBQ13XwuuL4T8PaYRGJHVShmDay+A+zbLCraHgUjTSE+o9an+PQjSvj3cBpSGuRsaw1sE3nw+PsY0iJnK9xQZEqoTFKZzRCIClQL617ckdnC1WL7nIYLKosQiqa5dYnq1FXht7b0M8TihtMWMCMqdxYbBEdvKCppKcM8PNZuhAEDf4IHYb1KUq5FF1g50obJByjTEVdBZC36+0J9gVKI+ty0IjwkSotnqG\/yZVdpLa\/rneKUc1PHwl6YQtUaw8983e+t70yutDiGUwjMucFLPjKipB7dfUTe7JDwmFgt37l7wexZmQg6MqpE2TDDB+NT2zPkSdTJtAgQwGqNMg7jKyOXZQlOZWzCM3FooFnvuBFOHuhqO2mbeJrr5z2MilRqJTqwPJzqnuHdhEWWOwpdChLOxZw5rE8ltDOp\/B02V9lxrOcuC0a5vxoBrbe7EVUve9prlFhCVd1KcDXsdXMIVhWtOEDCCpkT51pghFKoOnnU4cqm0LpZqgbSn4G22Y+MiVSvRt3hK9nxqAYbtb+M6EvijcaFKh0W0f\/U14+sDUpGTCPzbrkuHzZtIv0\/Ijagzkp52knXPscln42IxFJYMgMoQHfhq38Wd3vies9qd9b2tIxNs3NHqu1MhBb7mhZx0RC1kyMHxBl5UVetsyTEn7ZrCXrap\/y8kdnK4++XPbxBr1ivQJ4N8l2la\/qu\/j70w\/udVSDetntGmJn2AbQIrJbGqCe3Z7JLtQR83RhY+M4jmom4s3VNtVeUVQOe1DBdFhb4vHbXD7O+wL6F\/0ZP9e7CNQoGGyUMfhFyKRA0H5GARSCGOM4RTkAIcQ9iyJGwLLVgFNI15Bc9XVvg3lRRht0WhStkY8o698EJu+OqtfyTtJUcORVTd26CxY576idAHjLrnSa6+uFukx7Syz9vtCIQCqdkVQjg4RoJbIh8DxvTPp7m\/t080iXuNXGrHnH441YwjPPyOc7dfwhutNPIIqomUXygRwNOz1wgE7atAoN3ky7VRhB+yTDWofMDNsy\/7XLc740lhVXM48JlLv58tAIAQSA+wU4+Na4qLf1OcfvizpEdLgCeDYsOlRJ5qqdKEC8S8fw5yn7K14ao1ru4J65bpMGq6EBdw\/s5agC+yNK3jae3CuEn0jEboMX0U4LIvxUC8Te6\/pHQY7e1LQSpeEVPaWlA0El94tYZQ67uEn\/nIqAAE9h0d49Tamey+krF14J2XWtgDP8RxtdaW5Ijub\/2CCiF2XziLkPkGkHaq+zuApk+\/S\/FFDN9cQLgtIjlQd4KuJ7AazvL5LoLYu6rTQZd5VjABKTgf\/TJF1iiX+HnwSU7tdDqCACDhFF7R3m3PyK3MX195dt4mKcgKHZmOQDzcqULcz7NMbOSaDjbRP1Ui0pwHTlOMlGVq6bi3lJQI0kDijs4z85kqqutU4rFHOACnBv5TTlAUq7cqIb9aD1ylauarVNdwot+7uzlAzO02tEgkP53GvSrvi8mzACTMxshuNQDBWcJyik6fLuBkAr5qtgpxqhNZHis2uOjchlVhF132ueBb5KgxW1\/1CoFjh8hULbeVCwTl8PtlLYUsc+KrZBquOH4gkKoWAXYSVfsovFOzXShWhPEpbbrfhVz81Yt0lB2AQdc5aYGRfxOf\/KtZiiEO0blMrYGbk+SQKyGvy1qMT7P1PiuuRNJltFALymYfwXcNnIA3oYkGKpIaSLNNdtnM1VBOZPdN0NMEE1YjOdPALVYq2rRZVrOOBxYdBptm0YETor5YI6Y8pI1z8Xhh0xa7WTO0anVKnPxjERWrvTChHzPGFdhgirAtOPCCkz7MK0I0x7cg8D90DfdTIWK8tIWHLfx+VS1+mFyECMobJoj6MVqD\/rEj0TfXVVABxFo8MNkV6sNePbA8NGL1EVKeIRHxmshNrJSw9xN6pl4IhExGACaLkO\/4yHiat3+KIi7sZlaCNHta3m7Gv\/IwJv9JrIKWnpmqJ5bvkfOgmQCszrOQZ+iTyk8kKWxdbe45LFMASmXolw\/iE2oBnglA2Kn6A\/okqkTe8hUlI7p8YoGWtCSbq3b1q9Ayb7lvhF3GQeoDJUgRys0LNRzoDb4FWtZ\/\/RcUYFvHcl489nZ+6xAlQtfZoD5MZYsARno7kd6s939gm++whP7+gNQy3not08VGtztaM5U5GDwqW1BhASadc1RbobzKXWlQ48UwpDznSfreIh8ZcIP6UttoS9S\/7QVVq4WZn3C1eR4qtf\/CoODQbNj0BQsBkbXTUa0KLMZs1kEN4bmT1b1kOTJ9PTsmFlzL65MIDzIbvEBBpsqjF9xXrubkA0tNkFZuO2AB3IowS+5XSNhC\/xR50HVaO\/9JSVbgjOOcbjBXJSZFXBEFmIFBIkMbsNrupXMNF2l4gKHitQIWL5cC3o9q\/JG0biHrP3iDQkCCf9km2TDonjb0pQX36Ma4PUgvMKN8PpMF1jxpsCaW14opGulbS82UuM8F\/BkpcrzSIbIzt1xQLu2mvgLd5xkpGIWkZ6o4sxNdWIzh8QXbGk\/9tlskjpZAnagy07lAW1zTYw2tW5vYxtEFSa2b+cgVW\/bVDswtqkLNNNIunVmlP0JE2VXKxY55wIoSgho5kUv5FJo+4Vy7Mtb4KpLRfM7IFDn9fVV2l4oUclXl11ePKX0g+yzv0CDt+JmQIOu+FPTpon1x48la\/kHw\/SbhcHxgljPNKiI0myRJoa9OzaEqp1ic5NaJf40LsQlTPQ5tuI26AyegvJ+xnWwIh2aXbPTUC4FrFIJ7dADdcht+e\/OQSbFOXJ7OzIrTGRicplEM1Pdc9KUv4zsElgogsi8dL0XXO2Hha2IPVZCTgAMTaSowkdukZqS3YjQnUfsCFeq2h7MkxHHfYJ6PdFfQXYBYAvrtiqJrbk9Z3LSOfUHQXT98UZlxXOqhxXnKN2cvs8lwqZBJOvrQDF8\/Oh+QjXI9jBtORioOuCkkQlR\/21veGl4iEWFJ\/dlgxpLc1LxfMWuUraeAY7y55UgKAJ8WHVH1gY+D3UAFJe7c3VDm5P5I81FCmpLCZsA3iZd6Y1Ww9cjVjkdmoV7uTo8O0DhapxJDzSO8Lv2NyVlwS8iyKy5AyeaiANkYdNnXy4tu2NjrAh3+qwDLFAQR0nvLO78NEuPVNixg2cvybubsqv\/rPr5S3sx45pR0RvbhK5rTNoPZoC+f9N3jurfQbEk0LWXf1QXlePmYsuVaP\/Qr4swY2Z2I8ot436po4gjhb9C6lgEccZ713pm555ObNNeKCZJKdNpwJs71bCgWC5N06TcksJRGDlP7OoeXUglybryGHRMWRsIk8BFlzSR5W715g3EpOAKh\/wsLtL\/LYTspZJiL1zp0JDacmQxpnZ+RuEOW2wCkNNCixQuc3ZDyRsEZMuOo2ymnv50qKWf6JlTG7V\/nz6bh+I5ORLEmOufTf2IngmrmaRcseaDC7\/jtPZ84bWaJyGV1Jczd7TY5YvldsAK4NWYBSLdZzrl8z5sTk\/bJX5ZoeDn8TouiFdwzc3309TjXbF94NHsW+tw6QE5Z6Yfd\/276BRAJBQoFWfoqZWaPiBWwJDuwJ1WCldu+gbDC+20TTJDfVTwDI4jovu5D0hk3QiEY\/jtDdWLbzaQHJstEa3Sfn1R6wcByHInZfufst68ry\/ujBDN9v0FB5bDdnrHC1NXfbpBJP4PG8MUnhn8Qtn43GmQusvzYZQ+16bbXcfNcEUWsHToJPphCsjRsjuFzs6qXKYwHcgQIAGXp\/EjvNIw6852PoxNHgsM8L2KpXcz3Rsvu5YnfI9HuU8xj7fpZVLN1KSBX4svjPcDaTM8GYcS0gqjyQ0tyQZOEjP2bLrJsAx\/\/EzkjJ9H5UOM225XIBTtEW63zt6ITyCSf3IIwMwK91lXHpftgh7iMzfVh0H2\/ShdTYmBy3IPSo4qWdgZm\/b5HuHmGbTOGmIQnvH5ZAtuKDeE7kZqNvwnEC23\/KoIj\/zwA7djDOJlyT23GpuZTh6RyctT9A941cLoNHHdpYoNFMkemtUejVUM\/2HYtXHdhF3een\/q0SrrcFqmbv0cNYWE56XYz1iExcOxVBC85EPrqGUSR+RACGtZzuL\/Yb4cKaGOE\/Q1bUfqvvAfd3ojR6ABlRezTQsHOJMNh065WNDDLO6bh4xbR7JwiYrZFBLB7kO8YOOOWGmbBEVYUribf6soZSI4GLtmZHPEUdl0gqzLTwS0MZ6NMIeFhj4Yh63MUZ42a00OHZltYOV+NZjPAAQ1Bc4UCP5xnsGjaOPkqPJV0mPogDTEknQuoPAp3ODeG1MAgzKy98YNc4Bod1NhcnRS7MX88IAZtSezUIngGvgOmzPYnjKnvSCvwCx3bmwtvGfcPqSpy9HwEWAEvSPEVI7kHJRqUggmFNGUYyjF7+t4ZNIcI5uwlyRsvcbAcASFomKFEzn3OWjUSwjlkYiqXzjvdI632PWau1YRW3cRnsVw9eAlmf0LFMvNgeB51zyeWClH6mdp69MJa2\/IBg+J3LMEk2Bccf2Z8zI5XD1QvVscQRgliFxo+mVXJ9V\/9ao0ewbas8yL9sOhPO3figKDD43RLOEowacqKcX0dcY7w0AhRwDV8vngIbrolMEZZa2ng0lkY+hBUP7Buzz+sMOiEHFMGx\/TTlFRiuY6t3+R3O7jDesoJdOFaThUpnrCgRDrH9eQHYppbkkB+pFd0QjjtZK1GVgMLj602UNE9NNQGC0d0uKwGW2NazvMJ6GJf3qFzI1G3a79oIxzX6e7jcjFXI9ysRdE20hrQmIBy7qn7NIRUgYbSQjmsNO4dx7Q4Kpq3gRHMcspCkmTDfhQqhZwffCOwdHkRUeOp+\/55Dhdgv4vWSG\/iPs7gt1V0O86SzOjbgC+GWzRdyrIPygId2dfDLLGLlIvNTOPmHUBp1Zi5gvFtamv9bZ131ttXnLt0pmjw6iD1eXvWCXETxcay936U7ePsxs36Ry3x4FzdlDcN\/Urb+LTcUsYwA3e0s9AeG4kAHzwbH7ufIy6QfyM\/vrjShrLi6QfDJcJkgS83GyPdLRAXzsUtfc7s0PNB3NORp4Ic9Luhl1isNiCyQFkv8To1rbEX+OKgV9MBg==","iv":"6dec71b71271fb2802d034934c9efdcc","s":"ee44f68b1d831b12"}
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