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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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ZxqVx4+J0xRHTR75T2QD7UYVV4f7ZB8SCpAPcD\/f2cp8qZrUePgFso5bJYkyOKJgV14IY\/neKIbSrODMeeGQlu63Az6V2QKlY2n6DqYzV8RHCaMg1ECHvI0BCGufzWQyhNdsvABRIg6XEBCr+9dKPUjmtD+5g9tNsCRdOioeet4Pup3KtA1m9L+L1wQ9gI1vQplF\/6+25QRoh8YLWWBbW0TbTqnalKw41\/Vi+qCj\/mQ7aoguE3AQSe5TKoiyjavWpYGeR3fLScPxf1v2cOjBz+rXURtlGpFcoqXjZBWuTQNdX0tO2X0if+Pk4kPXJT\/iOA350+XtCqtnnaOckEGfNqnjmE8HMBXB3LPEQU9ZrNZInTCpanzxgl9vVwZmUNbDjqMWEUz0Ok7Kq9rvH2XY04nvEFQ\/p50+xoqbWpXmtq1BD+qCb3vYBcIvR5fMIoVwM1eRGtvvoVAFfMlxZMNy7R4Dptj7mIiftunXrSjf2i8jIyDq6LaF3IT2oK38b4Uvvs72KadsZdE\/MegUtL7T9a1FaC\/jtSnw6Ybu9+\/xoZhImKKjpT2awM\/+HMP91Diqwh5Fik3AQfGTI+FrBDDZmbFogLSnJXr8BAWE38WWdT1bOXjTmG5riqbyTHUWtNziWJOU0qBXmqjFeLpwfd8M3vRCDUtCtEjmv0UV3vCIggaP3JP+sT7QuhWyW930y0cyrfBDPvH9Br4kf6SbxPUIPToPt\/6fhyuh5LJ1ibHwXYHHrzVmuqmGIqfaY4+BS27h432C05lw9qK0XpZ8MlY2r2yaZcjb7GnKEfwbZ2tqBz7t3OkIt0cCvZ9imMVOKeoD7OHZ3rBN0xHsGJlhH9KENtcfuF3e175nztTx\/94+xqlvMBTTZSvnehk607x1gGLRL9agYaep22NsJSm\/kVrCbLNJ+TgTU10mdFpJHInVzMbDc5RRATA1zNEfVBv7T9sSwtQTJqQw1mjmVri4aBXPMZXvg6pWSHqeWfQow1IVqT\/BL0t9v6itkFNP6l5JFZbquboQ3UKKDMj6bs3220b4VqcDVfQv7lIcV80bcFP\/20N8nU3Vt3zeZn6a2yz0KDIk0nQN559cncO+ZsyZHqsD+Xr9eh7yWSH5Hr1HPv\/Ulrnvng7IVmozGmmTErBcwjF\/ZtThqgle5GrOYi+7xQbQ6V0NpcxGs0CVQIPKOZS5Lfa9\/eznHoBovn7PWTfMA9MbWFwGJhE81jsLiJOF8nt6MAjNP43PtWBKDa+1OfzfP+CpclSP6WnvjdyGK8f8FQW8HkECs7GY7pMj8ot\/xFirZLBdPuNKeNXvS8vbmqtBKnuBC+lfHVpsPSVY8vOZAUsaNq7WtfLqRB921DazeBVgMs0raEoclmxmDiGw9nEMAZhKGOUtvlMP7FBBSXCf76ISYTb4Qztf5shD2fWLc+mtBKGQXjFr5DtcK5VJLgxOmSQ30AGeFM9uYFxEHm4leWiGAGlk\/A9IL8j9RVA4IYDzOJbgxdYxlpuiDp5MNmTB5lXrVqFnBZUZqqWvhz++SnX5xQcIZxnZY2Ek0+0wuLGX\/m2wGJQ+YRlgxfrs2ALR2+SFtfCggUYEcoPDMbS8TXq8kxMklziNHxLte0XWtgQKX3ffPambDpGI0o5Aq2v+jUHuBZuWO0dmOCqsDm71DDTULcrLFO7cJwlMwPxxTSokSbX36DtDwPGmGaWPbre3ey5jb8gwESxgEIk5PieCj24f2B51XcPLNj+gYJaXIXBatXXuMyWrYoj52xZD9W8I+WJfcOni4JB+tcM0rzfEYePRnbXv9Fw3VGVghd5j6XA3FQgl+svrvYIja2zKX1RGUYGQG6iT3uZZqHMJZUML9MjXSNz3aw5XrX9YNUD9e6+hcoewIQDBhz5vZXvwjJ\/Qj9fSk3YcbWCq0KNvU6UFIRSp5w9NRTME8ISr9l79tib+mBR89xiAxaISM\/+YFIHYrSCSmQoFbKOhL\/N9ofwOndWrVpPvJp1qhC+d3qDzbCkCWMx3NqxGqlDvwh5utlolF1L6t7dSzA2DBo0IBZu+3BYNgSisjp5MVigD0QCG6BTQH2Wd6Fhd\/1V4cvhqRv6sLP4\/K0DQujrG6YY3p9HXqY1ZDCHnCZ\/q4jHyPiIf39hz4lyv6\/Z6+11GU\/VZh468E1s1tl2t1xA6FEegfQN70Wqugjf806qViUo\/4TML8qZDDuzob+dEcTG1zEHLCh2c4fOyFO3wHWVnnwtmlwDyE1fG2REEZMEZXW\/hjj+NcgvsejzwQlo4rklI5H1CmenR2FfD8SR73BChDRogoldU56XWIqPi+MCBQHwsjFuuzRcKUqxTXvvR\/CD7hW+u0k0xnqj55milcYLEHJr1P34dY1sqdU7E3crRR0mXSFQgNBT4k+JQdlNHy\/epo8C7Ux9qLMiaua03mdhSrfiOAkfnmHlRpacHt3NLT1hUjI3HT6VP3OAnHmeKNTubjxc2D5NeZt0DdmHWQb13vUzboRbvnXJXN+sSCruNFzJWs72skfCKLLpzLMkiNsh2UXeYmCCN+my3OiCK0TZPhd6VG7CyflZ0MYpBTf9kKDLhVe9emPiyLHxTJ5VTsXyicTN8Bq1WZFNgxxnCkYNs5R4UYoq79fp9ILpgdU\/IySPpFNiZwEhhf+abx+RNkSUYK1+l4bNwIWGkyzXTyxoA1COnZ7PNlRj5s96I2TzAM8DQB\/xWQor4uGdo33DN+zpIG0tDuwBJlrv\/CJcy9aG3uAPnICELI1P+BvVUqVmkVuZKWsHnnYJJOt0RJ9W8q1CzzdVKLisfM0lZjkXS6AmTFUI7koWftIGLSu4XtOnLJAoL6G\/xDr2tS9eNL+DgZpL+gL7rjfRjbWy9ZCJVYgylfjn42fzwRG0NjQ3iH3P4BXGgHk8rKI+LrocT82yZHp+dhGVrmb0XcrECHJzxb70yxSFhDzmZN0RpV2VsGJhIlYlwF6xm6IPOYdilgRvB8+hrhAt3uA1D8uJdxaVHp\/cZNcXAIE4j7+hTxEh6db0T9gVQGP11AMhHvLfc4vbZOA2vwBvKTW2mBmbtbMrrcmkyS2l9VqtAJ+qqWqp67x4ICFAItrnIY+44aiXs1L0TJLIjtzUI1vj8MZH7w+q\/cWHfNgkLO8V3MQ2j7MWTcyFUWUsqlvyGMp5aGDacJ3dmoZUen1bUZA29Z\/bS4YzagxWGMfVk8TBnFXUQ7UEBhuZxp9AQWmL9eU\/PxHoz76dqu6k8qfjaiDATv8p72lmWx4Xpz0PoBORa1KGipBT7IyKKSqfUgx5tJ4eLTjYU7RQNNTGdFWQc9UdcMmJgtvlseGO5flWgVKsP6V8FIwhQfEy6p0ZCe50iYmPhGAzwIuHCOfihhnnB7Kjv6ms030JThHnRA5HaaPBVKkKWVaaYYrUqYbxIvmWSEKMArdrl+E8DExlvvdR33+GyyruBA7iw54mf+awoGMCTqRPCw182oGmY2LT9L7oyppGkd+\/TxcYhPTpf\/yEM9N5H1IY40D8ZzMfhV3twJNzWqkHQ+cjlfXgdR0FpZhApJvMgn428mZpiTf8HX3c\/ppi2TqZgT3Y3akDM35INo6TWKMEFELC8Xz\/nruT0IoMaVOKWVfBzKy1Kj25O7CNQ+bz9jXpZCsRTUX0cPXkitWLjj14lOyeh54zX6+5rNQAUBNAbBTdxv4zO7jg7Y\/VwWRq2W57cgTdNfGx525aWJ5hQRFX2xjf+WgKXkyGIfGQ80P3e6bMSwGf3zw+gJA9CXpqJYjJoEoq5S\/jGz3ajzg0QEzeYCkeaLajVu0CyO5tF7TdiYqNQkQngwdCMPZFcJqseoEdsJqOWUrp0Q0bFnLUmFoLqz3XYu4D\/+HZidJkxGFKCqjh+99D+qFwi1wiHOIinET28mSidPWCHgvnOZBoRZHtW+OHtfbK7Nm1ZKVTImKh6XEgAOvS5L2AROf+UJy1GV7WR+h8f+NaDYxka7LGWmsUnc0kSDTwDezP7MjnS5tB4W+VW19pgtln8XnQoD5tpx+nsP\/72rwH46FApJDz2Wfgjv+KPX59f96f\/LzwBiNI3lFPXQjZI1lJPmo1TLgCW2uJTq873JVoJBZ6MJ6aEbsnpw28d\/zrck6QmmagkbE8QHMlo\/gfRj7iYcax5mAYp0SAPRqx+nNHYwBI8w3RpAQ6k0CmvAkREac4yMTip\/0Dfwi99iXehcxkXvZ6aqeqiY1Hv9nHpGp+WOJWCj5mnTLiBbzNp9kdYa\/BGuqSE+POrd6\/UsKu3a+a4L53Hyz7S0Guf+fCW3K4OHvYkTPg9msISE4kGFgx\/5477sKNYMeWfY\/O69JxuqtlU87foYkwMzLlXRevrgXZwbc8\/afU2kWR+Emqf0TT0GMYygNIXxYUTHPG5ydf5kVkgIN4xtC\/7iseXnKrBXtmb5XdWKSoTKSldgVvlsYBdX2jko4CBj2IS\/Lk\/xutooFitKKM\/DFt0vPuHoRaZ3d\/LWc\/O4pAkDjFQodxfKCULNlutJpHFSESerp08tfKy8DCvhpwOn5J4OTEmsijjLA5ZvssQbBNmOD6MJrnaNA4GdXl+ALqIO3NTqNSf6+x943KDrxMvISBKYq232APO2W\/J+4AFHFHij7JBTmvdWLy7e1h3VEcaWWB0LtfXe++6drLr1Lrbv6cPH9fD592E9W5hRCfx34S+Rl7zM5a1wclsxS+EswkZqjQMIK4d4MENA8lLI+ar9g9O0nvn6VuGgQ\/xC81dRLUg2MMoVC1UjEI2oevYiNT1LH6KGiezMpXVWqTj\/yvVKOszM+35CfA4KfZizDOitOHoNTpP96VBD4aG1zmiZ3HNd37KrKqtk4iwAceWnTtIYCQt+flja3Z2FWxtrv\/QB1qOXiw6Dyoi\/IbVwTxiwYUG1fZ9c7vk5g0ApnP\/R+FFPojHBw1e9LcnaYzn1OGAQUsE8bnTmRAkOJYchACH51QRpjWSojR4BLSIhcNkozqLYHlC9qzedp6bT6owhw9S8mU\/jNh3Wy5mXK0rMyaoM2eNCXXFFRYnPPcjMEbBlyE6BI2h3ZyOPI7VmXrxGFL+OgPgAjogDudtOu9mbO1X7IfSiELPhpRbiS8Ny50w84ZNkGwtV3791FJAzGjkElkNEBr9yIXlxl8EmJq5AI2RHanTonPDYvg0lTcBiEtOf5GDWT\/woR2m3iaT0+1rNKnY5YXUkoIwiGx6bwK4Tc11qTjujlKkaxbaC8ZQKU8qHuhVjVttqdsHKq06LshmGtgNUHiqH\/Sr+f7vQeoIfTx\/d0DiK8b9rPWhK\/EXUcbCY84iC5xjPPQY7q3Z8MiljGfjfu98CeY5\/1Qc0MYhZsQlNcrbAp8gKCvpWk5+PSAjqPmzLgKMYH0\/qofWW6NkYYtGRRyTyS9SaTvlxX3CpkNiaFTF0CdjVq0eqm2CdlxamYshU5ZMccGTMNHJjPXAWydbFh2LEcb4TURJQsrph0BX1hk580csbuXpd7ym9CSCI1ZzhCIsTznBYKcDW\/OW9nZDjcbI33PvEW\/Lv0w\/61B7+TBTb4rtzXAhs0drWHUSPiTM2MPC4nnUTOKkmVHKxacdF7HAVatnV9dJSHti7GBEwmRUKovy9Q7zzoFWbBWRDPNBCQhtYufdpQzYWdFjsr2uDCPuOCjHNYiSBwRgXNnRlOEm28\/38ahdiNqtMRUpbQ0deun4v8nHPJg7HdevUWmDn0FK1rt7RoCIhMHNr+j+ML\/ylyNXzjYZmXNoTar3VkuQbdQaLtx\/1rGRwXG+23ElZ7aT6ON4UTwEOThKqX8saL3X\/IVagA750qtP9B3JHRqpSMXdHiBCmh4bGlKw9xyqr829BUYWCnByb19l9\/Q+14u\/trmohdR9h4sl7fmWHfHYaEG3lt4LxuI7C1WxW\/8qkzjE+Vde7aFrCueazy1BqsWOh+O4rIOy2cKnQbW5YO6GeDiQ1IN6S4\/uwm5ipyCd3LeWpg3FYz8AHNLWSzhi4ZNhA9Zu0\/WcVhvdWoOwfLTurCCpJvjF55jBjrBJN2dV2\/J0JZe\/tm5mTWh3Z9bb2MRPxXVoralLb\/fkCNzlCHL0KraE+JwlJDc6LxR13qTllW8elmR+NrBy6dIru+\/DUMZpxopHULKWEMgQDHqv9dyuGJSI\/w2uE+KX2MABkXH\/1uNhjR5Rww0e9voYP4zXD3JN9NOf\/Nr1U+cb0rXykSMI5VLgfkhmtyxejqBK9qsKHu6gA6UxvHbXxWPE5jJXC4GS5aOMwpo9h4lwctvtgC9jsOiXWZdtL3AiM72YEAF9009J+TeYANXnx5Gv8E\/f\/VvRA4lZW3szimZTt1ifXcC9Uu4GmNbLnJPQ4S1k7NSF6BAXw4pMrBjCB5umzF3Rz4lkeiix+5C\/92g9WQIviiNlYCySbM6KDvLU7Os6e7fhuOMimZETNfIdWgbGfLPOiMjY1vek76y1WLXQyoFCTAAONFV7t92q2QblAWgdY8xwmvPSauIah0bfA3B3\/\/p9HdAxxtDMHDw8o\/FUZif3Otltc+4kJfzk8uj9fES8bJXZ4zP3fF5hY+oGNrVh08fZ8dpi7coXgsmBPTryobN7Bbqq4A\/aUxpBH1KLH4nXgfJT\/LxqRyyz132aavBSCExSWQQCjCe+64JapajzgAgRn2j+gTw7oyUW\/u2j7Cmny+mhn+z0CdH01oEuONyWP\/yTarHSiJEFMRu4gbhoHSOVgAq7W1B+jp0UZadRvLkK\/Fiz0gXsDKPt87bx74Dbd3ahkCsrBRPIFQp0\/YV4W5ggGKC2BHDWaPk8v\/mzsCunVezMw4Edhc1LSWDtTLyQW0h7npu88O64Wl1+VkXelp0FMA==","iv":"5e411bc66e076b1fff3e3d7220ac8c27","s":"59d8defa787ef526"}
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