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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":"6fafab05647fd182d8bd6fb1fb510170","s":"86c8e27083bebbbd"}
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