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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":"ecef066d62ce8e71f322f555c2cefd14","s":"45afc815434d8b00"}
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