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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":"d3c64c85033b92e1b7a9e31aa5af963a","s":"bbd7e1ab805e1b0c"}
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