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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":"485335756d7fc726748d2875999e5cca","s":"9a94aed94764308d"}
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