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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":"31cc52862679ad5c401a740663985a41","s":"a5ce2f41995b192c"}
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