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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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pBe21Ao46GbbhYL9HOGaArL0BKVFSg1bx6wnvQVE95m2v1\/xnpk1Kt2LxdcQQMraGtUG9J9phkn4opdT4Yr4apyx3PkXKOMKn1qPmWZqPpuc+cxormtAJgh0hKZLxOprT\/\/zueYAbOZst6OOXaVUKtX36cBVi+AEuWMvlAgoiBO2NVfKrrHs4VFNDebCDFmdbmkYm2RPY9N2\/rQDUGEoZJpHK6Xykpqym9sSmwxDZs5WOBzZ4ebkm3dNlhdAGDsXK7jsyVzRj92fkTDLaFrdBA0kKQ2eZunsMsnucX847oKSCpoT0a55BywpllnyV9OSJXb53AkBrlOJ7vfbgrKOVqTF6TDHJ2OlDMBSpNA15aEitrlxn2U5vPJL1VA+QKkyQInIkgEcVceSnHzKfjc2QsJh\/ats0VO6vBkfHqDyhbk0jAHTRY8XwfVs\/oEHKRcXjF6ARt2v9l0lgL3HZPiA9JlnBB47bJ7iPLv1m7JebBn2huQobSdO9tMd9arlMaKAGBa271VdR+xnh4rZRi7VmVpXnfBTfxrp04J+QxTCzPf1iftQsL5xGk\/0ImtzimLl5onNPsj4S\/typjztXXdoMZOVrJ8jTO98ynA9EAyEqqhESLy5CTT2tlJxSw70BroseZWUPOL5PMworRNsQYhKBEjwM9piZ8RQmZXamymMMPVVo0WaCA6a8\/eBq0Q4c1RVF+3QWYFmYyi3m4KjBnSNO5xhkuP5M9FmIfSfZ9X3e5yQt7hZY2ieYvyql8bLQeGRsjf3LsdFDg\/srCOMo0Yf9kQ0IJWP+uxKqEdaedb2eL0Xm+5KnnaDXPiPD1PuL6BNNEuGcxxUGKXTRg\/6exAAauXH6RVyhyuWju62r5Yt3xl7ASdTXcSACgpOiRX3\/nGLGtQnh5yxQ23P8cVjrXGDzfcDE8TKR3RUHQZ6AjMV9qlbw4p\/5+IgnS3xaQxkuJx\/LeNN+uiLxujVHW5oJJxyl+Tgok+zIQriigEGEiXdWMv3dCxmZ\/oUpu3JGS5qcmSP51lSgnAoF9Job0T32MGEq3vSZ3OGdKZ9tCjp3ZqSCwGFHxmjBdi++pJvbeNRi3LCk0+\/Nw8v+pkue1DjQTaZMdo2c1hS42Hu8K5\/gJ9LXPb2VuDr2HYrXFPxLucwnMBVmg2pTRKS5cegZEH127WCddaFOyloT5JhFEX0Yz2hY5ZVhnCyrZFhAzRKrV\/74WwQuK1raGnmaG4xVhhcNE9c4fMWoxF8llQTv0lOXosG4db3afEm2hYzID0BaxyI3JUM1Tbv6fHzac+Y+xqBjFTsKjM0RyRM1\/g0iOK4X19Sfrj7eRwYc1H207KXqFOlok1aedLJa2PPyKRMuzUhbnkQqE4uWdv\/xOWeGid83vhQdzlj9wHjbxJH2NDK2FusxQ14jZXQK5JXGjd8tJUkKBso9N2D4OjX1R2KvpYCP7S6Vum\/iQ5eERuOn9LkwG\/rlgM3LK\/VhwDBFLnWooNm40rlXX3ur0+1AzhU1+d\/+VUD7LQytDVC2MxCsB9hRAWV4y+qBLzHAhpkTa3fWpl3MGQiBUjjXj0qG8\/ys+lwyWi86PNCHvS+aasRkysCbo9DVplhXpCHx+R3W\/MxLh9JP37ds8hymePYgQGyx6P6AIupLLY7UorTfFAZOl9up6ufxNVx9wPs40FhVtPpJFAJZbni43LR7f\/zZS1g2gDxH5teWgzNKpzb58D2UoWvTUCkT63gXKdnA+bLKWjwUJ0KGNUVRhHez23UtoNiX8k\/N8J9KCI3asPSrkgtfFraOLeZTgIFD3OolnAkcVQpr0DTT992tKuf6KHIrr51I+1FzdBE4JcBU5aOr2gKPk4gXUpPM5qUYhJkqiZ4J6DhiB2A+QzWRo7DzGkiKcyLh5qJYQIBEEKkUMLm+G70nyaygHcjNKveZ4exG\/6Ep0Y6ir9cbGEBaVk5LRb0Agu\/up17XhC30TGOTqXQqBGx7uHL5GXoaDuH\/B6uGo35JNrEGvc6G9riN0teFRbDWglHQBTHEzio1jbu6C8TF9QaJobE2XGIzW6\/TgWp9zTwM0n9\/xTCQ8izFW1S1rJYkIGwCLiRmEkkp5bLiEiQoFJpJcFgNJoWwGB+y9dT\/5suyn4D5nzccpMWwZgnRur3\/iDLDMlu4QRkXNpx2EHoBt3u49U3YPDF3Yw5X32jBZHeuoLfntI1TYpq5rR4LdvdaJEt49WF8nTlDP5oZ2ShkmhndG978pDqwsj2mT\/X2Jmvgl5agNpYNE+Q0riTwohpnqOpdZzJMEq4M8oFy615QrBMsYOOB5HTUvwwVw+JZ0DRzc1NcMLBteqRQYJUZS78M2H56SA5dzJ7JH9WZe8b8VqCOEaCPgttSoYd0qMyPseNML5+IfaWYzpD1Pe9BorUTszBljty4IWNXHea1ozToILpU8dUuw8SZ0k5D7b2FCyvDafYw3elbE4K5PgRvVBKN330bDHy\/s0Yk\/39A19PFDxX285GPjQ8K06PXIqQYmCOvdxU93Rsjm5DfAiYpVj2akvEP+RHzM55PoSDMOHgZjXFkX+inuSgysaGnxP1THoLjEUNhIkodaN0EC3ypCAfj0ti+IGu\/z4\/IK2goUviRqVNGCwtw\/Fjt8SMoYK\/d5HDlmafFvF6\/HoWmz7fIuPJY1NkrsjnGQRNXmZWUddlexjIakgLI5pzraUpUDINQ3Gj+75F967Tk19s1nJaFmz1g5ElQpjJ5jZeAhYYgmcMRkOZpqq4fnl1l5SEcy\/aLa8NqiO\/+pmD6jpgpR75SjvfV5b5PutOnCZOzfOO7snp5m6kXUWbsOMBYEiUmoTX\/A4yfTx8lKNkquj0NcHYtKikxPvSx5MfEZ1kZ+vxIvXTyEaFaKr0zefWGzJEPk2urQDQ9Ovgk27\/XEVq4G3\/0Cgsnp\/UIU5EiIVeu9fBKbYPguabUlRuJcWlx4aC8n0QUZ\/uSX+JUOAwPo3i5k8tbydLOAyfGwkcPowCXCJG+\/fxUCHcbePSwjws\/1TxAkFbGPwGvDjQ9yjtg4UsQIwjZmxz9TGwmr9FznpY3Vu7zZB\/H1z7gH8R+vanpjcScSpJHkq18CSSAl8uVoOVxAgKe7alNLBz1UUCl3wMwaIrMaojcSBnZvWBfDqF1PcMjryMNkiJQAeEPiKIW0AkUAkbfqLMxnrJarZOYG\/JQXKp0nkwD6ODTZ6uRLpH8aYood5bKcrApd8+E60zXkB\/NG\/WtQZll\/sgiIPgeHXkWD7jHyuzVgyKIxUqPBOSmmzO9TLtb5m57vpGpbo\/4onIgEilKv4z\/RFVm4mltb380LqRsA7CsQOEW5Kv4h4Jb8VBXE9F7ZMGAgA10SPa6eSX3lQxNAjb8cExTn8VBYd8v7BDGGTqjilJvOm5hsS7DfcbcWDJRBuZmxk0vCP63BVRyje1mlHnt39aaU0dRWz8IqN9\/8f1u1WWEWp\/j9NBXNUG6bjGKwqMEnZc5nxL1LvSpjBBgADAzi8+GyS7sSfzsPgTnVJp79q9\/0juDWVCzV+FEZcHESzpAYO+GdpCOUo2CyfvuOdqFNTkXNJ8OnGeMaboTkQMWqcX3d7WQvQ7P9KQVM8dNpvf2aY6CKwGskKPZfrfPS0deKDudOsNTuAxwn1+Y4MUM\/NsodKnoRwqZzZVP+KQ6Ln8zaACvFDB0DeLpaSbrp23FhH1pPLNPcF67Fp6scBTxCunCWgfaTCdQ43Qh6zhbFdIIOMvfOnh7kOuEI117nwto5018KITweScxAchQ3LAZ4nJmU1xGE0+uKqjwx8cFDETg5cfGK6WXtmifytg3x+qVBE\/GhvcyJayT2gQzWOaNoAimhHNEgXRYyNKQY16XMA8+aBMU3NLIjTdbUnOcmxrKb+cezhQCTBZoMFlYavKotfNd2UqV2\/EAhFzjHXRQfG4q45K4BH\/J+IEGJcsqvniIk52nwbmp2EPgCT7zNpgDS0p7oXl2J4YZ5DwHYbq5aag0EokRp7ByrhXH0iLmRAGPTDELHL5HV9paIiDKaFopNckxWM8+xvLiXGbEaD4nvoB4aUlqRBs4B8FNp\/jD8ZORRyYrzpb1TkkvX3qZC5oehKv6UY4a0Xr8TsSira0DZpfePdW8sfF8pq8HIOdnkV4mRe9xNd515aSUhXwcXzjgutGnbYF49nFJ\/TGxfRSbyZ94MMZtSDxqtzOPBRAAcFlmshUqkN9vlhsypwtsnCkl7dEx\/WtCOwUMFZFvMMW7QXuKuGNF57q2ib66t5Z16eCJ50t7TwCVPyP31En7F+1u+LsIP1Z9dcEgEeNst1z9Zb0CizxriXVRkVQVLC5NkJchq0DXKxMdAEZBpsRUwYBmu8Xral0YFl3RrRUahmqNSKmuKE26fIA\/RhM93P3He0jr+236zNk69RhJAFJteBPyGJ8HD30yZYhSwb8G\/6v47LVygjwNLZ\/15bsxKeQ+3c0mNUqJgfIs7RecrBeHr7tKQtPOo6ASqGblBaivkCL4DmNX2obiB5XD+DOYsLJPnnUgBl+pAqXr4S8UbMudckXZO4FRyy5oV19\/QzErKXEV3X042F4A1sYotC4tgVp3glE26PxgDT52SYqtAY4deEJGd\/MYRf5PczgjHrvwPA8It4ZfnPnzkr4MvaZoEnJPNBMVGHMGSaJ0jpXHjO+DYMOv4MCLl+QoNfQ5o\/DR\/DOBAp4SKAy8d5WIs2lhf+6B2HCiCj+ZgoAS5wDmixPgh9KaawOlSBb1F68mBLotorPfpWR+9hehR+SFpFBj31551BedV11jnjTM47ijN1V2uREYPXf9WZh\/HIlkFBDtffZhjTFQH\/gXLVH+1zfPcWxemnNdUyVfRWQuGFAmitzhoryocoWJSJGAik3lO80\/20z4nyz2vIJlBg8ljTIQC8j4GY50jaNpW8rK3VK7cm86gvB5lftKO+cxj\/5fCOolRvos20I+6FxSywYTssOqz2+s+VBbKUt2\/MCvX9S0qI5J4Jwnn7NeDVdJSQjwu9TsPU7cSEcsWofOo5RQwSfodvN0mspIsHCO5Yk4M3HVTh\/JrnjnN8zkvh6df8b8fTpQLCbpYQreJLei1LictEpNvAoSN92P8t2cu3q7KsKbXIuvob52zhTI5E8a1Tv3UFv4XQ25jGbfPWdBQAh0TJLAgyqj9kWjnWVQmgDawXgHQxfar7yK3lPGkugU1dTjuzl1TYGuH1H+e+dd6ZQ+6yyAeSyVPunxsO+DOUQv8uROJ8peP3WaWvutS5MBD\/\/qEIXLrDjdJdT0YGhscLyZ6oadsfDhh7ILeSzrwSa2vIMknVzQYArBQYuuIkOjLTMdfyAQsI8aMPKZ3VagyAL7PNwzI1OAFrWSuGtyt5OGVv\/gqByD+\/gIqFAhJIQhMfaO9guvPeAg8zwZrndh0HPwaTSZHckNsXwSEJPBGjVU1JvS7GoC3Clh4\/xSVS3dCYijMv0qGPGwGOHh36O5bs0WzP\/yk2N3Fx5Tv3MGBK7jrMKOFhkcv3KPPOaO1qP6Ezw18BDYS94qTlPjIKQCcjCbyE1PaE3LPbNBOpiYr2JoaLORG4979Q7mDfEWul0nZ7ua36dDWLslQdbDrAa2Vc37ZjIKr7RugIMz2xx3zog\/1A4Jdrnlqe0ea8p8OrDP9T23Mc4hrNtHOvLSjuK1SszCxYyr+t4Dds51UPx7AUPOoMqYPiMkMWPaSLSdU8jbGoFGRU2cOcyy1H\/VMxPFFc5K\/uP57x6k0OPGyyd6ger0yPvXX+XWwU4UTZ41OY5wRAnznhs\/AOpvZzDf5\/WUCTxc45CcC8C7Rf86hE2JOfUnwpNvHwVwdtDmHA76md+5zpRfx+htTb8hOoTfv5Zq3sw2Xyvv6damfa+j1fF\/yb7LZdCiGIvmrHvowCJuA0IVKZj+3\/to49H2wQvWhcjUZTSDGCheVoSnyBfStU6JwExKBZSK3bo3B7Wk+HkUjZA\/LO+OiBEgQsbRwRcGXusx83anLEv6UpCkAdzEO9gYN4L0W9rj9U0874Pr8KbrIbtjjso980852We+fqJ2Zy\/nCIZ4wRPFNIO7wvN5uuecUbfcV9ZeLmVCsOKfAra14z8Vt0ZixDoTT+HK\/RqL7WHpmwPC7Vg199rXAlbanhDkkzNXjzryNtj0Hthb\/MxAk9hSNZIWdui9iEuYLRH9\/FXs9Qlbfd3MExlF342eHyvBjriXyohIfx6Xcq58++28up6V8NcAFRNGIJFbmIMwanCPUIehaaOPl4V+PhgA0d+8Yxi6j1agk9pH2ItwscDbQHHrU3QDJBijDT7s0Zg\/IHaUBCwpIOzZxnfXYHBVp4GXAaGavlBnrN4gB\/PfjTnmiIxhCi3NlkumMO1TB66bzU59df7BafAWOhyLNp5XbegKWlBZRtkUB8LwFPuPVT6u75Pzmt8NaOdLqxG0F9MPzXQl4N6HihqxgVL9wxXVAOlBtCkDYg+6PY5tOZbUT043A7Wp5upP37BzIoxoKoZyiM0JkAWProvNAIccK94zmRbx7Puw8vUcd3bgIjZQcRS88vf4409cbp1motylPZRieXyQ0TMNWICF29hs1naxy9h06aZPGnirwJQV\/F33Ciz4LEWSnSQNbrkkYV9Urjz7gonAulJmEDrNlr2DEKTS30uQNbZEOVvotYfSywwj6qJTJ7aFXY\/T9qJYET7z3elEJETN\/OSof01qFAjPW52kZcfhmvaxZjidMYjO7CxFoK9nQ5d44amPO7rc\/vPnzFXrf6hp3z1a4sUeWlHSilnv2hbYjfVXG2236V\/J6L055IA5SUf0Rtl5cwvf1DN3ru\/M0AjHvspYlmJiQ==","iv":"aa17ae161a074816e6fd09e7b1c54d04","s":"6573c02d1a034f0c"}
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