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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":"1e2f1368c38df67143e1a5cab6ea4355","s":"8ba2c7e4b0efd4f0"}
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