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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":"cac06f2f59142fb7f1e092654687c424","s":"1efe9d5d148dc290"}
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