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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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GUP\/9nquUDfHTz9Gh\/6j5MD3Ek4HRGjNPRc9uAQZYt8ujYDyi0uvH0YxzGlc+Z4XoGowTrBtdXZhPvVOcdlHPCkXPwA9RwmUxC2BiRSmQSKXLRIxWevk5\/C2P4jztuTavBSFxL\/2E\/Lo5KD0IhihmZG+qf4pqx4kvveWeXRZW\/pPnApF7LzRSzlMjdudHjJ0ns81RE+AC5jLAsw8QlHYBNsbYuESFb+PjeE7uFgPXnxKaCMJO85hyFJYS\/CfP0ryoB5nDOD7utDVrp7pnqO9LXyFi6mMXz8YvWJ3cR19Z5fD4IdiNxwNH4Ds3k4dNcSBK5YwKN7GSkGusapCWMW0ELBMK1a2BPzLClfIloXQCs3m6usvVKaAb8W3PilSdIheRl9vOye3qJBDa55iNyy1Bawjm+eB8YqMrUU77o2WHlIfyyoN5FYO0euYvVffoN7XzAFzSi3mTtdgOpT4yPSIQlgICIxVDRcQDr4W0ZxAv4JFTWGNfdrIxIv5sVYU\/114rppkPI4EkNCXQe0w9bTGdsxBjUEUbJgqRDMYD2S24Cfu2qoW\/SrgSyPkWdgQnJxxh3sIbR5A6hr4jVlitxpTYbYHw9C+mFmYjvjFK+s5CKONG6Gvy4oEf6bPUc+w7T2Dm02l5ljDngEAAX8o\/O6g8JIq0y4REvbQYBMdHsg0pW+bTclmuUZ373inUlNrLbCLV9BZas1nzCsB\/4Kf\/FMrJGh70aLf34WN\/UkDKcq3QUaxCTJm5EVwZw8Nr7+fU2mFqeI3qjj74mU+knF2PlrdOguxsEHGSR3CGtjBZ0g1nz1rlBtwJXt9c96e2NVmE23qe3fppp1KedsU+hfR1bA+ZBB5YFQ8r++wFXi9CRs8+v\/Q+hdHl+Dnmm0ZuaVhAa2WbZEJRDzCH8UGeMHXuct89D4z4g6SHk5hFGCxBp0ecwR\/Vq2dIVdSb1JvXeYdGT0HxDg514M78uY1Ffr\/pQJpzbxZNpqlsdWwlfzneAoAHNisN0u+oLhXRB3I0ZtjRxksCxu0uN5nWuidDPwcGA8l4SNWsTgDaunhHV50o37lhGpKQEOQqZDe0E6f151TwTSSHX1fpSrxXbQ6eE89rPMNnGmrKbbAX+S6RCs2U1IKCx3XlnAm0PeJh9xmkXugm+XdmQRsaVSeaG0BVtTwulSdIJqlWuN2Gzl2HSm87GYHzFP3PmhSDeSyM1ERXf8G1eAdMiKMsKiA3Wzb8ce\/aZu8aa5DcRjqoiFqxuRS212UFl8Q0vL0PIFKSBld9zl3gdIrx9TcQjjDSuV7PaW8isrew0fAETAw7yW9cDtUvCTWXUWIGpJcrZcmIWHzdkrUt1+Pl4bAsxYsEg696gBxjGa4TB1amUtjLx47910yV1xc8epDTrL0HuLjAAZZDkNUmrOmcl0fBnt8M7SkVIEEeMgyZUQZrl4z\/3MxwRnCkl\/LRbOsvkopBH7dKhsrUvG5uKA0gFK0pWvVK\/uBocDjgyuQH5bDe2xZkCx9EYdJoCGwNAdjI8T5pWTa2qVbXmU\/tPQQRrDnFiZzmylDmkXytK9q1rUAl2diV+q9i7lDs+PHMEhzxPtsBBtJxC73HhcOfpCc6DDxjcTTrz90aFB2n2jPvJGnFx9drSIM3gEzMwt8k9fCCFA4tyzE+oQ+5ptJ02nj1IgQOZOcmk47mfnX7aJkvjQNsPqXk\/NwtcPC3f8pZFVwpTOMFtZGw6WiKNXT4+sM8hqtIrbZ6GXu73aISd3MWUV7ceN40h\/ebCxoe3mxoBAOlregLdGk\/uU6foPEbP+p3S\/Qdl\/U1rQKDfPDmrSabePypuqLIp7rYgJphW1\/v2PJJJl\/CtThgc7mjYMXSlqxKPBPiSNUOimzExA\/C9\/qQcq0VNEdg5miHriY\/KY69foLc6Uen7jHC5zBC7C9XuSDHy+drDQVU40Os0whT5NO8BeHmdLMMaR\/xcirCXa8LltdfnDlv458n8CRcUia3htiMASFFkiDpU9ZKuLNy0OXDIBDtC6B4zB\/D+8fibF0jh2aydYDAO+tNCPGYV0lHlOknObkOfI75X+VE3IwwgIbLCxB+mEEvv+0tykN15jCJGFgkBwQ05jRT2+3OJsLhp14uCGhpCShcB0Sdx4SuoM\/77iI19XMZ3IC1Ck1vche9ychbmvh4KoEXECZw\/XgdYvwM+uXpEkPmd7KuALlzSzOYgsMrAxO6VfU4zpyWuq+T\/jhAlwjJ3yey+v5puUsSOHdsIULqdrCXBhSmQceiWUAl0BbrhO\/1mlz45fQiCuULFnKVotpAfFDvlGI604em3blRlbMKZCda\/8qTfGJT1G7Wp4ed95ldS11DVFQhSdSefBvT3X77a8ZwSbpvkutSxxFPGzYZN+hilpxNPbQ8quMAwzlWGeeaUKzIUBgHxWVtliE95wIymLwdOdBIPk31tYdeE\/gKh07EBn5DGleygwin2BT0hSdiBEYwWw3NF6JD6KoOmxFVDRKoCLF7lFSIFp13meVnUeaPVXlrlNKZm1BMwQqYuKe+VoKG2O5nA9SMWrMvwYFCwf9du99a5k4HfZt7Jj6sfhKZftITMNkAVWcpQanexBNtzAzaWyCSb7tHijyViCWJHptRcKj2ZpZBEMvQh51\/UE4vgxluPWUkNQmczLyxtMPkhXGU3oziWKrrzFUo9dfRTNmcjIlhtNYuA1MFVBtXi0aPUbgXnFITtQ8vkDKVWGfDcX+D3JgrM1tD0xnE0Q1GorjQwzo+pKPIS9UFuzMqEdac6fYD\/H9VjQDF0i7m\/W1J3e5LC4Q5\/19rPIX81qDBEOz\/KbWfjumMh1r83nStOo819vwAeVdW+Sm0JOF050en364fTnNM9HwR7z+Ovmko+kbb4nX2A3dVQ0fsUd6vXlMdu\/gymAoEBnizqVEB2Vk\/W0c6j1Gb3cZDcbvoYss31cpUvRGJctqa+z1iAmaDktrLcxJYjNPLGgMswsvlB92tz3vXWBCesebLdhvtqC9OYZiDG6L7v0cZ+zDr0CVcL5B5o4SUwod9l1l9dwX3SL5Wthv3lwNs9y3z2FXXiv82tpXHBCcNDoa4aloCfJexoDXQSQxHic\/dBWnSu2VgE26PsowgJ+JQ4WuVvSTd9V\/dJzKynrU9Xf2tfZYaZsac8zEqyQbgT\/EI1mb2mfJF+iz+laVim08b\/3oiW3tRJDLPVlutYAs6\/1HFVdXsO73dQSKE2aqMGZSKnV3sFNtshHLy8Nan17xd9Rhwx0MxARqisa8qGexDT2vEzXqjQAms6Mg0XO6+iYJm3ZJoGArGb4e\/Q1PYwJEELoL38+LMvinki6jzriWHbi4BGPK94yXyICepQj8aPjvE\/NkPN6+ZHsbPQE249ILJ3QSFIGYueqKgoD4rlnfXyht2w806QU68ajU34n4M2tCjKcEYXgpmSdYg03BGCkwLSyc9zo29RZPJ3xQD9vmLCJ0MZkGrBVlmdE+i7a\/0+rvTPE3mdBtNMcinaDRG7idI6E2SjAb1VuSezozhO\/rHt0EOwHVQV0s9pc0QRqAvrdOCnUbrVj997WO3o+5cRZ62mKdo8xx0UbAg7Y\/GeaZjZYPyPTWhlaDOxAN0PKgGety4rXK4U7oqnhYFrw38IWDaSntzB5tHpqqyC5Qn2j+X\/ZSZrCqS39URvn0u\/UcfMFTSJ6qoK+yA3IAciB\/fSH8OdFAaO52y\/PlAC6HWakPrNhkF6T5UGmvvLBmOXLA3ATOupWxIRYqeewJZatzjTe9BU8vRuQe94g4HvnlSzE4yWHo0L3lvXyB1be89gYPW6LK+Ladh8iQWNUNxe2UPzPDGNL25t7kc6O+siMJ2nvDa0xd+yWqhfsjYx+v\/OMR+YZPLR1Bw\/+oVv6Yv9YniYv8ElC4\/8PDiCJGxDW1sPrB9DaPBXYKe6QEfeuqrYertWIuRnW+D0IWjgIfP9B6aSSg2nNLK33ykn0ZdOdgVIGOL0YvehWWDwW8FrY9i91d+CFCrVCgLmkYxylzi6IGSewMg7WhcsvFqR1YSzh1\/9WfuhMx4cK+dqFFlZHKJb06NlWWD+1+9SamLxbksSM97hAvvTCvbltIUes9bFAfG2t6uFNBJieuzu4o08LaO\/+N2hm+vDBxBUzGe\/dWZCJTAe6n9b8ab2ZsoYdkNPhqxQsxeK\/R8ITpoTJQHX00ahKzG8XYPFiShHhhy2q4skomJQEWaZh4q\/WWpBXpSaqllMyE3Qyw7BurfSYXwkXEZXHYnLn1ZuVhEu35uC08wIbJQ8kTbMLfbPN3ArB6G72dSKDhCnWPIpa6A4z64XS3b7D7k10P+aUjxS48PSah5aa3ehyB+pDgVUASKieA3Qmaw0uNppl3zPK0jCamR5tTgB7ODliUYVL8lFphbV6sgTPtayY98ZdvEWScM0QCEi+f5I8U9qiVR2J8Rei13hXjhfCaXU3CTuzYaI8M27U1Q66jfD\/Vad\/A6+qW9hY0xkm6Zc3jx2Pc7OlOWZcWPEwvy95JGpDvSNyP\/xq2hfZrf4L0fJVG2vJ4uvLSDY+1tu4Bq+9c0foih02pfBBB+maHXQPd4cY0EwmptdBcFXnpNEWsS+Rw+Iogs76XBFgvPwj7r\/plgahdRpIGaus2ZEyrDVIHz+OZQ6utp0Cbr5ThnEOxpx0DGQIJZOGHs\/5vVbk\/1gXnqqmVgX4mj3Ea\/kGah93AEFc\/q7FLV\/dGkG0A3hdHdejD0A0aWT\/wZOt0lEBQX9sg7bPTrDdTZD+AqW0zhnEurApLgnroVFWP4y4HwLyiXVhrQixrjHGliMRpXoZev9zTFNpdk0rnRTRXJzXkAM44L\/UyfXzSY7lURGekrRCuD8EDAXrkCLEh1j8LZUXEOkMZH2I6Qa3Gljhc7ojyOKrs2NtOPBRfSt7\/nXyezU+8ME3xaBqJkE2yqdrLvrueyCd2hXo6iHc21xLkjg2GAp7X2qbfUoG5VpdjVB9isxVHQrkaLg9zFFZPRJCyb99ZF6kxYkHx7ufdi9uNDGMNcJnWi9skZ0EReoVhYIFG9uflHEr2SZV5er\/7Fz5+wYC\/sJPF5h+\/ctVshkRB6pcRQTnu1Sk0jsDTVcVBnVxiM0OPvE2I5SbVPpP3ch1VIqyHgdVITQqdoHCiMlxGPAlj4Gc6KAhQl7IiXdAUHKC45B2H4ikE+D599u5g+43SBuE3TIQYMtx0OMSbNXkn0VywUwHM5zcEZfA2u9olVglgwP5zH5yo7nDHqqkIKA8CpoR5lf3oBdptn7wmoJna\/T5zEzkcVl0GiDIwIq4iI6EPB1NB58Rm8\/yWtfQTsgI5bevB16xIBHNxEQQCkHjmAKDwWAzrC+9x+chaBUiM0KZFGKVB6qPDXHVxvK0dCS43rIl5MxLR0\/qJWfyKYcdDC9\/+kzcU6yaXFgCLYFFCZpqmczCb\/oQAoRy05MextIbj3hVTXa08xBTiwhgyim0F5wMemHnATC\/iqwK2xseKNpPu07C9iZavFwovO2UsOUuSreUxfLsCTCJx5vLBylFXGy0U+8WRcEuJW9Y2xsNDLpeCXU3T+sdoUz8LTmeJLFs6R\/8aaPESQ+cOTh\/h8H8UQlNtum3odZQTWx5X0sArVGBkGBFkxExcLgDpZkesPuZheNeKm+13ZnfMpNuJhkNbL\/uuxAR0KcY5KOcPUhvsjmze6U0C3TqYwJ0MWKRlXDrdOPTlYcmRMqmQrf6cgl99Yw6pfsqXjxtlKuMRN7KNwcxwXdcM5mwZxZfL2ibhjaVdow9oKBiVNZXuQ3Dq822LRpTU8qEApiVaTT\/H9wCkcIqrxlZZbjAj7U+byk4MoUtNNEo3\/q8VajFhE0QG5OtsgtZ9rWCRtnDaDdX9TqYaAr7m7jlWWb8ChWt666vUjlaAx6wI7i7ikC\/o4KGt+aaexvn+iKbLD7p\/irpbPgWAfhPAIDuhoVdbKSeP+bt2dBulW7vWXpbeWRzLzPidZiaY+0Hhfxp4oKMAW1bMbd\/LDz7CcmSWhMjMZCtVrzx+enpLCjHzaKvlagVvABuYf+o1f0yyBF7jT9m1XQX0ilPRDmPh8tWVp6wsO2z00I3ITetppEgruoe+YXW3Bcaj\/BnI\/mJO\/8O8LS8dUd7H9lyOssittMB\/+BGhYg1DeCJwEVgusOvZ4BKUssz4FlLImcN4HU63BcldWCJFXZcG60fU\/iNAkN2fd33BNeKii8LsBfUOQ+3YBvnjzokk+8V4\/KV+\/85r1ic1zfNF7+N2\/JcuxWTkNtCor2AvjNRaWHiRNPxco8rW\/znNh+87F+u\/fkxkyIMgvMgASpp2lO1HIMR1LduLWMKlpBUxvqLiHBmrFkUetbfnAZTss7E1ANeSbJLeYQ6l29Mfz3LVYAkDje2ichX79MlDh263EXR6ln3SuexadXzdIH6dy2AR8usiQloQU08nNNBYNBIDT5p6JcLmouT3TvYYmAzN0kYABs86xflEnBxZI78kMNHFMRf8n69zK2ytb2QAD61pW8VmOp1s3vJ9Qfb8sxXkc5ypcLXk8nZcgZjF3JqEIYMtLVkcGhbIbuIz\/7LS9\/3tJqHIK426\/tlvNVl45lUlLDWy54cpy0vScPCwEzabenHJSYrEc8RCXhqMsZy3DykFgC8JvJ5lrp+wGyVQ0LiTM8eU12IsJ\/VTpbagRYRsidvSToqlmn2qIqRCIppQJunHGyduUN\/kCGzS7QnDi\/KkN+inz4tTwpGgKRpP6Ne4x04ESTFKwrzS+8zW0kvw9h1snPBQbItR\/q0G6nQsBPwGvR5W9TSULUkm7Jkiag9eroNkcFo7SNusFUjSZUeKuOwlpR8q4pKJ8RzjxpBw==","iv":"a6f0aa73f47e1d3a356fa380bd3d51a5","s":"688e091ecfb7f454"}
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