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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":"d57451c5fde098ded04eeb9d8807d14b","s":"9cfa8308924db86d"}
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