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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":"eb9af88fdb8d9e7f439c6543d6cf564d","s":"b857b427b5cbc51c"}
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