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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":"da428376e400e104875b65f1158297f9","s":"6288d1e2d37f3014"}
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