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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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IeFDNnuWsolStJpJs0DlIodOl186tBNLZyKw3EnHVSGa2kOMELWltzx1kZ5+DCGnwbwfew1E3FqCxRI76eukFGzl6HMi6NfwLcHaeKhsz2PjL\/btdWUD5bCRurZcdd51LOwkqa54\/KKbMMkxCu6xZ6UYi77rMkv+ZcieB2iZbBMh5fSPfqs386YzhNRShYVPKuxPXKdkDZzmrBoKtHtuLg\/ruWg3OIbXGGZiPIUb6uU0YT8v3wq0NoTW7UB2qN045pE6eKPtRXsigK9KlqCGDh5pjHiSwC5ofYrw95iOC1+MzFtMUuSkvQZfPzvI6O0wHfwJ+90bv0tnRywwpyan9Bz8yR3NTP244Q52U+7uCkrwVoJj9hULrH+E8HbrZuokPyOLGpcOm9M+2egUWLF4YvyLiGmzctfYeapDEJ8ckJS5WFx2GO1Zq0MOePm9ftdEmxvxEiL3M6YVNEJrC1LiMRJ\/jo2\/fDB96jH4ljea9Te3leTW5DgAMOQ8GPGR9FkYY6KAfxG+xNj\/UmWwVzHuFFjQ6wXTqS0IFyTLHYooo\/dc\/45bHaHL+4YnEakz2+SoGh0+2Rs4BN8aUIGfEVITTX\/J0gtROFhkhW258tf4cVJROFNPOQxP6byCpSgR3LXcV4RikR3MMVYLpTI1uOxvyezc7TwrTcgixCS9HqjJ5hHPXngwsOLS\/XjNnLtkYdiicvMjD0XYM4tnJJFtxFYbKRaTvhHRl30WThd\/85fNBty9OsY0rwAq77wepaYsF05vDNtHbSqtU+oBAGGkfa\/ZaOOcnufjXauHc4s+IKchc99\/hwIFmA+jPHetY7deqRqWU\/lQ3YWc2P3tEBbRO+M7Ngngzf9dQ\/v74uf99HQhe0m+CUYG0PMfBOAWXVhTQeSjQoDzTHWc8js+l2WVa15cKp1KMe8n898HsUSZ5Oef1q\/jJoLmTfXdIobF7rCFZPRpHZVVGGUbdgiiYnRFcwEyvOwkn2d0mOlUgrZXw+Ob+2D27Yw9MUELYss1T\/j+KAbWhVb+S4yyqkm\/Kg0VKwg9ozWpgqIBOB3ETkmUFb900EExRKbDynG1QjsElUs9bHtRyzNJEGnFUM+jWpFHldwUSkp6vZpkTG5q3vweIRs3SxDgJoT8fkcBpet0HNuIBfViQ\/6DIKB6JIre05hy9HMK\/rYg\/Lu8nwm09SQmNTnnla\/LkWxx9w7nfKQC2XJi2ZKfB3NY5NNt1qh5opEPo6WinaHVP4rjvJ7Xp6cMcX\/4spi7Vg9ViwJJM12CFm+QO8efpu1RICAQdWwbXF8F4rCW7NJsT1DssYkwpTjV2HbZGBuPT3zRfF7rLCBsw47115JUInuJ7GiuWxLaOdvDgtbxQ+HqYZfgl85Whg4lCxBMq6pMHY7PUe\/TFMsA7IUW7zGxPO6Boz+7aXSmmQrDzIZ+FvHCpoP0RiDk+Q7gPWyTHOFarFTvsA+XRG8VWIercvVRU81XCwuK\/2y8E7lXxvWLPmrMJkj1sRv+dkoRHC+kTLgm9msQe3bL0B511IavJJJOTnaBcwo7FRubyyM4nKwscsY4Vrtcr9DZMl58pIZxmmSDKgJh73Ty2ocwvdqgyqr01Duj2lpVPYK3wrT66kToftjLZmNeijklmn4CASPyrmhyjGB9Z2YO9xpGjyltveFtc9IoKToMsduCqFgcVdyIV3\/lgj8U85PtAmsZzxcn7EExSJqxtCGXp499Sll44lJrMFzTfAua+VtdV98c5eONUXU2JhMaSM93dzjMT7TGupXZ7O7gsTg3BJFEzAItWV8wBWsw6y4k7vAglCJmOmvdfHeV5ge+EDPkBB19r\/tg0baGJaFFr+Sbw78FblWWvHF08OW8c0eZ9QETRpzNdKMz+1qTVoEoIRnagJCuPepVOAJKiRy\/A9iVo52DEtJq8LPn7BaP0Om77B8Dhcxh3Wjv++5dBbTsdcYeaO5jCA5X\/GCNu6KoPusnwAqDQiLBPqatN\/LpZhbc1eGF8vT8UhkEFdZ\/W2n1JX3EB57e0Sz4pUbC+HCHZoWrvX620LKG+ucfz8Hz4BrIHVDKLbyd+AUBNQOxcbVzUu8wZnyKnqBKchI28gr0a7e2mJrbKedv2S+6ashZn4jy4zf7dVWhMgo3ejb3g6qHnXOJbxkLLoc0AyKdX52XQ7wIRRj3TYA24uTyFF4K5vFZHTmMgz1TMHuRmhozwZjESop8hJE+43jpYfmM93bMnda9Alruv+kmao8L2acMCG4n2OfUHCBOf0y2qQoawneNnU5DUcS0BiUA6yxP26dBQEfJizSwJMmccs1wwQVFbGB4M6CReUgM6e6OSNjZJXB\/qclmUqzra8I8j8JLKhTuaI7Ly6G2EJZC+Eq2cFfEgw9ofYKfIM6sr6D8u59tq+Q1Sk7ltDVsejubemxJfUoNJEUxhF1hHWXGvmvymwqn7Oy8cuzHxFFjNf5iMVf7s0GSzj+r0raWTrDqsL1DLQ3i7cqsE1T9cSUrs1sy0Y5eIhSjitHNWsYMQ5I7EqZq3Xjt\/E19X0PnoXSB4lRk2jS2dJTBQrRB5x2lXhndUNaHP6KhuY0mkIrUzTvj1whYba8XTyiGzO4Mqps5aAGBJB3LulfDyhKlCfjA\/WAoL5jmdPIvCz1qHeshnTnDVuhc30jInOxqoA6FFfb3UKWo1Ilf7CnDubzFR8zXy\/mwGr1tRJgAEGc+9AQ15pTFu+tEuoxepyiCd7xt3K72fgo\/gezrnTXH\/5bcFFBh0P2RleaVk2wvT94hnyby0c1BdmnY2DJuw6kPXkDf1O\/kzdLVkQLrd5K+4txAKlr6bKGTz+\/7vo9yJLMozyKbcd6ba9LN\/OmxODVIyxxnBe4ARGW3i8isJ4fi7LDPpa4KnpMxqGprdD3bw9EceY6c0DDZxV2l58NYKcPjNIvDxc+wU93Zpd8rvY4N9AWGNCRO+8Qj1lkuRuqaisbNBLmqg6KccBe4G9P8G\/z7jq5uMpm6izF9yhTkzm3jVcb32r0K4VPLuXrLu5OooGXX+oHrsT1xm7t7\/fM454q3967Qg29x2kFw0ldPqJY2lGBOlbcOijWEz1Qk02Q93SRP6gJJdSUzJee\/\/dkOYGeiRh2nWpfCdoRcyg9Dd5lEgjRUfSOMo3n7vXSZxr+HZ6fjBd8xzdTeFAqnTVbik2MdQk8zTBHrtP38LlDXQhUUw776B09VaCpqqzYtNA8EoqMuUmWncMvVLFr4cqM4AI2BV1Nc4Ugf6TAhJxedYzciIASOmXjLDZDRhn2MSVSjZIe\/cKZVmbXCNIRB5TsYs1MTkFINzNVAmVUyOtNJPMj\/nHEeDqO7aZ5ai5myhnwqwIjgor0ruHaPpGamaEyq45nFVD25uJm\/Ik3F0nOlIVVCr8tDkj+sHLWQapfrLkxIl8IOxLfg3Rrg3v0Q7uuR49VMZ6y1VuZfxwZri1IDdNisTJ9nsznuCFCh3nqp7cltEO2UHFc7w5TQFheknbjJfrceJ80g8X0eh9B9k3RlVDwuPL3\/HXBtzgORaMZClB5EXlewhwHqz1+RzrOYNqjHafUbBCaPnxLf73iyzcKiGdP9Fd1ZiYb6moWo+uhx4uH6RRAEHgHYMuvfbBEAVucM1l4MpRbQRq8Js0FnWp63EE+OpE8XBFzc6eH2Px6Htd66Rx+3K7x0ZgvjqFedbFM+WyGN3XuMl2LXeEig30o2ngtbeHiJghe35p4geG7\/KFcbPt6FzuqWZUZVa7ka8Trvv6ta9RS1cd6Z3D5U0IAf6fzSaheqGZUZTE\/WVjDY1FcZe\/lBt8Bds8Vyme+MIQalEucydYnIK5G+fGLOhAdBYUq20YLTM51z2\/IrZpO1iOo3fBNeDWE0hQN7Pz0yE6P15ZHMKwCS\/oaz+7VYPFikYy\/qf93b9nqPnJ2d8KakgZG2Ljz85S9OQS8r6f+Hk0CHTZPLFNJwacc8IhH5nor8o4IMhakmbtj7bVY0UniGAtiRQ54W3RXN3H6eFiaNeoHzkVOP0IPlSuJQIue21+xk+v3AeP4dSV9QM5Win3NVth4uTrFq4UTRgI2cioUaBp1uYLHPTJW9BoaVpfB7mo0VnYOqUDmgvLN\/J9XKOZ6FT6XeMOh62zHQkVspN0NxcwmEjP8SjG9QecToJWL7nF9Ef347gIbrkoU7NUJTQl1UHLl1wQR9py6WqHqmL1RcyrEFQraaH4qh0DTi1BCM4PtrmG+92QBNaYZcz+B0T6MYeJJb59jyX+esdo6ZyM6V3NN+nRfptEbAu+cDry2KgJxZe3YaYMbJ9L5Zrq9c8pCK4wayqSUws0NeqmPnVJyPr+F66rCC8ngVJlhTpj7cC3DbN6JRC8RdHCd2Gm9duet9bz7qUxZeKZbX2eGEoIawzx\/bepOHd8gqE+JuVUAweJiPoVf2GHR+cq\/Y3q6CBU39kznU47A\/YkyfLf9Y1LgWYmDy5tI5uGJEWLCkFwWlavor9dk5QHuzaFQHZ\/4wvXg\/e6tEt0ZzuJtH2P8k0c4Y5b3PT0u88bGvHqXvG2mshrbDMYzL3Imfxy2JqXKq7n26NT1im3mM9o3nKx0VXZwNWL0OmJY64VApptMY3efC4Lca9M62e\/2zDxS0i9w0791ZiON3GxCbtqqzfwrAOHb2mfAqL3DiVkEFr63it0KmniAeI9pBjXEP+67LUdb8P+6bb3enNSfDxp\/yzcdLcWrEbPmCcUeQyDSxUBFmPKf761AcQgElBWr7TwRSCIuL8uo82+XGHPs38NrWAN6NLlhI47xzb26O9fzuHXL6QOzAGXFwiLEGWsqN19ABBh4rfkml2h4m2ensNK5UjPOebdYJjxK4jn1UG+lOmLjV2dpwLGJo5OycnNHE4rO0N5LzEd1doWEq4iCUtFg2IP\/6fFD3KnLXcFuLL1efsFjhOhWSx8gg86s0W8iD5bwe5\/cs4DngtPLOKvOAvrAmkT7XveFQOn0WHggrIj1u8+JdtandZTGs+JT9RtcDOuuhsDkxNx\/eEDChqknBCvqwPnc+UakEDVAZ2YnZUpod7+rV5g5bXX+FKKcWpVmAn0PZeVacuCyASZI2Sq+CvXp1cvWzhc1szccwhE86aC37K2sxsV32T32BbeurNp\/BWYlkCKstC8gFLXS0q944JFA8NLgt1\/TakhV\/CX9SzccbEC4Aaj1Ug\/kOlbaq\/huYZj5czqg+Tj09EDySlAhzV96WaYOT4AHBtXVSUAkmptecnUBuTX3lHp6kSMFINsj64zYHrBozTlgkXy\/mBSr87NE2ykpwBbgXPETL4ezZiU3pnUl5jVdAPqc68HlVm+xMF3bIQTK8KCGdmG4zg86euUluE7EVXFcR9SvJg0xepHJmbM28d9WO28V1uP4f3yBcP0vtkeWGxjfc+D5vwM4Ux4mpYuOT7IsqyYRJWFLH5yLDdb5twVH2zR9iooVp1USN1kBSv\/vh0d5IWYXQTicMTLH6Pkv2WkdVQC4hkl3GcpU\/ubD7qKfeKZGtO\/kvKBEYcpoMd2YmMV4zNlmDWgq8ndtPyZXCFQZHXo4oAcOdA81WDsLoqk4Xgqw9RcWTiNQ01jhylAzJ604hlB4HbaH6nyI5jrzx2NPMNBCTX0nDfPoTYG\/2d16rBfslpQxwIgYudKYTIWnlA1BMAOUW8Yk2L9wPLEAZUw6LFndiM6ITfXnJdjDiTRnytmyEnG0UOYlGZpSQ3\/p6\/EAbiSGYnic\/fl+nD2K4bZP+kuoynYQ+Nd0uBtzenqRRL4AYPCcrYjoqte7hBpENXYH5DWYFeUf69UlmfsNbayiolkUhJVdrpoJnwS8o9eUpiQPuIP7NN++uPu30auFN7CKt03iEhwdGbcTO9OsXRffj79s\/WALnKcd7p8TQ460LBQBFhvj6I\/Q1H8cIJukKsZPUPBEdooXVP\/8dd0SnnXYhZKPokJ2+d4\/PruYpToFLWOJYknBP8tjMI2nVWY7j3rbCOKFu6dQLDnPtlUa5ygxiiR+0uy8zaHSBqx3iSZjSK5WEAMsSq\/7XqDkeZAm32HmPjzRpd52gglbLiOJI1dU75mSxxzHJWDfzwTAqvs1tZ\/VmH\/AXNoWBTz1Ji2+3ZkNTEszPOMAqYwQ7oAADb91M1FylfdoeYxCtGeBe4bBu6c6MMdMgCk1yCDDFIaBJgljApCEdpkQ\/gA1yE1NAU1rrnfc2yiNTseeemBv3O0BCTnBQL3X\/C4rIhooIOm8BZ8KtviT\/bgo8U07bZ9I1b42lnbrQl7+dVEZAkCCQz3hrTKYAI6O4DfRw2eLxFcgwh3oFP+nJ2m7v\/dZ\/kKWXZJaBQg7VlVgwzhk8oZ9ntt2q1bklEoCEKY9us+ci+6N7FWxZoGyD+2l0KKTmCjxlTVI0+8jibALaePiIhZZX0BHZHY7NaMKhDU3TsRZFJwtuoAzzILbO1P+VgHX\/T31R8YV3PXjwSh6kRD6A7cZmvTNWchp85tKTlwt+3kAcnvnzozXJ2cXZuu6jnDBhNmGhzXMuB1peggdszu5Kw+dbt\/JNmjNXUPy\/r3p70o6ZEB0CG38I4XJFSPXTRzpbXZZgRH2UWHoTT1gCFPMGSSQsJiWCEGHEwh5UiyVT1MrjfaMvKgRckMlysoDCveYp8hXQ+RhFmOD9NP9c2rqIvsJpMbfS50kiVinnzzEsCgmw19ZHn2Cc4s2kEsUR3Gp9KDNG6vfeeM89HXxqOSJanxTjLk7q4zKHH430Vv88OedgPjN0\/OpcnCTsv27mD+TUwTdBBcUm0SQNK6hMkBV6dKmZn4NQ4zK47Ocfaa\/G4O0qIiCfv4FEA8p9Ma75ZD0qoMeAwkWF87Lspw==","iv":"8ddbc3eecb82baa94838f7e515dff42a","s":"701c8fde9dd9a98a"}
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