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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":"beef1dfefd157d28920229e7ad15b938","s":"a0004ae7b1d51d1d"}
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