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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":"c1f277d5ac3b4789658379bb13994afe","s":"f09a09ef71515566"}
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