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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":"24928527a8be9fd01bd9ed05478e1fa2","s":"930c404400c41a1a"}
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