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Finding good deals represents a critical challenge in real estate, as the speaker emphasizes that one of the three main components—deal flow, debt, or equity capital—often presents difficulties at any given time. The speaker highlights a strategy focused on closing smaller deals, which can be overlooked by larger firms concentrating exclusively on substantial investments. This approach allows for profitable opportunities, particularly in the sub-institutional market where deals may be worth less than $10 million. By maintaining a dedicated team for deal sourcing, the speaker illustrates how this method can yield lucrative investments that smaller investors might shy away from.