{"type":"video","version":"1.0","html":"<iframe src=\"https://www.loom.com/embed/9010ebbdec974aefa369e6adb07df6dc\" frameborder=\"0\" width=\"1920\" height=\"1440\" webkitallowfullscreen mozallowfullscreen allowfullscreen></iframe>","height":1440,"width":1920,"provider_name":"Loom","provider_url":"https://www.loom.com","thumbnail_height":1440,"thumbnail_width":1920,"thumbnail_url":"https://cdn.loom.com/sessions/thumbnails/9010ebbdec974aefa369e6adb07df6dc-f48200b9aac882ab.gif","duration":76.933,"title":"Workup: the earnings figure a lender will actually underwrite","description":"Gray Smith, founder of Workup and a twenty-year institutional investor, on what Workup does: an independent review of a small business's earnings before an acquisition is financed. Seller numbers, bank statements, tax returns, and the lease are tested; add-backs are checked against bank payees; owner compensation is priced at a replacement rate; related-party rent is set to market. Delivered in five business days. For loan numbers issued on or after October 1, 2026, SBA SOP 50 10 8.1 requires a Quality of Earnings on 7(a) acquisitions of $3 million or more; Workup provides it to lenders, borrower-paid, with the founder as reviewer of record. getworkup.ai"}