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The SBA’s new Quality of Earnings requirement is here. But what does it actually require, what should the analysis accomplish, and how should lenders evaluate the professionals performing the work? In Episode 7 of Valuation Blueprint™, Darren Mize breaks down the role Quality of Earnings now plays in qualifying SBA transactions and four core areas of the analysis. He also addresses an important question facing lenders: How do you qualify a Quality of Earnings provider? With limited requirements around provider credentials and report format, Darren discusses why lenders should look beyond cost and turnaround time and consider the credentials, experience, scope of work, and professionals actually performing the financial analysis. At GCF, Quality of Earnings is another way we deliver Deal Integrity℠ to the transaction. The goal goes beyond completing a required report. It’s about independently verifying the financial foundation, identifying risks that may not be obvious in the initial financials, and providing analysis that lenders and other transaction parties can rely on. Darren brings that to life through a real transaction where Quality of Earnings analysis uncovered a significant customer concentration risk that wasn’t apparent in the initial information—demonstrating why the depth and quality of the work matter. For SBA lenders, brokers, and M&A advisors navigating the new Quality of Earnings requirement, this episode explains what to look for, what to ask, and why choosing the right provider matters. Have a question you want us to cover? Send it in for a future episode. Each quarter, we’ll draw from submitted questions, and one listener will receive a pair of headphones. Thanks for listening— at GCF, We keep small business moving®. www.gvalue.com | LinkedIn

Deal Integrity: Why Good Deals Fall Apart—and How to Protect Them Why do good businesses with qualified buyers and experienced lenders still fail to make it to the closing table? In this episode of Valuation Blueprint™, Darren Mize defines Deal Integrity and explains why it needs to be established from the beginning of a transaction—not discovered during underwriting. He walks through the six principles behind Deal Integrity and the common issues that can derail a transaction, from unsupported pricing and add-backs to working capital gaps, unreconciled revenue, and deferred maintenance. Deal Integrity is about more than getting a deal done. It’s about getting the right deal done on terms supported by the facts. Have a question you want us to cover? Send it in for a future episode. Each quarter, we’ll draw from submitted questions, and one listener will receive a pair of headphones. Thanks for listening— at GCF, We keep small business moving®. www.gvalue.com | LinkedIn

AI can generate a valuation. Can it defend one? After 30 years in this business — here’s where AI helps and where it creates risk In this episode of Valuation Blueprint™, Darren Mize explains where artificial intelligence adds value, where it introduces risk, and why independent, accredited appraisers remain critical to protecting deal integrity. Learn how human judgment, accountability, and risk analysis shape valuation conclusions that stand up under scrutiny.  Have a question you want us to cover? Send it in for a future episode. Each quarter, we’ll draw from submitted questions, and one listener will receive a pair of headphones. Thanks for listening— at GCF, We keep small business moving®. www.gvalue.com | LinkedIn

When a business owner says their company generates $500,000 in cash flow, the first question shouldn't be how much—it should be how much of that can actually be proven? In Episode 4, host Darren Mize breaks down one of the most misunderstood parts of business valuation: add-backs. He explains why identifying an add back isn't enough, how unsupported adjustments create risk, and why the cleanest earnings often command the strongest value. Have a question you want us to cover? Send it in for a future episode. Each quarter, we'll draw from submitted questions, and one listener will receive a pair of headphones. Thanks for listening—at GCF, We Keep Small Business Moving®. www.gvalue.com | LinkedIn Thanks for listening— at GCF, We keep small business moving®. www.gvalue.com | LinkedIn

When you’re looking at trades like HVAC, plumbing, or electrical, one of the most common questions is: What multiple does this business trade at? Most people default to “around three times cash flow.” It sounds simple—but it’s also where a lot of deals go wrong. In Episode 3, host Darren Mize breaks down what really drives multiples in trades businesses—and why they’re not rules, but outcomes. Using real-world examples, he explains how two businesses with identical revenue and cash flow can command very different multiples based on one key factor: risk. From owner dependence to operational structure, this episode walks through how the market prices risk into every deal—and why understanding that is critical to getting value right. Have a question you want us to cover? Send it in for a future episode. Each quarter, we’ll draw from submitted questions, and one listener will receive a pair of headphones. Thanks for listening— at GCF, We keep small business moving®. www.gvalue.com | LinkedIn

When you’re looking at a deal, two questions create more confusion than almost anything else: Is inventory included in the value—or added on top? And does working capital transfer with the business—or does the seller keep it? If you’ve asked three professionals and gotten three different answers, you’re not alone.  In Episode 2, host Darren Mize simplifies one of the most misunderstood areas of deal structure in small business and lower middle market transactions.  Have a question you want us to cover? Send it in for a future episode. Each quarter, we’ll draw from submitted questions, and one listener will receive a pair of headphones. Thanks for listening— at GCF, We keep small business moving®. www.gvalue.com | LinkedIn

Welcome to Valuation Blueprint, a podcast built for the people who keep small business transactions moving—business brokers, M&A advisors, buyers, sellers, SBA lenders, and business owners. In this kickoff episode, host Darren Mize explains why the show exists and what you can expect each season. After nearly 28 years in small business transactions, Darren has seen thousands of deals—both the ones that close smoothly and the ones that break down.  Coming this season: We’ll break down why deals fail after LOI, cash flow and add-back misunderstandings, working capital and inventory issues, market intelligence and red flags, misapplied valuation multiples, and practical ways to keep good deals moving (and identify bad ones early). Next episode: Working Capital & Inventory—what’s included, what’s excess, and why it matters for value, pricing, and financing. Have a question you want us to cover? Send it in for a future episode. Each quarter, we’ll draw from submitted questions, and one listener will receive a pair of headphones. Thanks for listening— at GCF, We keep small business moving®. www.gvalue.com | LinkedIn