By: Dave Savage
February 3, 2026

John Pyne, SVP Regional Manager
Atlantic Bay Mortgage Group

John Pyne did $250 million in his best year. Last year, he generated $50 million as a regional manager at a lender that closed over $4 billion.

He’s a producer and a leader. His operational focus centers entirely on a single key metric: conversion rate.

I asked him about his conversion rate on leads. His answer: “As high as 50%.”

Here’s how he’s doing it, and what every loan officer and manager needs to understand about winning in 2026.

Track Conversion at the Source

Stop looking at a single, blended conversion percentage. Track your performance data down to the individual real estate agent and builder level. If a source feeds you dozens of leads but your conversion sits in the single digits, optimize your schedule by reallocating that time toward partners where your capture data is strongest.

Implement Strategic Non-Negotiables

John runs his business with a strict checklist of operational non-negotiables for every single file. Every purchase transaction automatically receives a MortgageCoach presentation featuring four side-by-side scenarios, an embedded 3-minute video overview, and the interactive AI chatbot enabled. This deliberate transparency is the reason 50% of John’s written five-star client reviews mention his analysis tool directly.

The Competitive Comparison Protocol

When a borrower is actively rate-shopping you against a competitor, do not lower your price defensively. Take the competitor’s written worksheet and map it side by side into a MortgageCoach comparison. Show the buyer the true structural costs over 12 and 24 months. By visualizing the math clearly, you instantly expose hidden discount points and high fees, turning a standard price conversation into a clear value victory.

Watch the full interview from last week’s sales meeting on the MortgageCoach YouTube Channel.