What’s the difference between cost per ICA and cost per first closing?

Short Answer:
Cost per ICA measures sign-ups; cost per first closing measures activation.

Detailed Answer:
Cost per ICA tells you how much you spend to get an agent signed, but it doesn’t guarantee production. Cost per first closing is a stronger ROI metric because it reflects activation and revenue generation. Brokerages should optimize for both, but prioritize reducing cost per first closing through better onboarding and early production support.