Many real estate agents make a point to track things like money made, number of closings and number of listings — but are these the right things to chart? Michelle Moore calls these things “lagging indicators” (after the event measurements) that should not be our focus. Rather, Michelle claims that we should chart “leading indicators” (things that look forward to future outcomes/events) such as calls made, meetings scheduled, follow-up cards sent, number of listing presentations and buyer presentations made. Set specific, measureable, achievable goals. Tracking helps you determine what is necessary the reach these goals.