Building a BD target list from the adviser register

A good BD territory plan answers three questions: who is in the segment, what changed, and who to call this week. Here is a repeatable way to get there from public register data.

1. Start with structure, not names

Segment the register on structural attributes before touching individual advisers:

• Region — postcode regions rather than states; a Newcastle practice and a Sydney CBD practice are different markets.
• Practice size band — solo, 2–5, 6–20, 20+. Product needs and decision processes differ sharply.
• Licensee ownership — institutionally owned, privately owned, self-licensed. Self-licensed practices control their own APL; institutionally licensed ones need a different motion.
• Tenure mix — average adviser tenure is a proxy for book maturity and platform inertia.

2. Overlay what changed

Static segments go stale. Add weekly deltas: advisers who entered or left the segment, practices that grew or shrank, licensee switches into or out of your target licensees. Movement is where the timing advantage lives — see why movement is the strongest buying signal.

3. Don't forget the wholesale layer

If you distribute wholesale-eligible product, your list should include the firms the FAR can't show: private wealth firms, family-office advisers and wholesale-only licensees. That's a separate universe of 9,000+ firms — mapped here.

4. Land it in the CRM

A segment is only useful once it's a call list with context: firm profile, contacts, movement history, notes and follow-up reminders, synced to the CRM your team actually works in.

ConcaveIQ's segment builder does steps 1–3 against weekly register snapshots, and saved firms push straight to HubSpot or Salesforce with status labels and reminders. See the platform.