[TL;DR] – Building a sales funnel for your California wellness biz isn’t just about getting more eyeballs – it’s about turning “just browsing” into “booked solid.” Start with your end goal (BOFU – Bottom of Funnel), nurture trust in the middle (MOFU – Middle of Funnel), and pour on the attention at the top (TOFU – Top of Funnel). Repurpose content like a pro, automate the boring stuff, and make sure every click leads somewhere on purpose. When your funnel runs like this, you get more calls, less chaos, and a business that scales without burning you out. Funnel first, nap later.

If you’re in California and run a wellness service – like a med spa, massage therapy studio, or coaching brand – you already know: getting traffic is only half the game. You need a system. One that turns attention into appointments, browsers into buyers. Enter: the Sales Funnel Template Breakdown.

I’m going to show you how to model a full-funnel system that actually converts. Inspired by the cult-following of Daniel Priestley and optimized for wellness professionals, this framework walks you through every stage of your sales process: TOFU (Top of Funnel), MOFU (Middle of Funnel), and BOFU (Bottom of Funnel). All of it mapped directly to the A.I.D.A. model – Attention, Interest, Desire, and Action – so you can build trust, increase visibility, and most importantly, book calls.

Start with the End in Mind: BOFU (Bottom Of Funnel)

Most people build their sales funnel top-down. But that’s backwards. Start with your conversion point. That’s your sales page, contact form, or Calendly link – your “end game.” This page is your single source of truth. It should be lightweight, focused, and friction-free. No distractions, no fluff. Just a direct path for someone to raise their hand and say: “I’m ready.”

Once this is solid, everything upstream can point here. All your lead magnets, videos, or social content now have a purpose: drive people to your BOFU and let the system take over from there. And if you’re using tools like Calendly, Acuity, or Honeybook, make sure Zapier is pushing that info to your CRM or email marketing platform (MailerLite, ConvertKit, Klaviyo, etc). No leaks.

MOFU (Middle Of Funnel): Where Trust Lives

This is where relationships are built and beliefs shift. The goal here is to nurture problem-awareness and guide them closer to you as the solution.

Lead magnets, blogs, workshops, sales messaging – this is your arsenal. Use content that answers real questions, like “how do I build a brand online that reflects my practice?” or “how do I stop losing leads from my website?” Build playlists, guides, or run Q&A sessions that walk people through A–Z results. Long-form content is king here, because it builds touchpoints.

Remember, most sales happen after 7 touchpoints. So give your people the media and the message to build that connection. And use tools like AI bots to answer questions or route people to calls. Let automation handle the easy stuff. Your time is better spent on warm leads and building actual relationships.

Also: repurpose. Take your long-form blog or video and break it down into snippets, quotes, reels, carousels. Use Descript, Opus Clip, or ChatGPT to auto-generate hooks and captions. You’ll cut your content time in half and stay top of mind.

TOFU (Top Of Funnel): Drive the Attention

Now that your BOFU and MOFU are dialed, you can confidently pour gas on the fire.

This is where cold email, paid ads, lead lists, and repurposed social content come in. Your job here is to drive awareness and curiosity. Use storytelling, pain-point questions, or lead magnets to spark interest.

If someone lands on your Instagram, YouTube, blog, or newsletter – they should immediately know what you do and how you help. This is your traffic engine. But don’t waste hours guessing what to post. Use your MOFU content as the source, and turn that into TOFU material. One long video = a week of social content.

Daniel Priestley does this well. Their top of funnel is electric: viral campaigns, UGC, influencers, and seasonal offers. They funnel traffic to the app or website, where the journey continues with loyalty programs, customization options, and one-click ordering. Wellness brands can do the same. You may not have a drive-thru, but you have something even better: testimonials & transformations.

Tie It All Together

Here’s the visual:

TOFU: Cold email | Lead magnets | Paid ads | Social content
MOFU: Blogs | Workshops | Sales messages | Lead nurturing
BOFU: Contact page | Call booking widget | Squeeze page
CONVERT: You. Live. On Zoom. Payment link READY.

When your sales funnel is aligned this way, it saves you from burnout, increases your client quality, and gives you data you can scale. Most importantly – it puts you back in control. No more scattered efforts. No more leaky sales funnels.

Start with the end. Build trust in the middle. Drive awareness at the top. That’s how you scale faster in California’s service-based game.

This isn’t theory. It’s what’s working now.