Most agency content calendars are built on vibes. A holiday post here, a service spotlight there, a blog article when someone has time. The result is a content library that generates traffic from people at every stage of the funnel and converts none of them consistently, because the content was not built with a specific conversion goal at each stage.

To learn more about the full client workflow behind this, visit How to Read a Geogrid and Build a Local SEO Action Plan. Run a Keyword Content Sprint for a Local SEO Client and Build a Membership WordPress Site That Retains Members cover adjacent steps in detail.

The BoFu/MoFu/ToFu framework is a content calendar architecture. Once you know what percentage of content should serve each funnel stage for a given client, every article has a purpose, a position, and a measurable contribution to the conversion pipeline.

This article covers how to determine the right split for a local SEO client, how to map a 90-day calendar using that split, and how F! Insights generates the article titles for each stage through the Writing Campaign tab.

What the Split Actually Determines

The funnel split determines what percentage of your total content output targets readers at each stage of the buying decision. It is not a creative choice. It is a conversion strategy.

For a local SEO agency pushing a single plugin or tool, a BoFu-heavy split makes the most sense after the first 30 to 40 articles have established topical authority. Traffic that converts is more valuable than traffic that reads and leaves.

Finding the Right Split for Each Client

The right split depends on two variables: the client’s current content library and their primary conversion bottleneck.

• If the client has fewer than 20 published articles, start with a 40/30/30 split. Building topical authority first makes every subsequent article more effective.
• If the client has 20 to 50 articles but most are ToFu, shift to 60/20/20 to build conversion content on the authority foundation already in place.
• If the client has a healthy library and consistent traffic but poor conversion rate, go 70/15/15. More BoFu content gives the traffic already arriving somewhere to land that pushes toward a decision.

Run a free GBP scan on the business to understand the competitive gap context. A client in a market with weaker competitor content can afford a higher BoFu ratio earlier. A client in a highly competitive market needs more ToFu authority content before BoFu articles will rank.

Mapping a 90-Day Calendar

1. Choose your sprint keyword or keywords. One primary service per sprint.
2. Apply the funnel split to the total article count. At 60/20/20 across 15 articles: 9 BoFu, 3 MoFu, 3 ToFu.
3. Schedule ToFu articles in weeks 1 and 2. They build authority and establish context for everything that follows.
4. Schedule MoFu articles in weeks 3 and 4. They bridge the awareness content to the decision content.
5. Schedule BoFu articles across weeks 3 through 12, spaced 3 days apart. They should appear consistently throughout the calendar, not all at the end.
6. Add internal links during publication. Every BoFu article links to at least one MoFu and one ToFu article. Every ToFu article links forward to at least one MoFu or BoFu article.

Internal Linking Across Funnel Stages

Internal linking across funnel stages is what turns a content library into a conversion machine. A reader who arrives on a ToFu article and finds a relevant internal link to a MoFu article, and then from there to a BoFu article, moves down the funnel in one session. A reader who arrives on a ToFu article with no internal links reads it and leaves.

The linking rule: every article should link to one article above it in the funnel (closer to conversion) and one article at the same level (building topical authority). Never link down the funnel from BoFu back to ToFu as your primary link. That sends buyers back toward awareness when they are ready to act.

How F! Insights Automates the Calendar

F! Insights generates the full title set for a content calendar in the Writing Campaign tab. You enter the focus keyword, set the funnel split ratio, and Claude generates a title for every position in the calendar, split correctly across BoFu, MoFu, and ToFu stages. The titles are generated with the differentiator context if you provide one, so BoFu titles in particular reference the client’s specific capability rather than a generic angle.

For the sprint methodology that fills the calendar quickly, see How to Run a Keyword Content Sprint for a Local SEO Client.

Related reading: The BoFu/MoFu/ToFu split maps directly to building a 4-week GBP post queue. For how to write the posts that fill each funnel stage, see writing GBP posts that move the map pack needle. ToFu content from the calendar often feeds directly into publishing a local market report as an agency.

Frequently Asked Questions

Should the funnel split change over time for the same client?

Yes. Start with a higher ToFu and MoFu ratio when the site is new. Shift toward BoFu-heavy as domain authority builds and traffic increases. Review the split every 90 days based on which articles are driving the most conversions versus the most traffic.

How do I know if a planned article is really BoFu or just feels like it?

The test: would a reader who is about to make a hiring decision specifically search for this article? If yes, it is BoFu. “How much does HVAC repair cost in Columbus” is BoFu. “Why HVAC systems are more efficient than they were 20 years ago” is ToFu regardless of how much it mentions the service. Intent is the classifier, not the content’s promotional tone.

How many pieces of content should be in each funnel stage per month?

For a local SEO client running three to four GBP posts per week, a reasonable split is two BoFu posts, one MoFu post, and one ToFu post per week. BoFu-heavy calendars perform better for businesses with a short sales cycle and high-intent search volume. ToFu-heavy calendars perform better for businesses building a local audience over time. Most local service businesses benefit from the BoFu-heavy approach.

What makes a GBP post BoFu versus MoFu?

A BoFu GBP post has a specific call to action – call now, book today, get a quote – and references a current availability or offer. A MoFu post educates: it answers a common question, explains a process, or addresses a concern without a hard sell. A ToFu post builds awareness through seasonal content, team spotlights, or behind-the-scenes photos. A calendar with only BoFu posts loses engagement velocity over time.

How does the BoFu/MoFu/ToFu calendar connect to ranking in the Map Pack?

Post frequency and consistency are engagement signals that Google uses to assess profile activity. A calendar that maintains consistent posting across all three funnel stages sends stronger activity signals than a sporadic calendar of promotional-only posts. Beyond ranking, the mixed-content approach produces a profile that looks actively managed to any potential customer who scrolls through the post history.