Knowing John Smith means understanding if John processes information visually, (by seeing) aurally (by hearing,) or kinesthetically (by feeling). Your presentation then must encompass all phases of how John processes information since it may be hard to know.
If John says, “I see what you mean" instead of "I hear what you mean", you can bet his dominant process means is visual.
If John says, “I can feel that,” focus on presenting kinesthetically.
Just make sure to include pictures that create emotion and use words that fit John’s style based on your great listening skills. (Why not have monthly in-agency listening training?)