A company’s image starts when you walk into its building.

And when it comes to selling office space to top executives, “they have a vision of what they think their company is,” says a Calgary real estate agent who specializes in representing office tenants.

“Typically, the tenant will have an instinctive reaction as to whether they can see their organization in that sort of building,” says Donna Banks of Royal LePage Commercial.

Photo by Mark Vitaris
Donna Banks was named agent of the year by Calgary's BOMA.

Banks was recently named agent of the year by the Calgary branch of the Building Owners and Managers Association (BOMA). “I’m absolutely thrilled and flattered with this. It says a lot,” she says.

Banks has 20 years in the industry with Royal LePage, all in downtown leasing (except for clients which have an additional suburban requirements). She also lists some sublease space for clients that have downsized, but doesn’t represent landlords.

Real estate leasing for new clients starts with understanding how the client does business. Factors include whether employees interact regularly with the public, as well as their parking and transit needs.

Also crucial is whether a firm has customers regularly visiting its offices. And companies with clients in the oilpatch should be downtown, she says.

The client’s business style narrows the list of eligible spaces. And that’s the time to take an executive on a tour of possible buildings. “I provide information, advice and strategy to get the best product for them,” says Banks.

After she negotiates the lease, Banks continues to keep clients up to date on the market and what’s available for companies in their sector.

Real estate has changed a lot over two decades, she says. It used to be a reactive business, in which agents tried to find space and tenants to fill it. Today, top agents put a lot more thought and consultation into the process to address clients’ needs.

“It’s far less reactive and much more strategic,” says Banks.

Other BOMA Calgary award winners this year include:

* Operations team of the year: Nexen Tower;

* Operations manager or chief engineer of the year: Chris Anderson, GWL Realty Advisors Inc.;

* Building operator of the year: Jeff McCulloch, Oxford Properties Group; * Property management team of the year: 5th & 5th Building;

* Service excellence: SMS Modern Building Cleaning Services, Bankers Hall team;

* Malcolm Bryce Award: Mike Teslak, vice-president of technical services for O & Y Enterprise Real Estate Services Ltd.;

* Suburban building of the year: Airport Corporate Centre;

* Modernized building of the year: TransAlta Place;

* Historical building of the year: McDougall Centre;

* Government or institutional building of the year: TELUS Convention Centre Expansion;

* Building of the year, 100,000 to 500,000 sq. ft.: Agrium Place;

* Innovation award: Information and Communica-tion Technology Building, University of Calgary. The project team was the U of C, DMC Resources Ltd., Earth Tech (Canada) Inc., Ellis-Don Construction Services, HOK Canada and Stantec Consulting Ltd.

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The summer cottage is becoming a popular piece of real estate, according to a report by ReMax.

The 2002 recreational property report found prices up in most of 40 markets across the country.

Demand is ahead of supply in most places and prices are expected to keep climbing.

The lowest mortgage rates in decades have stimulated sales of summer cottages, winter ski chalets, resort condos and country homes. ReMax said buyers who have had business success or inherited wealth have moved their money into an investment that gives personal pleasure and is likely to appreciate in value.

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Nu-Fab Building Systems Ltd. has acquired Western Canada Steel Buildings Ltd.

WCSB is an eight-year-old private Calgary company that manufactures, supplies and installs a wide range of pre-engineered metal buildings.

Nu-Fab is a privately held company that manufactures structural insulated panels faced with metal, glass fibre and other materials.

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A drywall shortage reported in Ontario hasn’t affected Calgary.

A release from Toronto said drywall shortages partly due to aftershocks of the Sept. 11 terrorist attacks could delay home construction in that area.

But there is no shortage in Calgary, says Ken Burley, sales representative for BPB Westroc Inc., a manufacturer of drywall.

“Our warehouse is full,” he reports.