While community banks focus on small local businesses, the largest bank in the country has found success targeting slightly larger clients with a concentration on real estate loans and export finance. Bank of America Corp., headquartered in Charlotte, N.C., has loaned more than $5 billion to new and existing commercial clients in the greater Los Angeles area, including the greater Valley, in the first eight months of the year, That’s a 20 percent increase from the same period a year earlier, enough work to hire seven more commercial bankers this year in the L.A. market. Raul Anaya, president for the L.A. region at Bank of America, said that low interest rates have caused many businesses that historically leased office and industrial space to buy real estate. Anaya said one strength of the Los Angeles market comes from the diversity of its client base – a mix of manufacturing, wholesale distribution, apparel, family-owned businesses and serial entrepreneurs in the technology space. “The credit quality is strong and the bank is looking to get capital out to as many people as we can,” he said. “In the market today we are seeing all banks being competitive with their loan structures.” Dennis Santiago, a Torrance-based director of bank analysis firm Total Bank Solutions, said the mega bank has pushed business lending in its marketing and advertising during the past year. “You don’t see similar ads from some of the other large national banks,” he said. “It is taking a different strategy than their competitors.” One advantage the bank has is its national and international footprint. Part of its strategy is advising on growth options, including overseas. The bank has a team of experts available to assist with legal and tax issues. “With an international platform, we introduce the customers to bankers from overseas whether in Hong Kong, Taiwan or European countries,” Anaya said. – Mark R. Madler