Second homes: Try before you buy

— -- "Try Before You Buy!" is a marketing technique more associated with infomercials than luxury real estate. But in this economic climate, developers of high-end residential communities are getting creative with "test drives" that give prospective buyers a taste of the lifestyle.

"Buying a second home is a big decision, especially in this economic downturn," says St. John Fisher College professor Kyle F. Reinson, a real estate specialist and consultant for residential developers. "Many buyers want to consider quality-of-life issues and even driving distances in addition to cost."

Such test drives allow people to stay in a comparable home, play golf and use dining facilities, the spa and other amenities — usually for a reduced fee. It also usually means a mandatory real estate tour.

Many developments let serious shoppers play a round of golf or eat dinner in the past, but test drives are now presented as formalized multi-night vacation packages. Even some of the USA's most prestigious private golf communities, such as Colleton River, S.C., and Hualalai, Hawaii, are participating.

Besides giving prospective buyers firsthand knowledge, test drives can actually get buyers the best price, Reinson says, because salespeople do not want to lose interested customers. Even residence clubs, alternatives to traditional second-home ownership that sell shares in multiple vacation homes, are using the concept.

At Encanterra in Queen Creek, Ariz., a "Taste of Trilogy" four-day all-inclusive package costs $299 per couple during the week. Twenty percent to 25% of such visits result in sales, says Shauna Farmer, director of marketing for Shea Homes at Encanterra.

"People are being very cautious before they make any financial commitments," says Jeff Teich, Encanterra's general manager. "We thought this would be a great way to let them experience the club just as a true member would."

Some places that offer community "test drives"

• Colleton River in Blufton, S.C: Two nights in residential cottage, golf, lunch, pool, tennis and fitness facility. $310 per couple June-September, $625 October-May (colletonriverclub.com).