Two advertisements for golf communities fell out of my copy of USA Today yesterday morning.  The more effective of the two was for Brights Creek, a sprawling 5,000-acre community not far from Lake Lure in Western North Carolina.  The cover features the street addresses in Brights Creek of two neatly attired but unnamed Joes.  One is a retired publisher and scratch golfer

Each $800,000 unit comes with a "one of a kind Arnold Palmer memorabilia."

who "patiently gives pointers (when asked)."  The other collects first editions, is a 25 handicap and his "short game's getting better."  Both, of course, are smiling contentedly.  The reverse side of the sheet describes the amenities at Brights Creek, including the Tom Fazio golf course.  Homesites, the ad says, start at $175,000 and custom homes at $900,000, which seems a little high for the average USA Today reader, me included.
    The other ad was for The Villas at Palmer Place in the community of Seven Falls, located about 30 minutes from Asheville, NC and between Brevard and Hendersonville, both nice towns.  The ad features the most pretentious approach I can recall in decades of looking at golf community advertising, a "genre" known for calling most everything "paradise" and making some amazingly grandiose claims. 
    "Remember when you got me?" the text starts beside a photo of the young Arnold Palmer that is inscribed from Arnie to someone named Bill.  Presumably that's Arnold or the autograph talking to a formerly young fan who, the ad implies, should now consider buying an $800,000 town home in The Villas because the place has Arnie's name on it.  The ad changes voice, recounts how Arnie signed an autograph for a scared youth in 1964 at Augusta, and wonders, "Who would've thought that one day you'd have the chance to own a golf villa next door to the first Arnold Palmer Premier Course?"  There must be, what, two or three of USA Today's millions of readers thinking just that? 

    The ad ends with "Funny how life comes full circle.  Funny how there's a wall there [the ad doesn't say where "there" is, but presumably it means inside your new villa] where I'd look really good." 
    Funny how desperately stupid this ad is.  I don't own an Arnold Palmer signed photo, and neither does the vast majority of those who had the ad sheet drop into their lap.  However, in case your mother threw out the Arnie photo with your baseball cards, The Villas has an answer.  Each fully furnished, professionally decorated unit comes with a "one of a kind Arnold Palmer memorabilia."  Perhaps one of them is a photo of Arnie signing an autograph for a young fan at the  Masters in 1964?

    Desperate times call for desperate actions.
 

    One of the ironies of the current housing market is that some big golf communities are in a selling competition with their own customers.  The hundreds of home sites on the market in some communities are a mix of developer lots - those that have never sold - and resale lots being offered by private owners, folks who originally bought with an idea to build or perhaps just for investment purposes.  Some real estate agents and the sellers they
If you work with the on-site real estate office, insist on seeing re-sales as well as new dirt.

represent complain that on-site real estate offices don't tell potential buyers about the re-sales.  That is understandable, though deceptive:  Often times the owner lots, known as "old dirt," are cheaper and better situated than the developer lots, called "new dirt."  Also, it is logical to assume that as each phase of a development opens up, the best-positioned lots sell first.  That means the developer may be stuck with the less desirable lots; in a market like this one, with a large inventory of resale properties, it becomes an even greater challenge for the developer to unload those less desirable lots at the pre-established prices.
    Developers don't have the same price flexibility that private owners have.  The private owner can go so far as to sell the lot for less than he paid, just to get out from under the payments.  But if the developer does that, he instantly depreciates the value of all the nearby lots.  That raises the ire of those owners the developer wants to build houses -- to justify (and help pay the costs of) the community's amenities.  This is why some of the big national developers would rather add $30,000 worth of incentives to a deal, for example, than to drop their prices by $20,000.
    If you are considering the purchase of a lot in a partially developed community, you have two courses of action.  First, if you work with the on-site real estate office, insist on seeing re-sales as well as new dirt.  If you don't like the reaction you get or have reason to suspect you are not seeing everything in your price range, then find a real estate agent off property, one who will be happy to show you any piece of property in the MLS, or multiple listing service.  I know many of these qualified agents and will be happy to give you the name of one in your area of interest.
    Since some developers won't let offsite agents sell the new dirt, you may need to work with both the onsite and offsite agents.  It's a pain, but so is paying more for a lot than you should.