This is often the case in smaller communities with a highly unusual situation or property. This can be refuted by demonstrating your ability to grasp the significant factors in the particular situation or property - even if you are local. Your professional image as an expert in the field is reflected by your ability and willingness to identify and use resources to complete an assignment. Of course, the assignment should be within your comfort level. If it's on the edge or beyond, you can enhance your reputation by acknowledging your limitations and assisting the client in obtaining the needed expertise.
Many professionals are willing to pay referral fees for assignments.
An alternative would be to refer the business and assist the other professional or bring in a specialist to assist you. In other words, getting paid while learning. I have been on both sides of the equation. Depending on your particular community and legal environment, there may be other myths or roadblocks that are getting in your way. Your goal is to understand and overcome them.