When you're pricing resort property, you naturally use local comps to set a price. Often, however, the buyers are comparing various locations - in Florida, it may be Tampa/St Pete or Orlando or Naples or Ft Lauderdale or Miami or Key West. Each has their own charms and advantages, as well as disadvantages. In the end the choice is lifestyle, not a particular house or condo. For many buyers, it may even be Florida vs Arizona vs California vs the Bahamas vs Mexico vs Costa Rica. You certainly sell your area as well as your property, but you can't change the lifestyle differences.
Since you can't keep the buyers in your area, develop a network of agents you like and respect in the other areas, so that you can share client prospects and get a little piece of the pie, as well as the client's appreciation that you're still taking care of them.
Last hint - don't talk to them about "referring" them to another agent, talk about "introducing" them to a colleague who will take wonderful care of them.
