How To Sell a Property in Japan

Welcome to our simplified step-by-step guide on how to sell a property in Japan. If you’re looking for a clear overview of the selling process, you’ve come to the right place. If you have any questions or need further assistance, our team of multilingual agents is always available to help.

The Selling Process

1. Inquiry / Consultation – The process of selling a property in Japan begins with an inquiry from the owner. This can be made through a real estate agent or directly. At this stage we discuss your goals, your timing, and the current state of the market so we can plan the sale around your needs.
   
2. Valuation & Listing Price Proposal (査定) – Once an inquiry is received, we conduct due diligence on the property to determine its value and identify any potential issues that may affect the sale. Based on this assessment, including our proprietary pricing data for central Tokyo and recent comparable sales, we propose a recommended listing price for the property.
   
3. Brokerage Agreement (媒介契約) – If you agree with the proposed price, you then sign a brokerage agreement with us. This agreement sets out the terms and conditions of the sale and the commission payable on completion. In Japan there are three types of brokerage agreement, and the one you choose affects how the property is marketed and reported on:
   • General (一般媒介契約) – You can list the property with more than one agency at the same time, and you may also find a buyer yourself. There is no obligation to register the property on REINS (the national listing network) and no fixed reporting schedule.
   • Exclusive (専任媒介契約) – You appoint a single agency, though you may still introduce your own buyer. The agency must register the property on REINS and report progress to you regularly.
   • Exclusive Right to Sell (専属専任媒介契約) – You appoint a single agency to handle the sale entirely, with more frequent REINS registration and reporting. This option typically gives the agency the strongest incentive to market the property actively.
     We’re happy to talk through which arrangement best suits your situation.
     
4. Marketing & Reporting – How the property is marketed is ultimately at your discretion as the owner. For the highest possible exposure, we use all available channels, online listing portals, our own database and network, viewings, and advertising through traditional and social media. In other cases, particularly for exclusive properties, owners prefer a more discreet approach, and the property is offered only through our private network. Whichever route you choose, we provide regular updates on the status of the sale and any offers received throughout the process.
   
5. Offer / Purchase Application (買付証明書) – Once a buyer is found, they submit a purchase application indicating their intent to buy and the price they are offering. If the buyer needs financing, they will usually apply for a mortgage loan and obtain pre-approval from a bank at this stage.
   
6. Price Negotiation – The price and terms are then negotiated between you and the buyer. We handle this negotiation on your behalf to reach an agreement that works for you.
   
7. Explanation of Important Matters & Purchase Contract (重要事項説明・売買契約) – A licensed agent explains the Important Matters document (重要事項説明書) to the buyer. Once the terms are agreed, both parties sign the Purchase and Sale Agreement and the buyer pays a deposit, typically around 10% of the purchase price.
   
8. Settlement & Handover (決済・引渡し) – The buyer’s financing is formally approved, the balance of the purchase price and any closing costs are paid, and title is transferred and registered (登記). You then hand over the keys, and the transaction is complete.

Selling as a Non-Resident or Foreign Owner

Housing Japan agents are experienced in guiding both resident and non-resident foreign owners through the process of selling a property in Japan. This includes providing an accurate valuation grounded in local market data, guidance on the relevant laws and taxes, and assistance with the legal and financial aspects of the sale.

We navigate the specific laws and procedures on your behalf and provide guidance on the considerations that matter most to overseas owners. It is also important to be aware of any cultural differences and to provide clear, accurate translations of any legal documents. Overall, our aim is to act as a reliable partner who manages the sale from listing through to settlement, so you can sell your Tokyo property with confidence wherever you are based.

What Next?

At Housing Japan, we specialize in buying, selling, and managing residential luxury real estate in central Tokyo. As a licensed real estate brokerage with over 25 years of experience in the Tokyo market, we bring established local expertise to every sale. If you’re considering selling, the best place to start is a free property appraisal, you can also view our recent sales to see comparable results.

Reach out to us today to discuss your property or arrange a valuation. Our dedicated agents are ready to provide expert advice tailored to your goals.

Carry On Reading

• Ultimate Guide to Selling a Home — a more detailed walkthrough of the full selling process.
• Fees and Taxes of Selling Your Home in Japan — what to expect on closing costs, commission, and capital gains.
• Choosing the Right Real Estate Agent For You — how to select an agent and decide on the right brokerage agreement.
• Guide to Renting Out Your Tokyo Property — for owners weighing whether to sell or let the property.
• Hands Free Property Management Service — full-service management if you decide to hold and rent instead.
• Japanese Real Estate Investment Guide — useful if you’re selling an investment property and considering reinvesting.
• A History of Tokyo Houses and Real-Estate Prices — market context to inform your valuation.