How to Sell Your Property in Japan (Step-by-Step)

Introduction: Why Selling Property in Japan Requires a Clear Strategy

Selling real estate in Japan is not simple—even for native Japanese speakers.
For foreign owners or investors, the process can feel especially complex due to the unique legal framework, strict documentation, tax regulations, cultural expectations, and market behavior that are quite different from other countries.

However, selling successfully in Japan is absolutely possible with the proper roadmap.

This guide explains every step in detail—from preparing your property, choosing an agent, listing strategies, pricing, negotiation, documentation, taxes, settlement, and after-sale responsibilities.

PART 1 — Understanding the Market & Preparing to Sell

1. Understanding the Japanese Real Estate Market

Before you start selling, you must understand how the Japanese market works. Japan has several distinct characteristics:

1.1 Depreciation Culture

Japan is known for rapid building depreciation.
Buyers often value land > building, especially for older properties.

• New buildings have the highest value.
• Buildings older than 20–30 years may have little assessed value.
• Condominiums maintain value longer if well-managed.

1.2 Seasonality

The Japanese market has clear “high-demand” seasons:

Top Selling Seasons (日本の不動産が売れやすい時期):

• 1–3月（転勤シーズン）
• 9–10月（引越し再スタート）

1.3 Typical Buyers

Most buyers fall into these categories:

• First-time homebuyers
• Family upgraders
• Investors
• Companies (for relocation)

Understanding who your buyer is helps shape your listing strategy.

2. Decide Whether to Sell with an Agent or Independently

In Japan, almost all sellers choose to list with a licensed real estate agent.

2.1 Using a Real Estate Agent (Highly Recommended)

Benefits of hiring an agent:

• Access to the REINS national listing system
• Accurate pricing based on comparable sales
• Handling of legal documents
• Arranging viewings
• Negotiation support
• Managing buyers
• Ensuring proper settlement

Japanese-language agents dominate the market, but many English-speaking options exist.

英語対応できる不動産会社リスト（日本語）

• ケンコーポレーション
• プラザホームズ
• ハウジングジャパン
• トウキョウリアルティ
• バイエルン不動産（投資家向け）
• スターツ（英語窓口あり）

If you prefer an English-speaking agent, choose carefully.

3. Determine the Correct Selling Method

Japan offers several ways to sell property, depending on your financial goals and timeline.

3.1 Traditional Listing (Most Common)

List publicly via an agent on major portals.

3.2 Private Sale

Your agent quietly approaches selected buyers.
Useful for:

• Celebrity owners
• Owners who prefer privacy
• Tenanted properties

3.3 Direct Sale to Investors

Fast but lower price.

向いている人（日本語リスト）:

• 早く現金化したい
• 空室問題で困っている
• 老朽化で修繕が必要
• 相続で早く処分したい

3.4 Auction-Style Sale (入札方式)

Good for rare land or high-demand areas.

4. Calculate the Market Price Accurately

Overpricing is the #1 reason properties fail to sell in Japan.

4.1 How Price Is Usually Determined

Agents typically use:

• Similar recent sales (比較対象取引)
• Current competing listings (競合物件)
• Land valuation (路線価, 固定資産税評価額)
• Age & structure depreciation (残存価値)
• Building management quality (for condos)

4.2 Free Valuation Services

Most agents offer a free price assessment.

売却価格を決める要素（日本語リスト）

• 立地（駅距離・人気エリア）
• 建物の築年数
• マンション管理状態
• 土地の形状・間口
• 周辺の成約事例
• リフォームの必要性
• 市況（円安/金利/投資家需要）

5. Prepare the Property Before Listing

A well-prepared property sells faster and at a higher price.

5.1 Cleaning & Repairs

Fresh paint, basic repairs, and deep cleaning make a large difference.

5.2 Staging the Interior

Japanese buyers prefer:

• Minimal decoration
• Bright spaces
• Clean kitchens
• No clutter

5.3 Photography

High-quality photos are essential.

魅力的な写真に必要なポイント（日本語リスト）

• 広角レンズ
• 日中の自然光
• 片づけた室内
• 水回りの清潔感
• バルコニー・眺望
• 建物の外観

6. Required Documents (Before You Can List the Property)

Japan requires specific documentation before listing can begin.

Required Documents (日本語リスト)

• 登記簿謄本
• 固定資産税納税通知書
• 間取り図
• 建築確認済証
• 検査済証
• 管理規約（マンション）
• 長期修繕計画（マンション）
• 管理費・修繕積立金の明細
• 購入時の売買契約書

If you are overseas, you may need:

• Power of Attorney (委任状)
• Passport copy
• Address confirmation

7. Sign the Brokerage Agreement (媒介契約)

Before your agent can legally market your property, you must sign a brokerage agreement.

7.1 Types of Brokerage Agreements in Japan

1. 専属専任媒介 (Exclusive – 1 agent only; strict reporting)
2. 専任媒介 (Semi-exclusive)
3. 一般媒介 (Non-exclusive; multiple agents)

7.2 Recommended for Foreign Sellers

Usually: 専任媒介

Reason:

• Agent works harder → only one agent involved
• Required weekly progress reports
• Fastest and smoothest process

8. Listing Your Property Online

Agents will list your home on:

• REINS (mandatory)
• SUUMO
• HOME’S
• athome
• RealEstateJapan (for foreigners)
• Company websites

掲載時に必要な情報リスト（日本語）

• 価格
• 所在地
• 築年数
• 専有面積 / 土地面積
• 管理費 / 修繕積立金
• 間取り
• リフォーム履歴
• 眺望・日当たり
• 周辺環境

9. Handling Inquiries and Scheduling Viewings

Your agent will:

• Respond to buyer questions
• Organize viewing schedules
• Coordinate tenant schedules (if tenanted)
• Pre-screen buyers
• Provide feedback after each viewing

内見でよく聞かれる質問（日本語リスト）

• 管理費はいくら？
• 修繕積立金の残高は？
• 近隣トラブルは？
• 騒音は？
• リフォーム歴？
• ペット可？
• バルコニー方角は？

10. Negotiation Process

Once a buyer submits an offer, the agent will present:

• Price
• Requested conditions
• Preferred move-in date
• Renovation plans (if relevant)
• Buyer background (法人 or 個人)

10.1 How Negotiations Usually Work in Japan

Japan prefers:

• Polite, indirect communication
• Small price adjustments
• Professional negotiation through agents

11. The Offer Stage and Letter of Intent (買付証明書)

Once a buyer is serious, they submit a Letter of Intent (買付証明書).
This is not legally binding, but it signals commitment.

What the LOI typically includes:

• Offered purchase price
• Desired contract date
• Desired handover date
• Whether the buyer will use a mortgage
• Other conditions (renovation, repairs, etc.)

買付証明書に記載される項目（日本語リスト）

• 買主名
• 申込金額
• 手付金額
• 契約日
• 引渡し希望日
• ローン利用の有無
• その他条件

If two or more buyers submit an LOI, your agent will help prioritize based on overall reliability—not only the price.

12. Important Explanation (重要事項説明 or “Jūten”)

Before signing the purchase agreement, buyers must receive a mandatory Important Matters Explanation.

This is conducted by a licensed real estate transaction specialist (宅地建物取引士), who reviews:

• Property legal status
• Land rights
• Zoning
• Management rules (for condos)
• Repair history
• Building restrictions
• Earthquake resistance
• Taxes and fees
• Known problems or defects

This disclosure protects both sides and reduces risk of future disputes.

重要事項説明で説明される内容（日本語リスト）

• 権利関係（所有権）
• 法令上の制限
• 管理組合情報
• 修繕履歴
• インフラ状況
• 契約解除条項
• 手付金の扱い
• 瑕疵担保責任期間

13. Signing the Sales Contract (売買契約)

The sales contract formalizes the transaction.
Once signed, the deal is generally binding.

What happens at contract signing:

• Seller & buyer meet (in person or via representative)
• Agent reviews the full contract
• Buyer pays the deposit (手付金)
• Cancellation rules are explained
• Final handover date is agreed

Typical deposit amount:

5% – 10% of the purchase price

売買契約書に含まれる内容（日本語リスト）

• 売買代金
• 手付金
• 引渡日
• 付帯設備表
• 物件状況報告書
• 瑕疵担保（契約不適合）責任
• 公租公課の精算
• 契約解除の条件

14. After Contract Signing — Between Contract & Settlement

This period usually lasts 1–2 months.

Things that occur during this time:

14.1 Buyer Mortgage Screening

If the buyer uses a loan, the bank performs strict checks:

• Income
• Employment
• Credit history
• Property valuation

14.2 Property Management Confirmation (For Condos)

The management association provides:

• 管理費 / 修繕積立金 balance
• Outstanding repairs
• Rules on renovation

14.3 Document Preparation

You must prepare your final documents before settlement:

決済前に売主が用意すべき書類（日本語リスト）

• 印鑑証明書
• 住民票または住所証明
• 登記識別情報
• 固定資産税納税証明書
• 鍵（スペア含む）
• 通帳コピー（入金口座）

Non-residents can do this via a proxy (代理人) using Power of Attorney.

15. Settlement Day (決済) — The Final Step

Settlement usually takes place at the buyer’s bank.
All parties attend:

• Buyer
• Seller (or representative)
• Buyer’s bank officer
• Judicial scrivener (司法書士)
• Both real estate agents

What happens:

1. Judicial scrivener confirms all documents
2. Buyer’s bank releases funds
3. Seller receives money
4. Ownership is transferred
5. Keys are handed over

Only after the judicial scrivener confirms the transfer, the deal is considered complete.

決済当日の流れ（日本語リスト）

• 書類確認
• 残代金の振込
• 固定資産税の精算
• 管理費の精算（マンション）
• 鍵の引渡し
• 領収書の発行

16. Taxes You Must Pay When Selling Property in Japan

This is one of the most important sections—especially for foreign owners.

16.1 Capital Gains Tax (譲渡所得税)

Tax is calculated on your profit:

Profit = Sale Price – Purchase Price – Fees – Depreciation

Tax Rates:

Depends on how long you owned the property:

• Short-term (5 years or less): 約39%
• Long-term (5 years or more): 約20%

譲渡所得税の対象項目（日本語リスト）

• 売却益（利益）
• 仲介手数料
• 印紙税
• 減価償却費
• 登記費用
• 売却諸費用

16.2 Resident Tax (住民税)

Foreign non-residents may still owe resident tax on the sale, depending on timing.

16.3 Stamp Duty (印紙税)

Applied on the sales contract.
Ranges from ¥10,000—¥60,000.

16.4 Withholding Tax for Non-Residents (非居住者源泉税)

This is crucial.

If the seller is a non-resident,
the buyer must withhold 10.21% of the sale price and pay it to the Japanese tax office.

You can later claim a refund if you overpaid.

非居住者が注意すべきポイント（日本語リスト）

• 必ず源泉徴収される
• 申告して還付可能
• 物件評価より税額が高い場合もある
• 司法書士が確認する

17. Bank Transfers & Repatriating Funds Overseas

After receiving the sale proceeds, foreign sellers often send money abroad.

Required items typically include:

• Passport
• MyNumber (if resident)
• Invoice or sale documentation
• Confirmation of property sale
• Receiving bank information

Banks follow strict anti-money-laundering rules, so documents must match exactly.

18. Real Estate Agent Fees (仲介手数料)

This is regulated by Japanese law.

Maximum allowed:

3% of sale price + ¥60,000 + tax

仲介手数料に含まれる業務（日本語リスト）

• 市場分析
• 広告掲載
• 内見対応
• 契約書作成
• 交渉
• 決済立会い

19. Common Troubles & How to Avoid Them

19.1 Buyer Loan Rejection

→ Include a mortgage clause allowing contract cancellation.

19.2 Hidden Defects Claim

→ Provide accurate property condition reports.

19.3 Delayed Documentation

→ Prepare paperwork early, especially as a non-resident.

19.4 Tenant Issues

Properties with tenants require proper notice and compliance.

よくあるトラブル（日本語リスト）

• ローン否決
• 瑕疵の指摘
• 引渡し遅延
• 契約不適合
• 管理組合トラブル
• 入金遅延

20. Post-Sale Responsibilities

Many sellers believe the process ends at settlement—but not quite.

What remains:

• Filing taxes
• Reporting sale proceeds for overseas assets
• Cancelling utilities
• Informing management company
• Keeping records for 5+ years

売却後に必要な手続き（日本語リスト）

• 譲渡所得税申告
• 管理組合への連絡
• 固定資産税の精算確認
• 銀行への海外送金手続き
• 契約書保管

21. Final Strategy Summary for a Successful Sale

If you follow the steps in this guide, you can sell efficiently, safely, and at the highest price possible.

Best Practices（日本語リスト）

• 適正価格で販売開始
• 英語対応できる担当者を選ぶ
• 書類を早めに準備
• 建物の状態を正確に開示
• 非居住者は代理人を用意
• 税金ルールを理解
• オンライン広告を最大化

Conclusion

Selling property in Japan requires:

• Clear planning
• Accurate pricing
• Professional support
• Proper documentation
• Awareness of tax obligations
• Smooth communication