5 Key Points for Successfully Selling Real Estate in Japan

Dos and Don’ts for Sellers During Property Viewings

In this article, I will discuss what sellers should avoid and what they should do during property viewings. It is important to note that this discussion assumes the scenario where the seller is living in their home while trying to sell it. This means that potential buyers, along with real estate agents, visit the seller’s home to consider purchasing the property.

Drawing from my extensive experience in the real estate industry, I will provide you with honest advice.

Not Pitching the Property Directly from Seller to Buyer

Avoid being that seller who aggressively pitches to buyers during property viewings. As a seller, it’s natural to feel passionate about your property and have the urge to highlight its wonderful features, thinking there’s no other property quite like it. However, this approach can give the impression to buyers that you’re desperate or struggling to sell.

Japanese buyers tend to be shy and introverted, so being overly pushy as a seller can backfire.

Remember, it is the buyer, not the seller, who ultimately decides if a property is good or not.

If the buyer shows interest in the property, rest assured that the real estate agent will guide them towards making a purchasing decision after the viewing. So, trust in the agent’s sales skills and leave it to them.

Not Pressuring Potential Buyers to Stay after Property Viewings

It is common for sellers to offer tea or snacks and engage in lengthy conversations when potential buyers are about to leave after a property viewing. Let’s stop doing that.

In Japan, when searching for properties, buyers typically visit multiple properties in a day. The buyer is not exclusively coming to see your property on that day. They have scheduled a viewing appointment with the next property seller. By trying to keep them longer, you make the buyer late for their appointment with the next seller, creating a negative impression. So let’s refrain from doing it.

Creating a Positive Impression on Potential Buyers

For buyers, sellers become their transaction counterparts. It is natural for buyers to want to purchase a property from a seller who leaves a positive impression. No buyer wants to buy from a seller who comes across as unpleasant.

Let’s greet with a smile and portray ourselves as friendly individuals.

Moreover, excessive talking is discouraged. Let’s approach the situation with the mindset of “Please feel free to look around.”

Be Prepared for Potential Buyer Questions in Advance”

Potential buyers prefer to hear certain information directly from the seller rather than from the real estate agent. These commonly asked questions include:

• How many viewers have visited the property?
• Why are you selling the property?
• What is the condition of the neighboring residents?
• What amenities are available nearby, such as supermarkets and hospitals?
• How is the reputation of the local elementary and middle schools?

Let’s address these questions appropriately.

Regarding the first question about the number of viewers, buyers are often curious about the competition and whether others are interested in the property. When asked this question, it’s likely that the buyer is genuinely interested. In response, sellers should say something like, “Thanks to the property’s appeal, we’ve had a significant number of visitors.” Buyers generally prefer properties that attract attention, so it’s important to convey that the property is well-received.

Moving on to the questions about why you are selling and the profile of neighboring residents, buyers may be concerned about potential issues such as noise or neighborhood disputes. It’s essential to be honest and provide genuine answers. For example, if you’re selling because the house has become too small for your growing family, or if your neighbors are a friendly elderly couple, share that information openly. If you don’t have much interaction with neighbors or are unsure about certain aspects, it’s fine to mention that as well.

Lastly, buyers often inquire about nearby supermarkets and the reputation of local schools. They seek firsthand information that only a seller living in the area can provide. Be honest and specific in your responses. If the supermarkets are convenient, you can mention that they are well-located. If asked about school reputation, you can respond positively if it’s favorable or say, “I haven’t heard any negative feedback” or “I’m not very familiar with the details” if you’re unsure.

By addressing these questions openly and honestly, sellers can establish trust and provide the information that potential buyers are looking for.

Keeping Properties Clean and Tidy

When it comes to selling a property, the first impression is crucial. If you’re serious about selling, make sure to clean the rooms thoroughly. Pay special attention to areas such as the bathroom, vanity, and toilet, as female customers, in particular, tend to notice these details. If cleaning feels overwhelming, consider hiring a professional cleaning service. Although it may involve some cost, it’s worth considering this opportunity.

Additionally, having too many belongings inside the property can create a negative impression. Prospective buyers may feel uneasy when they can’t see the condition of the floors, walls, and other facilities hidden behind clutter. Since you’ll be moving anyway, take this chance to discard unnecessary items. If discarding is not an option, you can rent a storage unit to temporarily store your belongings while the property is on the market.

Even if there are visible signs of wear and tear that regular cleaning can’t fully address, extensive remodeling is not necessary. Investing in remodeling for a property you’re going to sell doesn’t make sense. Instead of increasing the price through renovations, it’s often more effective to price the property slightly lower, taking into account repair costs. However, if the property’s condition is extremely poor, it may be worthwhile to consider minor renovations such as wallpaper replacement.

Final Thoughts

There’s nothing beneficial about dragging out the process of selling a property. It can create the impression of a lingering sale and increase the stress during the waiting period. Instead, aim for a short and decisive battle, typically within three months, as a guideline for finalizing the deal. Consult with a real estate agency to determine the appropriate pricing strategy for a successful sale.

Wishing you, as the seller, a swift encounter with an exceptional buyer.

Thank you for reading this far, and we appreciate your continued support.