Even if a property appears to be for sale, brokers in Japan may say it “cannot be introduced.”
The reasons fall into two categories: practical circumstances and structural or cultural factors in the Japanese market.

1. Practical circumstances

• Already under negotiation or sold
  Sometimes the portal listing has not been updated, and the property is already in negotiation or close to contract.

• Restrictions set by the seller
  Some sellers explicitly set conditions such as “locals only” or “no foreigners.”
  These become part of the transaction terms, and brokers must comply.

• Mismatch with buyer’s intended use
  If the buyer intends to use the property for minpaku (short-term rental) or business in an area zoned for residential use, brokers may refuse introduction.
  Similarly, if the property is needed for a visa or company registration, the seller may reject it if the purpose does not align.

2. Structural and cultural factors

• Information hoarding (kakoikomi)
  Some listing brokers prefer to keep the deal in-house to collect commission from both sides (“dual agency”).
  They may delay cooperation or refuse to share the property with outside brokers.

• Community-oriented sales practices
  Especially in rural areas, sellers may prefer to sell only within their community or to familiar buyers.
  This preference is not always written into the contract, but it influences how listing brokers handle introductions.

• Intended use restrictions by seller
  Even if legally possible, some sellers say “residential is fine, but not for minpaku or business use” due to community concerns.

• Broker’s inexperience with foreign buyers
  Many brokers simply cannot communicate in English, or feel anxious about handling foreign buyers because they do not know what documents are required.
  While this can be resolved if the buyer has an experienced broker supporting them, in practice some brokers still refuse because they expect “extra trouble.”

• Outdated seller’s market mentality
  Even though Japan’s real estate market has largely shifted from a seller’s market to a buyer’s market, many listing brokers—especially in rural areas—still act as if sellers hold all the power.
  They often take the stance of “choosing their buyers,” a practice sometimes called tonosama shobai (“lordly business”) in Japanese.

  Even when they do not explicitly refuse to introduce a property, their arrogant or uncooperative attitude, combined with reluctance to disclose information, often discourages buyer-side brokers from proceeding.
  As a result, some buyers ultimately turn to other brokers after encountering such old-fashioned practices.

How to deal with this
If refusal is due to seller’s absolute conditions (locals only, no foreigners) or deliberate information hoarding, there may be no way forward.
But if it stems from lack of experience or uncertainty, a skilled buyer’s broker can sometimes resolve the issue. Examples include:

• Providing affidavits at contract signing to ease identity concerns

• Offering terms that benefit the seller

• Showing clearly how the buyer’s side will handle communication and preparation

Even in cases of hoarding, sometimes the issue can be resolved if your broker takes the role of “assistant” (not performing brokerage) while the listing broker retains formal brokerage duties.
This only works if the property is attractive enough and the seller side is flexible—and in such cases, the buyer’s broker should also be compensated fairly for their role.

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Summary
Being told “this property cannot be introduced” does not always mean a dead end.
Sometimes it reflects practical circumstances, and sometimes deeper structural issues.
With the right strategy and negotiation by your broker, it may still be possible to move forward.
It is also important to recognize that cultural attitudes and local values themselves can sometimes act as barriers in the Japanese real estate market.