As part of my work, I interact with many real estate brokers—making inquiries about properties, arranging viewings, and conducting various negotiations on behalf of my clients.
Among those experiences, there are moments when I can’t help but think, “This must be something unique to Japan.”

 

Whenever I contact a listing broker, I always provide key details upfront—such as the buyer’s nationality, that they live overseas and have no registered address in Japan, and the purpose of purchase.
This is because some sellers refuse to work with foreign buyers, and listing brokers vary greatly in their experience with such transactions.
Especially in regional areas, I also try to confirm how open the local community is and whether there have been any past issues involving foreign buyers.

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The reactions I receive from listing brokers are wide-ranging.
Some are open-minded and cooperative, while others are skeptical—or even refuse from the start.
Let me share one particular case that left a strong impression on me.

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“We Have Experience with Overseas Buyers” — or So They Say

When I inquired about a property in a certain regional area, the broker told me, “We’ve handled many transactions with overseas buyers.”
Feeling somewhat relieved, I expected a smooth conversation—but instead, I was met with a long lecture.
Although the broker insisted they had no prejudice against foreigners, they went on to speak at length about the local residents’ concerns and discomfort, as if representing the entire community’s opinion.

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I already knew from my own research and previous communication with other brokers and the local government that the area was relatively open to outsiders.
Yet this broker’s story was completely the opposite.
When I asked for specific examples of complaints or problems, they admitted there had been none—only that “people probably find it troublesome.”
I listened politely without arguing, but the “lecture” continued for more than twenty minutes.

 

When we finally moved to concrete matters regarding the contract, I noticed that their questions were oddly off-point.
So I asked, “What kind of overseas buyers have you worked with before?”
They replied, “In every case, either the husband or the wife was Japanese, and both lived in Japan.”
In other words, they had never actually dealt with a non-resident foreign buyer.

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Japan’s Face-to-Face Culture and the “Show Your Sincerity” Mindset

For overseas buyers, making multiple trips to Japan is rarely realistic.
That’s why it’s crucial to confirm in advance which stages of the process truly require the buyer’s physical presence.
When I asked one listing broker whether attendance by the buyer was required, they replied, “Yes—for the viewing, the contract, and the closing.”

Of course, legally, all of these can be handled without the buyer’s presence, even through a representative.
However, Japan’s deep-rooted face-to-face culture often places more importance on custom than legal practicality, so in many cases, at least the contract signing is done in person.

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But this particular broker refused any flexibility.
They said, “If you’re serious about buying, you should either come to Japan for every step or stay here from viewing to closing to show your sincerity.”
No matter how committed an overseas buyer is, it’s unrealistic to arrange such a schedule.
Frequent short-term entries can even raise flags at immigration and affect future visits.
Defining “sincerity” as forcing buyers into impossible travel plans makes no sense.
No matter how attractive the property, I would consider working with a broker like that a risk in itself.

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The Old-School, Emotion-Driven Brokers

Many regional areas still have old-fashioned, analog-minded, and emotionally driven brokers.
They often have deep roots in their communities and prioritize local relationships above all else.
While that in itself isn’t necessarily bad, these brokers tend to lack flexibility.
In fact, some refuse to work not only with foreign buyers but also with Japanese clients they consider “outsiders.”
Unfortunately, working with such brokers can be a risk in itself — and in many cases, a transaction with them may not even be possible in the first place.