Selling a property in Tokyo's real estate market can be a swift success or a drawn-out process.

Tokyo real estate has its own rules: miss a critical step in the documentation, and you're looking at weeks of delays. Price it wrong, and your listing gets buried in the list of similar properties. And the realtor who promised quick results? They might not understand the unique challenges you face, especially if you're a foreign in Japan.

So, how long does it take to sell a property in Tokyo and how do you actually do it? In this article, we break down the typical timeline, what affects the selling period, process to sell your home and some ideas to help you close your sale quicker.

Timeline for Selling a Property in Tokyo

On average, selling a home in Tokyo can take around 3 to 9 months from listing to closing. In general, it’s wise to budget about half a year for the entire process.

The exact timeline also varies widely based on the property type and market conditions. Condominiums (manshons) tend to sell faster than single-family houses. A typical Tokyo condo might find a buyer in around 6 months, whereas a detached house could take closer to 11 months on average.

Location and property features also matter. A newly renovated apartment in a popular central neighborhood may attract offers much sooner than an older house in a less sought-after area. In fact, older properties or those in unpopular areas can sometimes take a year or more to sell.

On the other hand, recent market trends in Tokyo show many properties moving faster than the historical norm. In fact, in Q1 2025 Tokyo homes are selling in an average of just 2–3 months, which reflects high buyer demand when pricing and marketing are on point.

Step-by-Step Process to Sell a Property in Tokyo

While every sale is unique, here’s a step-by-step breakdown of the home-selling process in Tokyo and how long each stage typically takes:

Preparation (2–4 weeks)

Before listing, you’ll need to prepare your paperwork and set the stage for a successful sale. This includes gathering property documents (title deed, floor plans, etc.), getting a professional valuation, and selecting a real estate agent.

This preparatory phase usually takes a few weeks, often about 2 weeks to 1 month.

Taking time here is important: choose a reliable agent and price your property appropriately by researching market values (for instance, by understanding land prices in Tokyo).

A well-chosen listing price will attract buyers early rather than leaving the property languishing on the market.

Listing & Marketing (1–5 months)

Once the property is listed for sale, the agent will market it and arrange viewings (open houses or private showings) for interested buyers.

In Tokyo’s real estate market, a well-priced property can sometimes find a buyer in just 1–3 months, especially a condominium in a prime location. However, it’s not uncommon for the marketing period to last around 3–5 months on average before securing a buyer.

During this time, your agent will advertise on real estate portals, field inquiries, and negotiate with potential buyers.

Demand in Tokyo can fluctuate seasonally. Properties tend to sell faster in peak moving seasons like spring (February–March) and fall (September–November), when more buyers are actively searching.

If you list during these periods and your property is attractive and well-priced, you stand a better chance of a quick sale.

Closing & Handover (2–6 weeks)

After you accept an offer from a buyer, there’s a closing period to finalize the sale.

First, a formal sale contract is signed, and the buyer typically pays a deposit. If the buyer needs financing, their mortgage approval process can take roughly 2–4 weeks.

The buyer’s bank will appraise the property and complete loan underwriting during this time. Once the loan is approved (or if it’s a cash buyer, immediately after contract), the parties schedule the final settlement.

At closing, the buyer pays the remaining balance, you hand over the property title and keys, and the ownership transfer is registered.

This final stage, from contract to settlement and property handover, usually takes around a month in Tokyo. After the settlement, the sale is complete – congratulations, you’ve sold your property!

Of course, if any stage encounters delays – for example, if finding a buyer takes longer than expected – the overall timeline extends.

Next, we’ll look at what factors can speed up or slow down the sale.

Factors That Influence the Selling Time

Several key factors influence how fast a property sells in the Tokyo real estate market:

Pricing

Setting the right price is arguably the most important factor. If a property is priced too high above market value, it will deter buyers and sit on the market longer.

Tokyo buyers are often well-informed about market prices, so an unrealistic asking price can result in your listing getting little attention. Overpricing is the number one reason for a delayed sale. You may eventually have to cut the price after months of no offers, as over-priced “stale” listings tend to get ignored.

On the flip side, a competitively priced property (or slightly under market) can attract multiple interested parties and even incite a quick bidding scenario. It’s wise to work with your agent and examine comparable sales to land on a fair, attractive price.

Property Type and Size

As mentioned, condos generally sell faster than houses in Tokyo. High-rise apartments in the 23 wards are in steady demand among both families and investors, whereas large single-family homes (especially in suburbs or with unique designs) appeal to a narrower buyer pool.

Smaller studio or one-bedroom units in central Tokyo often move quickly due to investor interest and first-time buyers, whereas very spacious luxury properties might require patience to find the right buyer.

Location and Neighborhood

Tokyo’s neighborhoods vary widely in popularity. Properties in central, well-connected areas (near train/subway stations, good schools, shopping, etc.) tend to sell faster because more buyers are looking in these locations.

For example, a condo in Minato, Shibuya, or Meguro Ward might get snapped up quickly. In contrast, a house located far from stations or in less convenient outskirts will generally take longer to find a buyer.

Neighborhood desirability, proximity to transport, and even the reputation of the area (safety, amenities, school districts) all play a role in how long a listing stays on the market.

Condition and Age of the Property

Buyers in Tokyo, like anywhere, prefer properties in good condition. Newer or recently renovated homes can command higher prices and tend to attract buyers faster. If your property is older (e.g. over 15–20 years) or has visible wear and tear, buyers might be hesitant or discount their offers.

An old property isn’t impossible to sell. Many buyers will still consider it for the land value or renovation potential, but expect it to spend more time on the market.

Additionally, older buildings might not qualify for the maximum loan-to-value financing, reducing the buyer pool. Consider making minor improvements or repairs before listing to improve your home’s appeal.

Market Conditions & Seasonality

Tokyo has experienced strong demand in recent years, partly fueled by historically low interest rates in Japan’s economy.

Homebuyers can get mortgages at rates around 0.3%–0.6%, which encourages. Japan’s central bank has kept interest rates extremely low for decades, making financing very affordable.

On the other hand, in a buyer’s market or during economic uncertainty, sales can slow down as buyers become more cautious.

Seasonality also matters: as noted earlier, spring and autumn are peak real estate seasons in Japan. Listing just before or during these busy seasons can shorten your selling time, while putting a property on the market in mid-summer or over New Year holidays might result in fewer inquiries and a longer wait.

Keep an eye on market trends and consider timing your sale when buyer activity is high.

Advertising and Agent Effort

A good real estate agent with a strong network may line up potential buyers immediately and advertise your listing widely (online listings, brochures, open houses, etc.). If the agent is not actively promoting the property, it could linger unsold.

Tokyo’s real estate brokers juggle many listings, and it’s noted that if a property doesn’t attract interest for a long time, agents might deprioritize marketing that “hard-to-sell” listing.

This makes it all the more important to price well and keep the listing fresh early on. Choosing an experienced brokerage that knows your local area can help ensure your property gets the attention it deserves from day one.

Seller’s Situation and Flexibility

Sometimes, the reason a sale drags on is on the seller’s side. If you still have an outstanding mortgage on the property, arranging its settlement can introduce complexity or delays (for example, coordinating with the bank for a payoff at closing).

Legal situations like co-ownership, inheritance, or divorce can also slow the process if not resolved; any dispute among owners must be cleared before a sale. It’s important to have all owners or stakeholders on the same page and paperwork ready.

Additionally, flexibility with buyer requests can speed things up: being open to negotiation on price, including some furnishings in the sale, or being flexible with the closing date can help close a deal faster.

Sellers who are in a hurry might even consider cash offers or slightly lower prices to ensure a quick transaction.

How to Sell Your Tokyo Property?

If you want to accelerate your home sale without giving your property away at a bargain, consider these professional tips:

Set a Realistic Price from the Start

Get a comparative market analysis from a trustworthy agent and be realistic about your property’s value.

It can be tempting to “test” a high price, but in Tokyo’s market a wildly high price will turn off buyers quickly. It’s often better to set a competitive price and attract a larger pool of bidders.

If your property hasn’t received any serious offers after 3 months, be prepared to adjust the price. A proactive price reduction (rather than leaving it stagnant) can generate renewed interest.

Just avoid repeatedly cutting the price in small increments as it signals desperation. One well-considered adjustment is better than many tiny drops.

Time Your Listing Wisely

Plan your sale to hit the market when buyers are most active. In Tokyo, listing in early spring (February–March) is ideal as many families try to move before the new school/work year in April. Autumn (September–October) is another high season due to job transfers and natural moving cycles.

You might get more foot traffic and faster offers during these periods. Try to avoid launching a listing during long holiday periods like Golden Week (late April–early May) or the New Year’s holiday, when many people are away and not house-hunting.

While the market is never completely dead in Tokyo, aligning with peak demand gives you an edge. (Of course, if you must sell at an off-peak time, a strong pricing and marketing strategy can compensate.)

Enhance Curb Appeal and Interiors

First impressions matter. Take time to prepare your property visually for listing photos and buyer visits. This could mean doing minor repairs, a fresh coat of paint, or fixing any broken fixtures.

For vacant homes, consider home staging – furnishing and decorating to make the space look inviting. Even occupied homes benefit from decluttering and professional cleaning.

In Tokyo’s market, some sellers renovate kitchens or bathrooms to boost appeal, but even simpler steps like improving lighting and removing personal items can help buyers imagine themselves in the space. The goal is to make your property stand out in listings and enjoyable during viewings.

High-quality photographs (and even virtual tour videos) in your online listing will attract more interest and potentially shorten the time to find a buyer.

Choose the Right Agent/Brokerage

Not all real estate agencies are equal. Look for an agent with a strong track record in your neighborhood or property type. A knowledgeable agent will have a client network and marketing channels ready to go. They can also advise you on pricing strategy and negotiation.

When interviewing agents, ask about their recent sales in Tokyo and average time on market for their listings. A good agent should be able to give you an estimate based on experience. Also, decide on the appropriate listing contract (exclusive vs. non-exclusive).

An exclusive listing with one dedicated agency often motivates them to pour more resources into selling your property (since they’re guaranteed a commission if they find a buyer), whereas an open listing with multiple agencies might lead to less coordinated marketing efforts. Ultimately, working with a reliable, motivated agent who understands Tokyo’s real estate market will greatly help in securing a faster sale.

Be Flexible and Buyer-Friendly

You can attract offers faster by accommodating buyers as much as possible. Be open to scheduling viewings at the buyer’s convenience (even if that means weekend or evening showings).

Prepare all necessary documents (property registry, inspection reports, etc.) in advance to provide to interested parties – this shows transparency and builds buyer confidence. If a buyer makes a reasonable request, like asking for a slightly earlier move-in date or requesting that appliances be included, consider agreeing if it doesn’t cost you much.

These small concessions can sometimes make the difference in closing a deal quickly. Additionally, if you receive an early offer that is near your target price, think twice before rejecting it in hopes of something marginally better – a bird in hand (a solid buyer) is often worth two in the bush.

Of course, always consult with your agent to evaluate offers, but keep an open mind to serious buyers even if their terms aren’t 100% what you envisioned.

By following these tips – correct pricing, smart timing, great presentation, savvy marketing, and flexibility – you significantly increase your chances of a quick and successful sale in the Tokyo real estate market. Many properties in Tokyo sell within just a few months, and yours can be one of them with the right approach.

Tokyo’s real estate market can seem fast-paced and complex, but with the right guidance, you can navigate it confidently. If you’re considering selling your property in Tokyo, reach out to Tokyo Portfolio (powered by Blackship Realty) for expert assistance. Our team has deep experience in this market and can help you craft a winning sales strategy — from accurate pricing to effective marketing — to achieve the best price within a reasonable time frame. Ready to get started? Contact Tokyo Portfolio today to discuss your property, or feel free to browse our current listings to see what’s trending in your area. We’re here to ensure your Tokyo real estate journey is a successful one, from listing to closing and beyond.