Real Estate Agencies in Japan: How Much Is the Chūkai Fee, and How Do You Choose a Reliable One?
A detailed guide to real estate agency fees in Japan (3% + 6 man), comparing ryōte and katate, spotting kakoi-komi, and tips for choosing a reputable agency for Vietnamese residents.
Aug 7, 2026·✍️ olablog·⏱ 12 min read
A detailed guide to real estate agency fees in Japan (3% + 6 man), comparing ryōte and katate, spotting kakoi-komi, and tips for choosing a reputable agency for Vietnamese residents.
Finding a home or buying property in Japan is always a major turning point for Vietnamese people—from international students, technical interns, and engineers to families settling down for the long term. However, the many obstacles, from language barriers and complicated industry terminology to hidden fees, leave quite a few people feeling that they have paid dearly and received nothing in return. Are you wondering how much housing agency fees in Japan actually cost, how to tell whether an agent is inflating prices or withholding listings, and how to choose a reputable company among the thousands of agencies out there? In this article, OlaChill breaks down every figure clearly and transparently, while sharing practical experience to help you work confidently with real estate agencies in Japan.
1. How Are Real Estate Agency Fees in Japan (Chūkai tesūryō) Calculated?
In Japanese real estate transactions, the brokerage fee, known as 仲介手数料 (chūkai tesūryō), is the amount you pay a real estate agency when a property purchase, sale, or rental contract is successfully completed. The maximum fee is clearly regulated under the Real Estate Transaction Business Act—宅地建物取引業法 (takuchi tatemono torihikigiōhō).
As of August 2026, the maximum brokerage fees are applied by transaction type as follows:
Case 1: Brokerage Fees When BUYING OR SELLING Property
For purchase and sale transactions, the maximum brokerage fee is calculated based on the property value, excluding 10% consumption tax:
- Properties priced above 4,000,000 JPY (approximately 680 million VND):
$$\text{Maximum fee (before tax)} = (\text{Property price} \times 3%) + 60,000\text{ JPY}$$
Then, 10% consumption tax 消費税 (shōhizei) is added. The familiar simplified formula that agents often use is “3% + 6 man” (+ tax). - Low-priced properties under 8,000,000 JPY (approximately 1.36 billion VND):
Under the revised regulations introduced by Japan’s Ministry of Land, Infrastructure, Transport and Tourism (MLIT) in July 2024—and remaining in effect as of August 2026—to encourage transactions involving inexpensive warehouses and vacant homes 空き家 (akiya), the maximum brokerage fee an agency can collect from each party (the seller or buyer) is 300,000 JPY before tax, or 330,000 JPY including 10% tax (approximately ~56 million VND).
Practical example when buying a home:
You purchase an older condominium in Tokyo for 30,000,000 JPY (3,000 man JPY, ~5.1 billion VND):
- Base fee: $30,000,000 \times 3% + 60,000 = 960,000\text{ JPY}$
- 10% consumption tax: $960,000 \times 10% = 96,000\text{ JPY}$
- Total chūkai fee you must pay: $1,056,000\text{ JPY}$ (~179 million VND).
Case 2: Brokerage Fees When RENTING A HOME
For rental housing, Japanese law stipulates that the total brokerage fees collected from both the tenant and the landlord may not exceed 1 month’s rent (+ 10% consumption tax).
- Under the default legal principle, the agent charges the tenant 0.5 month’s rent and the landlord 0.5 month’s rent.
- However, if the tenant agrees—usually by signing a brokerage request or agreement—the agency may charge the tenant the full 1 month’s rent (+ 10% tax). In practice, in major cities such as Tokyo and Osaka, most agencies apply this 1-month rental fee.
2. Ryōte vs. Katate: The Kakoi-komi Withholding Trap Buyers and Renters Should Watch Out For
To protect your interests, you need to understand how Japan’s real estate market operates behind the scenes.
What Are 片手取引 (katate torihikiki) and 両手取引 (ryōte torihikiki)?
- 片手取引 (katate torihikiki - one-sided transaction): Company A represents the seller (or landlord), while Company B represents the buyer (or tenant). Company A receives a fee from the seller, and Company B receives a fee from the buyer. This is an objective arrangement with fewer conflicts of interest.
- 両手取引 (ryōte torihikiki - two-sided transaction): One real estate agency represents both the seller and the buyer (or both the landlord and the tenant), collecting brokerage fees from both sides.
[Bên Bán / Chủ nhà] <---> [Công ty Môi giới A] <---> [Bên Mua / Khách thuê]
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(Ăn phí 2 đầu = Ryōte)
The 囲い込み (kakoi-komi) and おとり物件 (otori bukken) Traps
The pursuit of two-sided transactions (ryōte) has led to a fairly common negative practice in Japan known as 囲い込み (kakoi-komi - concealing or withholding a listing).
When a landlord or seller consigns a property to a real estate agency, the law requires the agency to register the property on REINS (レインズ), Japan’s nationwide real estate information network, so that all other agencies can access it. However, in an effort to find a buyer themselves and collect the maximum two-sided fee, some agencies deliberately lie to other agents, saying things like “someone has already applied for this property” or “viewings aren’t available.”
How this affects you:
- If you are a buyer or renter: You may lose the opportunity to view good properties at reasonable prices simply because the agency holding the listing does not want to cooperate with your agency.
- If you encounter a fake listing おとり物件 (otori bukken): You see an extremely attractive, surprisingly inexpensive property advertised online. When you make contact, they tell you, “Someone has just put down a deposit on it,” and immediately steer you toward more expensive or lower-quality properties.
3. Vietnamese-Speaking Real Estate Agencies: Opportunities and Risks You Should Not Overlook
The emergence of many Vietnamese-owned agencies and Vietnamese-speaking real estate professionals in Japan offers significant convenience, but it also comes with risks if you do not do your research carefully.
Benefits of Working With a Vietnamese-Speaking Agent
- Removing the language barrier: You can easily discuss your preferences, financial situation, and desired location without worrying about misunderstandings.
- Understanding the circumstances of foreign residents: They know which buildings accept foreign nationals 外国人可 (gaikokujin ka) and which ones impose strict requirements for a guarantor company 保証会社 (hoshō gaisha).
Risks to Identify and Avoid
- Unlicensed agents / freelance intermediaries: Many individuals operate under the title of freelance collaborators (CTV) without professional qualifications or affiliation with a licensed company. They obtain listings from Japanese agencies and then inflate the prices or charge illegal additional service fees.
- Unclear consultation or application-processing fees: Japanese law strictly prohibits charging any additional fees beyond the regulated 仲介手数料 (chūkai tesūryō). If an agent asks for an extra “translation fee of 2–3 man” or a “5-man application fee,” you should be extremely cautious.
4. 5 “Stress-Test” Questions to Help You Identify a Reputable Real Estate Agency
Before signing any documents or paying a deposit, use the following 5 questions to check the agency’s competence and transparency:
- “What is your company’s real estate business license number 免許番号 (menkyo bangō)?”
Purpose: Companies operating legally in Japan must have a license number issued by the Minister of Land, Infrastructure, Transport and Tourism (国土交通大臣) or by a prefectural governor (in the form 東京都知事 (X) 第XXXXXX号). The(X)in parentheses indicates the number of times the license has been renewed or reissued (once every 5 years); the higher the(X), the longer the company has been operating. - “Which licensed 宅地建物取引士 (takuchi tatemono torihikishi) will explain the contract to me directly?”
Purpose: A reputable agency must have staff with the national Takken (宅建士) qualification to take legal responsibility for the transaction. - “How much is the total brokerage fee 仲介手数料 (chūkai tesūryō), does it already include 10% consumption tax, and are there any other additional charges?”
Purpose: This forces the agent to give you a transparent figure from the outset and helps you avoid unexpected “hidden costs” when finalizing the contract. - “Is this property publicly listed on the REINS (レインズ) system?” (Applies when buying property)
Purpose: To check whether the property is being withheld through kakoi-komi. - “If my application is rejected during the screening process, will the application deposit 申込金 (mōshikomikin) be refunded 100%?”
Purpose: To protect your money if the guarantor company or landlord does not approve your application.
5. The Most Important Document When Renting or Buying a Home: Important Notice (Jūyō jikō setsumei)
Many Vietnamese people renting or buying homes in Japan focus only on the contract 契約書 (keiyakusho) and overlook a document that can be crucial: 重要事項説明書 (jūyō jikō setsumei sho - Important Matters Explanation Document), commonly abbreviated as Jūsetsu (重説).
Why Is the Jūsetsu So Important?
Under Article 35 of Japan’s Real Estate Transaction Business Act, before you sign a rental or purchase contract, a licensed 宅地建物取引士 (takuchi tatemono torihikishi) must present their identification card and read out and explain the entire contents of the Jūsetsu to you in detail.
4 Points You MUST Check Carefully in the Jūsetsu
- Early termination penalty 違約金 (iyakukin): Most rental contracts stipulate that if you cancel before living there for 1 year (or 2 years), you must pay a penalty of 1 to 2 months’ rent.
- Restoration costs 原状回復費用 (genjō kaifuku hiyō): The document should clearly state how many man you must pay for cleaning 清掃費用 (seisō hiyō) and how much the lock replacement 鍵交換費用 (kagi kōkan hiyō) will cost when you move out.
- Usage rules 💡: Whether you may keep pets ペット飼育 (petto shiiku), and whether you may share the home with or allow another person to live with you 同居人 (dōkyōnin).
- Structural condition and disaster risks: Check the disaster hazard map ハザードマップ (hazādo mappu) to see whether the area is at risk of flooding or landslides; for purchased homes, check the earthquake-resistance standards 新耐震基準 (shin taishin kijun - applicable from June 1981 onward).
6. Summary Table of Brokerage Fees and Documents You Should Know
To help you understand and prepare your finances and paperwork, here is a summary of the main brokerage fees and documents as of August 2026:
| Item | Regulations / Fee (As of 08/2026) | Related Japanese Document (Romaji) |
|---|---|---|
| Maximum brokerage fee for purchase and sale (Property > 400 man JPY) | (Property price x 3% + 60,000 JPY) + 10% tax |
仲介手数料 (chūkai tesūryō) |
| Maximum brokerage fee for purchase and sale (Property ≤ 800 man JPY) | Maximum 300,000 JPY + 10% tax (= 330,000 JPY) |
宅地建物取引業法 (takuchi tatemono torihikigiōhō) |
| Maximum brokerage fee for rental housing | Maximum 1 month’s rent + 10% tax |
賃貸借契約 (chintaishaku keiyaku) |
| Important Matters Explanation Document | Must be read and signed before signing the main contract | 重要事項説明書 (jūyō jikō setsumei sho) |
| Certificate of residence (Identity verification) | Obtain it from the city/ward office 市役所 / 区役所 | 住民票 (juminhyo) |
| Rental housing security deposit | Usually 1 - 2 months’ rent (or 0 yen) | 敷金 (shikikin) |
| Key money / Thank-you payment to the landlord | Usually 0 - 2 months’ rent (non-refundable) | 礼金 (reikin) |
Frequently Asked Questions
Q. Can I negotiate a reduction in the brokerage fee (Chūkai tesūryō)?
You can, although it is relatively difficult for popular properties or homes in city centers. The 3% + 6 man (for purchases and sales) or 1 month’s rent (for rentals) is the legal “maximum” fee. Some agencies compete by offering a 50% discount or waiving the brokerage fee entirely if they receive an advertising incentive, AD (Advertisement fee), from the landlord. Be proactive and ask politely before beginning the process!
Q. The agent is asking me to pay a holding deposit (Mōshikomikin). If I change my mind and decide not to rent the property, can I get it back?
Under Japanese law, the application deposit 申込金 (mōshikomikin) is simply an expression of your intention to rent or buy and a payment made during the application screening process; it is NOT a penalty. Before the official contract is signed, if you decide to withdraw your application, the agency is responsible for refunding 100% of this money to you.
Q. If I am not fluent in Japanese, can I sign a home purchase or rental contract myself?
If your Japanese is not yet good enough to understand the legal Jūsetsu document (重説), reputable real estate companies will ask you to bring an interpreter or provide a Vietnamese/English translation or explanation. This is intended to protect you and prevent you from unknowingly signing unfavorable terms.
Conclusion
Working with real estate agencies in Japan becomes much simpler and safer when you understand the chūkai fee structure (3% + 6 man for purchases and sales, or 0.5–1 month’s rent), recognize transaction traps such as kakoi-komi, and proactively check the legal details in the 重要事項説明 (jūyō jikō setsumei). Always choose transparent agencies with clearly displayed license numbers so that your journey toward establishing a stable life and career in the Land of the Rising Sun goes as smoothly as possible.
More reading suggestions:
- Learn about life in Japan, administrative procedures, and money-saving tips on OlaChill Blog.
- Explore more housing-related articles at OlaChill Real Estate.
- Take some time to relax on the weekend with Day Tours from Tokyo led by the friendly Vietnamese-speaking guides at OlaChill.
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