What Are the Main Concerns When Choosing a Real Estate Agent to Sell Property in an Urbanization Control Area? [Survey Results]

Properties in urbanization control areas are unique in that while property taxes are low, strict building restrictions make them extremely difficult to sell.

Consequently, even if individuals inherit such properties unintentionally and try to dispose of them, choosing a real estate agent becomes a major source of anxiety for heirs lacking specialized knowledge. They often wonder, "How should I sell this?" or "Which agent can sell it at a fair price without taking advantage of me?"

To address this, Dream Planning Co., Ltd. (Naka-ku, Yokohama City, Kanagawa Prefecture; CEO: Shigeto Takahashi), operator of the real estate problem-solving website URUHOME, conducted a survey targeting 353 individuals interested in real estate. The survey investigated the main concerns people have when choosing a real estate agent to sell an inherited property located in an urbanization control area.

[Survey Demographics] - Gender: Male: 199 (approx. 56%), Female: 154 (approx. 44%) - Age Groups: 20s: 35 (9.9%), 30s: 100 (28.3%), 40s: 124 (35.1%), 50s: 71 (20.1%), 60s: 20 (5.7%), 70s+: 3 (0.8%) - Survey Period: February 21 - March 16, 2026

[Survey Results: Concerns When Choosing an Agent] The results showed that over 60% of respondents answered, "Will they buy it too cheaply?" (63.5%), making price the most significant concern. This was followed by concerns about the agent's reliability and expertise, such as "Do they possess top-tier expertise?" (39.7%).

1st: Will they buy it too cheaply? - 63.5% (224/353) 2nd: Do they possess top-tier expertise? - 39.7% (140/353) 3rd: Are they a legally compliant real estate company? - 37.7% (133/353) 4th: Do they have the sales capability to sell quickly? - 26.9% (95/353) 5th: Will they sell to someone who will properly manage and use it? - 20.4% (72/353) 6th: Will they sell my precious land to foreign buyers or individuals? - 18.4% (65/353) 7th: Are they a brokerage or a purchasing company? - 15.6% (55/353) 7th: Are they just flippers who sell to other agencies? - 15.6% (55/353) 9th: None in particular - 5.1% (18/353) (Total responses: 857, Total respondents: 353)

The findings reveal that when selling difficult properties like those in urbanization control areas, owners have strong distrust towards agents and maintain high vigilance regarding assessing the agent's true expertise.

[Comments from Respondents for Top 3 Concerns]

1st: Will they buy it too cheaply? (63.5%) The top concern, cited by over 60%, is the fear of being lowballed. Because urbanization control areas have an image of being "hard to sell," owners fear being forcefully dealt an unfairly low price due to their lack of knowledge and the massive information asymmetry. - "Since I don't have specialized knowledge, my biggest worry is that it might be bought for much less than market value. Also, whether the company strictly follows the law and can be trusted is important." (Male, 40s) - "I fear forceful lowballing like, 'This has no value, so we'll take it off your hands for practically nothing.' Also, to prevent post-sale troubles, I want a clean agent who conducts thorough investigations and proceeds with procedures legally." (Female, 40s)

2nd: Do they possess top-tier expertise? (39.7%) About 40% prioritized the agent's "expertise." Unlike regular residential areas, these lands require judgments on construction viability and complex procedures. Respondents strongly feel the risk of "being forced into disadvantageous terms due to an ignorant agent" or "facing problems later." - "Because it's land with restrictions, capability matters. I focus on sales power, experience, and legal knowledge." (Male, 60s) - "My biggest fear is hiring an agent without expertise, resulting in the property being stuck for months or getting involved in legal contract disputes later. Identifying a specialized agent with a proven track record is crucial." (Male, 30s)

3rd: Are they a legally compliant real estate company? (37.7%) Coming in third was the concern for "legal compliance." Especially because these areas involve special legal regulations, there are earnest voices hoping to "avoid situations where legal violations are discovered later." The ability to guarantee a safe and clean transaction is a lifeline for choosing an agent. - "Selling high is good, but since assessment values won't vary wildly between agents, I'd prefer a legally compliant company that ensures no future trouble, even if the price is slightly lower. Since I'd be in trouble if it doesn't sell forever, I also care whether they can properly close the deal, even if it's not immediate." (Male, 40s)