Shintaro Higashi, a judo and Brazilian jiu-jitsu black belt who runs Kokushibutō Institute in New York City, recently shared five critical lessons from his decades of dojo ownership experience in a recent YouTube video.
His father established the dojo in 1963, making it one of the oldest in New York City. Higashi also founded Kano Martial Arts in 2019 before eventually exiting, and he currently consults for multiple martial arts gyms.
The first lesson Higashi emphasizes is the importance of soft skills over competitive achievements. “90% of the time people don’t care about that,” he said regarding Olympic-level accomplishments.
Drawing from his pharmaceutical sales background, he explained how basic customer service matters most. “Person comes in. Hey, how are you? How’s it going? Are you here for a trial? Do you have experience in martial arts? We would love to get you set up,” he detailed. Following up with potential students consistently makes the difference in retention.
Safety ranks as the second critical factor. “If someone tears an ACL in that gym, it’s on you, the dojo owner,” Higashi warned. He explained that injuries don’t just cost one student but drive away others who were considering joining.
“When there’s fear in the dojo and when people are scared for their safety, they’re not going to come back,” he noted. While acknowledging criticism about his conservative approach to certain techniques, he defended his position: “I’d rather not anyone get their knees blown out in the gym under my watch.”
Cleanliness and hygiene systems form the third pillar. Higashi employs professional cleaners weekly and maintains strict protocols, including washing training gear after every session. When rules get violated, he addresses them immediately with the entire class.
The fourth lesson challenges the competition-focused mindset many instructors hold. Even at Jimmy Pedro’s elite gym, only 5 to 10 percent of students compete. “Judo is for everyone. You should be inclusive. Teach everyone and anyone how to do judo, how to love judo, how to make it a really fun time,” Higashi stated. He discourages creating hierarchies that prioritize competitive athletes over recreational students.
The final lesson addresses a controversial topic: charging black belts for membership. Someone once asked Higashi about non-paying black belts frequently injuring paying students.
“Your non-paying members are hurting your paying members, what kind of a business model is that?” the person questioned. This perspective changed Higashi’s approach entirely. He now insists on paying when visiting other dojos. “If you don’t take this drop in fee, I am leaving. I am not coming in here and working out with you guys,” he firmly states.
These principles reflect Higashi’s philosophy that sustainable dojo ownership requires balancing tradition with business sense while prioritizing student safety and inclusivity.
