A good dealership does its job well. It sells the brands it represents, from the inventory it holds, and it is built to do that profitably. Many of the dealers we work with every week are run by people we respect. It is also why there are several things a dealership is not set up to do for a buyer.
An auto broker fills that gap. The work is not a matter of bargaining harder on the showroom floor. It is a different seat at the table, with a different set of tools. Below is what that looks like in practice.
Key Takeaways: What an Auto Broker Does
- A dealership sells its own brands. A broker compares every make and model on the client's behalf.
- A broker knows the incentives, rebates and lease programs in place each month across manufacturers, and applies them before the first proposal.
- The client sees the full deal screen, including price, incentives, rate or money factor and every fee, before anything is signed.
- Trade-ins, lease returns and delivery are handled in the same transaction.
- eMotoring is a licensed California dealer and broker (CA #98581) in Costa Mesa, serving clients across Orange County.
What Does an Auto Broker Do?
An auto broker acts for the buyer in the purchase or lease of a vehicle. At eMotoring, that covers the whole transaction: helping the client choose the right car, sourcing it through our dealer network, negotiating price and terms, coordinating the paperwork, financing and any trade-in, and delivering the car to the client's home or office. The client works with one advisor from the first call to the keys.
1. Compare Every Brand, Not One
A Mercedes-Benz store can sell a Mercedes-Benz. If the right answer for a family is a BMW X5, a Range Rover Sport or a Lexus, the salesperson is not in a position to say so. A broker is brand-agnostic, so the recommendation follows the client's needs, budget and how long they keep a car. We often price two or three models side by side before a client decides.
2. Bring the Best Number to the First Proposal
Manufacturers change their incentives, rebates, lease cash and dealer programs every month, and much of that money is never advertised. Because we work across many brands and dealerships every month, we know which programs are in place on each model and how deep a discount is realistic. The first proposal reflects that. There are no rounds of offers and counteroffers, and no need to visit three stores to see who moves first.
3. Show the Full Deal Before Anything Is Signed
Before a client signs, they see the dealer's deal screen: the selling price, every incentive and rebate applied, the rate or money factor, and each fee. Finance and warranty products are reviewed at their true cost, and nothing is added in the finance office that the client has not already approved.
4. Run the Lease and the Purchase Side by Side
Whether leasing or buying costs less depends on the car and the month. When a manufacturer supports a model through a subsidized money factor, a higher residual value or lease cash, the lease is often the lower cost of ownership, particularly for clients who replace their car within the factory warranty. Other models carry strong purchase cash instead. We run both structures across the brands a client is considering and show them the numbers.
5. Handle the Trade-In or Lease Return in the Same Transaction
A trade-in is valued on its own, not folded into the new car's price where it is hard to see. If another dealer or buyer will pay more for it, we can place it there. Lease returns are coordinated as part of the delivery, so the client is not left managing an inspection and a turn-in appointment on their own.
6. Deliver the Car to the Client
Most of our clients never visit a dealership. The car, the paperwork and a dealership representative come to the client's home or office, and the delivery includes a walk-through of the vehicle. Most of our clients spend under an hour of their own time from first call to delivery.
Is an Auto Broker Worth It?
For most of our clients, yes. Our fee is flat, due only at delivery and backed by a money-back guarantee. Based upon years of industry experience, the incentives, rebates and pricing we secure often cover the fee many times over. Our pricing page sets out the fee for each level of service. For a point-by-point comparison of the two models, see our article on the benefits of using a broker rather than a dealership.
Working With an Auto Broker in Orange County
eMotoring is a licensed California dealer and broker (CA #98581) at 1930 Placentia Ave., Unit A1, Costa Mesa. We serve clients across Orange County, including Newport Beach, Newport Coast, Corona del Mar, Laguna Beach and Irvine. Read more about working with an auto broker in Orange County, or about our service for clients in Newport Beach.
FAQs About Using an Auto Broker
Can an auto broker help with a lease?
Yes. Many of our clients lease. We compare lease programs across the brands they are considering and handle the return of their current leased vehicle as part of the same transaction.
Does buying through a broker affect the factory warranty?
No. A new car sourced through eMotoring carries the full manufacturer warranty, and it can be serviced at any authorized dealer for that brand.
Will I need to go to the dealership?
In most cases, no. We negotiate the price and terms, coordinate the paperwork and deliver the car to the client's home or office, with a dealership representative on site.
Considering a New Car?
Send us the year, make and model you have in mind at scott@emotoring.com, and we will tell you what the market looks like for that car this month.
Scott Gladstone
eMotoring · (949) 522-5800 · scott@emotoring.com