Here is how it breaks down, there is a commission for the hotel/tickets including some special events, dining and memory maker. Im rounding here but a 2,000 trip roughly earns you about $200. Bigger agency's can require their agents to make X amount in sales per year or be fired. If they are earmarked even more so because they have to maintain their "ears". If its a smaller agency there is likely less pressure, thus they aren't trying to up-sale you.
I tell people plainly here is what is available. I DO talk up Memory Maker because I LOVE IT! we got almost 900 pics from our last trip PLUS the video and ride photos. I think its cool for the price to have them. BUT THAT'S ME talking more as a Disney lover than an agent. I also am up at 12 am and 1am making reservations, sometimes with clients. We will split there list and i'll tackle three days and they will do others. AND for some I do nothing but make payments. If someone is better off renting points, I tell them. I'm in it for return clients, might not be Disney. People who I know, KNOW I am constantly keeping an eye out. The bad experiences I read about upset me because those are the people who make it bad for GOOD agents supporting their families. Disney can now move towards cutting out TA's soon with how technology gives them direct access to travelers. YES, I hear AND understand its easy to book directly with Disney. I guess it saddens me to hear because its literally giving a trillion $$ company all profit when you can help a small business.
Yes, calling and adjusting for a sale means you lose commission BUT i think of it as gaining a client because they know i'm not in it for the money. They book more trips because there is trust. That's what it boils down to.
